Ticket SalesINTRODUCTION
Today Types of ticket sales
Prospecting, definition, types of
Generating and valuing leads
What are the types of tickets sales?
Season Tickets
Group Sales
Single Game
Premium
What is prospecting?
Prospecting
One NHL team suggests their sales reps have this as their typical work week:
300-400 new prospect telephone calls
12-15 face to face meetings
8-12 quality presentations
25-50 follow up calls or e-mails
What does this tell you about prospecting?
Leads
Potential customersHot LeadWarm LeadCold Lead
Cold Leads
Phone book Internet Random intercept
Warm Leads
Referrals Past Customers Similar to current customer Obvious need for a product
Hot Leads
Anyone who has contacted you for information or has responded to mailers/advertisements
How do you generate leads?
Generating leads Promotional materials, mailers
Mall intercepts
Giveaways
Getting contact information from single game buyers
Alumni lists
Online database
Purchase leads
Etc.
How do you determine the value of a lead?
Estimating the value of a lead
X
Y
Z
Likelihood you will buy
Take away Sales come in various forms (e.g., season, single game, group and premium)…possibly more
Prospecting is the process of generating leads
Not all leads are created equal, there are many ways to generate leads, and creativity is valued
QUIZ DUE BY TOMORROW NIGHT
EXAM October 1st or 3rd