Perform pre-sales activities to facilitate sales presentation 4.10 Perform pre-sales activities to facilitate sales presentation

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

STEPS to EFFECTIVE SALES OPENINGS You only have 1 chance to make a first impression! KNOW your 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