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Ticket Sales

Ticket Sales. Introduction. Today. Types of ticket sales Prospecting, definition, types of Generating and valuing leads. What are the types of tickets sales?. Single Game. Season Tickets. Premium. Group Sales. What is prospecting?. Generating leads. Prospecting.

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Ticket Sales

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  1. Ticket Sales Introduction

  2. Today • Types of ticket sales • Prospecting, definition, types of • Generating and valuing leads

  3. What are the types of tickets sales? • Single Game • Season Tickets • Premium • Group Sales

  4. What is prospecting?

  5. Generating leads

  6. 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?

  7. =

  8. What are leads?

  9. Leads Potential customers • Hot Lead • Warm Lead • Cold Lead

  10. Cold Leads • Phone book • Internet • Random intercept

  11. Warm Leads • Referrals • Past Customers • Similar to current customer • Obvious need for a product

  12. Hot Leads • Anyone who has contacted you for information or has responded to mailers/advertisements

  13. How do you generate leads?

  14. Generating leads • Promotional materials, mailers • Mall intercepts • Giveaways • Getting contact information from single game buyers • Alumni lists • Online database • Purchase leads • Etc.

  15. How do you determine the value of a lead?

  16. Estimating the value of a lead • X • Likelihood you will buy • Y • Z

  17. 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

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