Using Competitor FOMO to Sell Sponsorships (with Bob Vaez) | Ep. 3

EVENTASTIC Conference registration is now OPEN! The world's largest event about EVENTS!

Free + Virtual! Save your spot! https://www.eventastic.com/

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MASSIVE thank you to our Sponsor, Cvent!!

Cvent is an event marketing and management platform designed to help you plan, promote, and measure your events all in one place - whether they’re virtual, in-person, or hybrid.

Regardless of your size, check out Cvent today to get the tools you need to run smarter, more effective events.

Check out more at cvent.com/Jay

ㅤ🔗 Links

1. EventMobi.com
2. Bob Vaez LinkedIn

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Sponsors usually want one thing: leads. But when Jenny from Brighton asks how to prove ROI beyond simple impressions, Bob Vaez (CEO of EventMobi) flips the script. He joins host Kristin Nagle to explain why you should treat sponsorship exactly like a marketing funnel.

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Bob breaks down the three stages of the sponsorship funnel: brand exposure, trust building, and conversation. He shares specific tactics to move sponsors through this journey, from using competitor FOMO to close deals to restructuring how logos are displayed onsite. Instead of chasing vanity metrics, Bob argues for creating "demo sessions" and off-floor experiences, such as food tours, to build genuine relationships. It is a fresh look at delivering value that goes beyond the badge scan.

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👤 Guest Bio

Bob Vaez is the Founder and CEO of EventMobi, an end-to-end event management platform used by over 30,000 planners globally. A computer engineer by training, Bob launched EventMobi in 2010 to replace paper guides with mobile apps. He recently led the acquisition of the virtual platform Run The World and focuses on integrating event data into the wider marketing stack.

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✅ The Event Question

Jenny from Brighton, UK, asks: "How can event organizers prove ROI to sponsors? Beyond impressions."

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📌 What You’ll Learn

1. Apply the Marketing Funnel to Sponsorship: Break your sponsorship opportunities into three clear buckets: Awareness (Brand Exposure), Trust, and Conversion (Conversation).
2. Leverage Competitor FOMO: Tell potential sponsors whether their direct competitors are attending or attended last year. This simple tactic can significantly increase sponsorship sales.
3. Rethink Logo Placement: Instead of a single massive logo wall that goes ignored, split sponsor logos into 20-30 smaller banners. Place them along the main walkways between the hotel and the venue to ensure every attendee passes them.
4. Build Trust with Demo Sessions: Create low-commitment "pitch sessions" in which 4-5 vendors present back-to-back, each for 5 minutes. This allows attendees to qualify vendors before visiting a booth.
5. Facilitate Off-Floor Networking: Move beyond the trade show floor with activities like scavenger hunts or city food tours. Informal settings often lead to stronger relationships and higher response rates than a cold badge scan.

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🎭 The Ridiculous Question

Question: What is your go-to song for karaoke?

Answer: Bob recalls a disaster singing "Walk Like an Egyptian" where the mic was cut off. He now exclusively sticks to EDM because you don't have to sing; you just have to fist-bump.