Let's be realistic: You will meet some resistance as you seek out these
partnerships. Some owners and managers are simply not open to nontraditional
marketing programs. Don't try to force them to come around; it just isn't worth
your time.
Others will be receptive to your pitch, but reluctant to commit. Your best
strategy is to remain flexible. Be willing to start small in order to develop a
level of trust between you and your sponsor. Remember that sponsors will expect
something back from you in return for their funding, so be ready to prove you
can deliver. You can always expand the relationship over time. Take what you can
get in the beginning, even if it's only discounted product—it's better than
paying full price for the stuff you'd be buying anyway.