410 ESTABLISH RELATIONSHIP with clientscustomersfans ESTABLISHING A GOOD RELATIONSHIP WHY Customersfans have LONGTERM LOYALTY S upportive even with controversy or a losing season ID: 363466
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Slide1
Perform pre-sales activities to facilitate sales presentation
4.10Slide2
ESTABLISH RELATIONSHIP with clients/customers/fans Slide3
ESTABLISHING
A
GOOD RELATIONSHIP
WHY?
Customers/fans have
LONG-TERM LOYALTY
S
upportive
even with
controversy or a losing season
HOW?
BUILD EMOTIONAL CONNECTIONS
with customers
Spectators driven
by the
emotions and experiences
I
nfluenced
by tradition, attitude, and team
performance
Provide customers/fans with
what they
want and
expect
Treat
them
fairlySlide4
STEPS
to
EFFECTIVE SALES OPENINGS
You only have 1 chance to make a first impression!
KNOW
your customer before initial contact
RESEARCH
their company website
Have a
PLANED AGENDA
to
discuss
DON’T call without preparing what to
say
CUSTOMIZE
the sales script
Don’t read a general script for each customer
ASK OPEN-ENDED QUESTIONS
F
ind out what customer needs/wants
CLOSING LINE
: Ask for the SALE!
6. Be a
GOOD LISTENERSlide5
SELL TICKETSSlide6
EFFECTIVE
WAYS TO SELL TICKETS
GOAL: Sell-Out your event to make MONEY
If you don’t make up the costs of the event-LOSE MONEY
LOTTERY:
Use: DEMAND IS HIGHER THAN THE AVAILABLE SUPPLY
A drawing
in which people are given
equal chance to win
Word of Mouth
“EARLY BIRD PRICING”
Earlier you buy the ticket, the lower the price
Sell ONLINESlide7
“You Do”
With a partner, you will
create two scripts
for building a good relationship with a customer on the first contact using the steps from the notes for the following two scenarios:
Get a celebrity to endorse your product
Selling season tickets for a professional team
Write the two scripts
to be turned in for a grade
One person is the customer, the other is the salesperson
Perform your role play
in class