Perform pre-sales activities to facilitate sales presentation 4.10

ESTABLISH RELATIONSHIP with clients/customers/fans

ESTABLISHING A GOOD RELATIONSHIP WHY? – Customers/fans have LONG-TERM LOYALTY Supportive even with controversy or a losing season HOW? – BUILD EMOTIONAL CONNECTIONS with customers Spectators driven by the emotions and experiences – Influenced by tradition, attitude, and team performance – Provide customers/fans with what they want and expect – Treat them fairly

Building Fan Loyalty

Social Media

Devils Mission Control Results ESPN reported that the team’s Facebook fans increased from 100,000 to 170,000, and the its Twitter account surpassed 25,000 followers. ESPN The increase in fans and followers was huge for the Devils’ brand, but the “Mission Control” idea benefitted financially too. Through two different ticket promotions, the Devils grossed over $17,000 in incremental revenue from the campaign. The engagement and interaction that the Devils provide to their fan base is a great benchmark for other marketers to learn from and implement similar strategies to increase fan loyalty. More than 27 percent of businesses say that social media marketing has been the most effective channel for customer retention. Like the Devils, allow your clients to have a voice and give them that “personal” feel of communication instead of making them feel like nothing more than part of a crowd.most effective channel for customer retention

STEPS to EFFECTIVE SALES OPENINGS You only have 1 chance to make a first impression! 1.KNOW your customer before initial contact – RESEARCH their company website 2.Have a PLANED AGENDA to discuss – DON’T call without preparing what to say 3.CUSTOMIZE the sales script – Don’t read a general script for each customer 4.ASK OPEN-ENDED QUESTIONS – Find out what customer needs/wants 5.CLOSING LINE: Ask for the SALE! 6. Be a GOOD LISTENER

SELL TICKETS

EFFECTIVE WAYS TO SELL TICKETS GOAL: Sell-Out your event to make MONEY If you don’t make up the costs of the event-LOSE MONEY LOTTERY: – Use: DEMAND IS HIGHER THAN THE AVAILABLE SUPPLY – A drawing in which people are given equal chance to win Word of Mouth “EARLY BIRD PRICING” – Earlier you buy the ticket, the lower the price Sell ONLINE

Ways to Sell Tickets

Camping out for Tickets

Ticket Scalpers

For the sport/event sales scenarios you worked with your partner yesterday, determine what you would do to establish a relationship in a sales situation: – Selling ad space in a sport/event program – Soliciting sponsorships for a new arts event – Obtaining celebrity endorsements of a sport product – Selling season tickets to the symphony or your favorite sports team. With your partner, review ideas generated and create a list of “Must Do’s” when establishing relationships in sales situations. Post on Board

Prepare a sales presentation for selling your sport/event scenario. (4.09/4.10) Make sure to follow the below procedures and write them as you go to turn in for a grade: 1.Identify the Purpose (what are you selling?) 2.Identify your Customer Profile (potential customer/fan) 3.List your Content (types of ticket plans available and benefits associated with each plan) 4.Write the Sales Script 5.(4.10) - How are you going to establish an on going relationship with the customer? Be ready to present in class!