Just a week till the tryptophan sets in, so until then…it’s time for questions and great selling! Read on.
“Hey Kathy,
When it comes to retention teams, I’m concerned about our clients getting too used to personnel. If they leave, then it’s a problem. I am putting together a retention team and am thinking of having it general, with no one person being responsible for any one client but rather all. Wouldn’t you agree this makes more sense? I don’t see it currently being used.” S, midwest
Hi S,
I don’t agree it makes more sense. The point of selling is to build relationships. The point of retention is building and sustaining relationships and creating personal touch points. This can’t be done when it’s a general staff. At that point, you are a nameless client. I kind of get your worry about losing staff but a) work harder to retain staff and b) when staff does leave have a transition plan in place to make it perfectly smooth for the client. It may take a little work on our end, but work well worth it. The easy way isn’t always the best way.
Kathy
“Hey Kathy,
As a new leader, I want to help my sales staff continually learn. What are the areas you think we fail most in sports so that I can focus on getting my staff better?” B, east coast
Hi B,
First of all, congratulations on your new position! What a great question. I think there are 2 areas we are currently not doing our best in in sports. The first is follow up. Even with CRM, even with reminders, we are not setting those follow up meetings/calls and following through. They are going to do business with someone, and our lack of follow up gives them permission to do it with someone else. The second area is educating. These are not the teams of the 80’s. These are teams that may not necessarily know the ways we can help them. They may not know the value of branding with us. Education is key. Stop assuming the prospect knows all about us. We are most likely not as big in their lives as we like to think. So educate them: who we are, what we stand for, what our commitment is, what our players commitment is, etc. Let them know all the things we have. I’m willing to bet many of our season ticket holders have no idea of so many of our hospitality areas. Yet they work somewhere. They belong to organizations. They deal with other companies. They can be our best ally if only we educate them.
Kathy
“Hey Kathy,
We have a lot of suites that are going unused during games. Any quick fix ideas?”
L, northwest
Hi L,
Some thoughts…why not have organizations/non profits auction them for you with a minimum bid so you both win? Why not sell each per person, with a price per person until it’s filled? That way a lot of people can actually try it out…you never know, some may rent it entirely or purchase for the season. How about packaging it to businesses with their season tickets? Offer it to businesses to purchase and donate to classrooms for STEM opportunities pregame. Rent them out as board meetings prior to the game with a most amazing backdrop.
Kathy
Attending Baseball Winter Meetings? So many asks..so I’ve rearranged my schedule to be in SD on Monday Dec. 9 from 8:15 a.m. to 9:30 p.m. Feel free to call/email/text me and I will happily meet up with you for anywhere from a half hour to an hour. I’m here to help teams get to that next level…so go ahead…contact me and let’s set up a time to meet and answer your questions!
Send YOUR sports sales questions by Tuesdays at 5 p.m. EST to: kathy@soldoutseating.com ALL will be answered either in the email or personally. Identity will be changed for your protection if desired.
Kathy Burrows, Chief Energy Officer, Sold Out Seating
Don’t miss a blog or an article! Get each weekly in your inbox. Join my blog at http://www.soldoutseating.wordpress.com
Sales Training, Leadership, Retention…currently finishing booking for January-March 2020. Small number of retainers left for teams with focus on detailed development of staff and short and long term strategy. Contact: Kathy@soldoutseating.com
Have more sports sales questions? The answers are probably in Potato Chip Ticket Sales by yours truly! https://www.amazon.com/gp/product/1947863088…AND become a better leader or learn how to be a future leader with my newest book… Potato Chip: Leadership Skills! https://lnkd.in/gQv7cs4. Can’t find them?
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SOLD OUT SEATING...PREPARING YOUR TEAM FOR THE FUTURE THROUGH STRATEGY AND TRAINING 