Dates!
3/4
Renewal Campaign Launch
These will be cheaper in the summer
Half-Baked!
Allow clients to vent their frustrations, it's nothing personal.
LISTEN!
Show Genuine Interest
Take notes
Nod your head
Manages logistics of the membership, but not the person actually attending.
Technical
Roleplay - Worth 200 points!
Ownership, same old scoreboards and stat board. Feels like Ownership puts little effort.
3/21
Renewal Deadline/Auto Renewal Date
ALSO
Opt Out Deadline
We don't see the value in tickets this year.
Genuine!
You might practice active listening, or request additional information.
DEFINE!
"Tell me more about..."
Ask Open Ended Questions!
Paraphrase & Reflect
ROI, Cost vs Value...
Financial
Roleplay - Worth 300 points!
Team stinks!
3/14 @ 5PM
Early Renewal Reward Deadline
We can just buy single game tickets for all the big games for WAY cheaper.
Misconception
Not agreeing, but showing empathy.
ACKNOWLEDGE!
Don't show sympathy, but understanding.
Big picture, outcome focused
Executive
Roleplay - Worth 400 points!
I need to go to half-season since we have lost share partners from our group.
Early April
Select-a-Seat
Targeting the week of 4/7
Biased
Highlight the features and benefits of the product that excites the customer based on their objection
OVERCOME!
Attends games themselves, might be a superfan, have sharepartners etc...
User
Roleplay - Worth 500 points!
The experience hasn’t been what I had hoped.
4/5 & 4/20
Also PIF date!
We are opting out now, but we will revisit before next season.
Put-Off
DNS
Ask for their business!
Has a special benefit that was discontinued in 2014
Tenure holder
Roleplay - Worth 600 points!
Attending the games just aren’t worth it anymore, and it’s getting more and more difficult to sell games we cannot attend.