The economy in America is going to crumble because of healthcare and our deficit.
Europe will become a continent of third world countries because of the debt crises.
The NFL is going to be banned by the government because of concussions.
There will NEVER be another band like the Beatles or the Rolling Stones.
Nobody is going to read books anymore because of Facebook and Twitter.
The next generation only knows how to interact with each other on a smart phone but not in person (now that one might be partially true!)
It’s time to be remarkable and not just good at customer service!
How do we overcome bold statements like this in our careers? We are told everyday things of this magnitude, to just give up and quit. That long term success is impossible, etc. But we can’t buy into that. Because the only way it will affect us is if we let us get into our heads and control us. How do we avoid that in our lives and our professional careers in an industry as tough to break into as sports and a career path as cutthroat as sports sales and sponsorships?
It starts with my Hot Dog Stand Marketing Version of Sales. It is my own creation, my mission statement that I use each and every day and has enabled me to be in 100% commission sales since I was 19 years old. 10 Building Blocks for sales success no matter what decade/age we are in. It is explained in much more detail in my book or at a speaking engagement or workshop (email me for more info if you are interested in making that happen) but over the coming weeks here on SportsNetworker I will delve into each of my 10 traits and steps to ensure that we thrive and don’t just survive in the sports sales and sports marketing world for the coming decades.
Number One: Remarkable Level of Customer Service
Yes everyone has good, even great, customer service. It’s stamped on every single product we purchase and on the end of every commercial we hear or see in our lives. But can you catapult yourself into such a level that you simply are indispensable because you provide such a resplendent level of customer service? Think of a company like Zappos that is known for its service, and strive to somehow break through to a higher level; then you are getting close.
The reason this is so important in customer service is to Stand Out (and not just by wearing a hot dog costume, though that never hurts).
Everyone writes hand written thank you notes for no reason to all of their clients and prospects (I hope), everyone gives out tickets for concerts or events, and everyone makes sure the orders are in and correct, and the Christmas present arrives in early December because no one apparently likes to work the last two weeks of that month. Standing out from our competition is the single most important thing we need to be able to do in sports sales. It’s what separates us from “sending the info over on email” to sitting down and customizing a partnership that is a win win long term for both parties.
You need to go beyond being good at service. Coming out with station beanie caps for the whole service department at the car dealership that is a big sponsor of the team you sell for during the snow fall and helping one of your car dealers clear off the cars. Hearing your top insurance sponsor is a big snorkeler and is taking a trip down to the Caribbean on a cruise and making sure you have arranged for a new pair of flippers to be on board her cruise cabin when she arrives. Doing a monthly podcast featuring your “client of the month,” and what their business represents to the community and the impact they are making on a daily basis. In Sports Marketing and Sports Sponsorships it goes beyond just taking our client to the suite for a big game – what kind of additional experience do we have on our hands that our client would be just be absolutely ecstatic about taking part in that day?
That is the tipping point for a REMARKABLE level of customer service.
It is only the beginning of it though and it needs to happen day in and day out. Keep at it and you will be known throughout the market and your region as simply being hands down the best customer server in any advertising medium, not just the best one on your staff. And a reputation like that will be spread throughout the industry and this will mean more prospects, testimonials, referrals, revenue, commission and ultimately a better reputation for you!
Every day you walk in to begin your day ask yourself “What am I going to do today that not one of my competitors will do?” How will you stand out to your client when there is 100 sales people calling them that day. What are you doing to break through the clutter and be that ONE person that they have time to meet with?
Coming soon…volume number two! In the meantime I bet you need something valuable so snag a copy of this free E book and by the time you finish volume ten of this series hopefully you’ll have that dream job to start applying my 10 Hot Dog Stand Marketing Version of Sales concepts!
But for now, thanks for reading everyone and Carpe Diem! Leave your comments below or reach out via my author page!