Cialdini's Influence
Building a rapport with clients ahead of pitching any sales pitch is an example of this principle.
Liking
Of the Big Four in North American professional sport, which league has the highest ticket inventory?
MLB
This league relies on ticket sales for about 15% of their overall revenue.
NFL
What does AR and VR stand for?
Augmented Reality; Virtual Reality
What was the name of our guest speaker from the Detroit Pistons?
Nicole Medvitz
Promoting a social media campaign where fans share a picture of themselves in the team gear/jerseys could be an example of this principle.
Social Proof
Name 5 ingredients in the full menu sandwich
season tickets, mini plans, group sales, walk up, community programs, sponsored tickets, advance single game
When a star player is injured and not playing in that game, so the price is lowered to adjust for demand, that reflects this ticket price strategy.
Dynamic pricing.
What are the four descriptors that summarize why sport is such a valuable live product for broadcasters?
emotional, unpredictable, perishable, intangible
What can broadcasters offer sport leagues beyond money?
prestige, exposure, awareness
Giving fans a free welcome event at the arena ahead of a push for ticket sales is an example of this principle.
Reciprocity
Sales escalator
This pricing model refers to price decisions made ahead of the season to increase pricing for high demand games and lower them for less popular games.
Variable ticket pricing
What is the expected growth rate for media rights from 2018-2023?
4.5%
What is included in the fan cost index?
Price for a family of 4 to attend a sporting event. (4 tickets, 4 hot dogs, 2 beer, 2 soda, program)
Including your senior sales manager job title in your e-mail signature could be an example of this principle.
Authority
Giving season ticket holders the opportunity to decline or renew their seats for next season before selling the seats out from under them is referred to this.
Right of first refusal
What are three elements that contribute to a fan's perception of "value" that don't have anything to do with price?
Convenience, aesthetics, cleanliness/security, availability, quality
What does it mean to say that sport is perishable?
That a game is much less valuable or interesting after the game is over. It is time sensitive.
The idea that you can't take a sporting event home and consume on your own time is reflective of this term.
Intangible.
Pointing out that fans have purchased a mini plan for the last 4 seasons ahead of asking them to purchase again could be an example of this principle.
Commitment/consistency
According to the Sellout Mentality, marketers should target which 8 games of the season, to ensure they are sellouts?
The 8 games that have the highest chance of being sellouts.
Which price objective is best reflected by the example: setting your prices at a level that increases total sales and tries to increase market share?
Volume
When a fan is able to choose which player they want to follow on the broadcast, that is an example of what trend fans are looking for from the media?
When you've asked questions, empathized with a consumer and then emphasize the value a product can serve the person, you are following this sales philosophy
Customer-focused selling