Perform pre sales activities to facilitate sales presentation
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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 S upportive even with controversy or a losing season HOW?

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Perform pre-sales activities to facilitate sales presentation

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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.

  • 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.


STEPS to EFFECTIVE SALES OPENINGS

You only have 1 chance to make a first impression!

  • KNOWyour customer before initial contact

    • RESEARCH their company website

  • Have a PLANED AGENDA to discuss

    • DON’T call without preparing what to say

  • CUSTOMIZE the sales script

    • Don’t read a general script for each customer

  • ASK OPEN-ENDED QUESTIONS

    • Find out what customer needs/wants

  • 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


Neighbor Talk

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


Role Play

  • 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:

    • Identify the Purpose (what are you selling?)

    • Identify your Customer Profile (potential customer/fan)

    • List your Content (types of ticket plans available and benefits associated with each plan)

    • Write the Sales Script

    • (4.10) - How are you going to establish an on going relationship with the customer?

  • Be ready to present in class!


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