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, the least of the Big Four.
NFL
What does AR and VR stand for?
Augmented Reality; Virtual Reality
What was the name of the guest speaker we had from the Columbus Crew?
Matt Sweitzer
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 most commonly used device/platform to watch live sporting events?
Television
What is included in the fan cost index?
Average price for a family of 4 to attend a sporting event. (Not needed to get points, but to be specific: 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
Name at least four variables that commonly influence variable ticket pricing decisions in sport.
Opponent strength or popularity
Day of the week (weekend vs. weekday)
Time of year or point in season (e.g., playoffs vs. preseason)
Seat location or viewing experience
(Others could include weather, promotions, or special events.)
This is the top reason why American consumers choose to keep their TV subscriptions.
To watch live broadcast content.
The idea that you can't take a live sporting event home and consume on your own time is reflective of this term.
Intangible.
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
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.
This is the main reason why teams shouldn't give tickets away.
Risk of devaluing their tickets in the future
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 focus on the value a product can serve the person's needs, you are following this sales philosophy.
Customer-focused selling