Wood automated the process of getting sponsorships for his podcasts on devchat.tv. He kept his average invoice at $10k, and the average invoice was still 8 weeks long, but he raised his fill rate from 42% to 86%.

How? He reached out to more companies, which meant they scheduled more calls, which meant more sponsorships sold. Wood also set a schedule to follow up on renewals.

How do you identify targets to put in the funnel?

Look for companies:

• that market to software developers
• spending money to reach software developers
• that employ people I know
• that are sponsors of other podcasts or conferences

Internet stalk marketing people by:

• Finding the company on LinkedIn
• Making LinkedIn list their employees
• Searching the employees for people with Marketing in their title
• Taking that name and use hunter.io to find their email address
• Adding the contact and information to Hubspot

Next, schedule a sales call! You can use meetings.hubspot.com.

Automation

Once you build a process, you can automate it further by:

• Hire someone to do my prospecting for me. Have them handle renewals.
• This is how I’ve maintained the fill rate.
• Write a follow up sequence about how to sponsor podcasts
• Record videos and have someone else actually write the emails.

For questions, email Chuck at chuck@devchat.tv.