169: New Research Rates Factors That Drive Cause Partnership Sales
Today on Cause Talk Radio, Megan and Joe talk to frequent guest Mollye Rhea, President of For Momentum, an Atlanta-based cause agency.
On the show, Megan, Mollye and Joe discuss For Momentum's survey of U.S. nonprofit executives responsible for selling cause partnerships in the Nonprofit Partnership Sales Cycle Research.
- For Momentum's new research takes on the number one question people ask about cause partnerships: "How long will it take?"
- The survey included interviews with 50 nonprofits with corporate alliance teams.
- The survey looked at sponsorships, integrated fundraising and employee directed partnerships.
- Nonprofits need to give themselves up to 18+ months to close a larger partnership. The more money involved, the longer the sales cycle. Warmer leads can reduce close time.
- Mollye's advice on how to work with prospects, especially your warmer leads.
- How the sales cycle is impacted by your nonprofit's brand and mission fit and readiness.
- Why do companies turn down a cause partnership? The #1 reason surprised Mollye! But she has some good ideas on how nonprofits can address this.
- Mollye's advice on how nonprofits need to stay proactive, top-of-mind, creative and flexible when pitching cause programs to companies.
- Should you ask a company to commit to a minimum level of support? How much?
Links & Notes