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?

Generating leads

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?

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What are leads?

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

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