Athletes Step Up to Help Haiti Earthquake Victims

by Gail Sideman | January 20th, 2010 | 2 Comments »

IFRCSo many conversations of the last year, and certainly beyond, have focused on huge dollar figures that go along with professional sports and their high-paid, spoiled athletes.

During this past week, players from across the professional sports spectrum who are often portrayed as being little more than indulgent have shown quite the opposite personas. They have let their checkbooks act as their PR agents but most importantly, have proven that humanity comes first. The devastation of the 7.0 Earthquake that hit Haiti on January 12 was on the world’s minds and many who could afford to help, have done so.

Among the most impressive was a quickly planned fundraiser for which World No. 1 tennis player, Roger Federer, rallied with tournament organizers to stage an event on the eve of the Australian Open. Federer is credited for sidelining his own tournament preparation schedule, and gathering a roster of tennis stars that did the same, including Novak Djokovic, Rafael Nadal, Andy Roddick, Kim Clijsters and Serena Williams to entertain fans. Along with proceeds from $10 tickets purchased by fans that attended the event at Rod Laver Arena, the pros raised more than $200,000 for earthquake victims.

Lucky BWilliams further put her 2008 Olympic Team tennis dress and autographed U.S. Open tennis shoes on eBay to raise money for Haitian victims.

Another spectacular effort was the result of the “Athletes Relief Fund for Haiti” co-founded by retired NBA standout, Alonzo Mourning, and Miami Heat star, Dwayne Wade. The fund raising project has received donations from at least 27 professional athletes including Wade, who donated a one-game salary of $175,000, and LeBron James, Kevin Durant and Chris Paul who each poured in $100,000. The fund has amassed more than $800,000.

The National Football League and the NFL Players Association pledged $2.5 million to aid relief efforts, and some of its players went a step further and helped drive donations via their Twitter accounts. New England Patriots receiver, DonteStallworth pledged to donate $1 to Project Medishare and was joined by teammate Wes Welker and Cleveland Browns receiver, Josh Cribbs to raise $34,200 for the emergency relief fund.

Among Major League Baseball’s efforts, the New York Yankees announced a $500,000 contribution to Haiti relief, with other players and clubs following with their own programs. The league itself pledged an immediate donation of $1million.

I know I’m just touching the edge of the great ways athletes and professional organizations have stepped up to help provide medical, food and other relief aid to an already poor neighbor of the United States. Personally, I’m proud to be able to write not of sports public relations challenges this week, but of a victory that is not only publicly appealing, but humanely admirable.

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Image by IFRC

Image by Lucky B

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Top 10 Sports/Social Media Trends of 2010

by Ryan Stephens | December 24th, 2009 | 3 Comments »

sports and social media 2010Jason Peck recently asked 16 sports industry thought leaders (a few of us who write here among them) to share their thoughts and predictions for sports and social media in 2010. The result was an awesome ebook full of some solid insights.

In this post I’d like to build off the foundation Jason (and the others) created and identify the top 10 trends to anticipate in 2010. My methodology was relatively simple. I read through the ebook a couple of times and took diligent notes on the reoccurring themes that emerged among the contributors’ predictions.

Here are the results:

1.) Transition to Social from Traditional – This is trend is happening everywhere, not just in sports. We’ll continue to see companies pull dollars out of traditional media and invest in growing their communities, engaging their fans, and providing unique experiences. This was never more evident than when Pepsi announced they were launching the Pepsi Refresh Project instead of buying Super Bowl spots this year.

2.) The Rise of Online Video – As Brian Gainor, the Blogs with Balls guys and others mentioned, Flip Cams are beginning to pop up everywhere. The cost of entry to getting video on the web with fancy cell phones and new technology is easier than ever and bloggers, fans, and even athletes will be taking advantage of this fact. We will be able to connect more intimately than ever before, but will the space become over saturated by novices blasting their messages? By athlete meltdowns ala Marbury?

3.) Hyper Localization – With Google, Craiglist and Yelp leading the way, and iPhone apps like Four Square emerging as power players, teams will begin experimenting with disruption models intended to inform local markets, ‘direct traffic,’ and provide on location calls-to-action. Can game day tweet-ups, and last minute discounted ticket sales entice people eating in Uptown Charlotte, or maybe working late, to walk a few blocks for the Bobcats game? (Okay. So maybe the Bobcats are a bad example.)

4.) Personal Athlete Branding – Superstars like LeBron don’t need Twitter, but aging veterans looking to increase their relevancy and offer up an additional platform or value-add for sponsors might. And what about role players? Retired athletes? Charlie Villanueva is the perfect example of a guy I might not have cared about unless he was on my fantasy team, until now. Unfortunately, like the Blogs with Balls guys mentioned in the ebook, I fear this means we’ll see an influx of smarmy “online gurus.”

5.) Increased Restrictions/Less Free-Flow of Information – And because half of these guys (see: Larry Johnson, among others) can’t figure out what they can and can’t say, or when (not during games guys) they should say it I think we’ll continue to see increased restrictions and more rules and procedures coming from the executive brass. I’m okay with that, particularly with the athletes just as long as universities don’t restrict their fans.

6.) Real-Time Interactions (Increased Fan Interactivity) – Mobile is a HUGE part of this. Steve Cobb discussed this in the ebook, but what it boils down to his convenience. Fans want to connect with athletes, they want to connect with each other and they want to do it all the second they think of it. With the increased capability of smart phones we might see relevant fan tweets popping up on jumbotrons during games within the next year. What about an app for fans of opposing teams to “square off” and shit-talk each other during games?

7.) More Best Practices – Perhaps this goes without saying, but with increased adoption across the board and more teams and brands trying different things, some of them are bound to be successful.

8.) Specific Goals & Refined Methods – Whether it is seeing others succeed or tasting it themselves, brands will realize the capabilities of the social web. With more best practices and proof of concept, teams, athletes, and smarmy “online gurus” will all start trying to “swim with a purpose,” as Russell Scibetti said in the ebook. With other teams/athletes figuring it out, others will not be able to justify playing casually in the sandbox anymore.

9.) Increased Attempts to Monetize – Part of justifying social media entails actually making money off of it. While it’s true that it’s usually inexpensive to get started, more advanced strategies involve resources like time and people that aren’t always so cheap. Showing positive cash flow as a result of your social media efforts gets the big boys to buy in and open their wallets to try new ways to continue engaging fans. And where there’s fans, there’s usually sponsorable content.

10.) Fine Tuned Measurement – No longer is throwing stuff against the wall and seeing what will stick an appropriate strategy. With clearly defined goals, it’s critical to have measurable objectives. All of these won’t necessarily equate to dollars (i.e. sentiment, traffic, subscribers, etc.) and it’s important to measure these things too (depending on what matters to your brand, obviously), but brands will become increasingly responsible for measuring ROI (yeah, as in dollars) also.

Which of these trends do you think will emerge as the MOST important in 2010? Which of these is YOUR company most concerned with in 2010? What are other significant trends that we might have missed?

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4 Ways To Break Into Sports by Adding Value

by Lewis Howes | November 10th, 2009 | 8 Comments »

value in sportsHere is the deal.  I am getting a number of emails, phone calls, tweets, etc from people who are having problems in advancing their career or even getting getting a job in sports.  It’s tough, I get it.  However, relationships are the most powerful thing you can develop in the sports industry (or any industry for that matter).

Let me make this simple.  Most of the time it does NOT matter how smart you are, talented you are, or how much experience you have.  However, it does matter WHO you know, and more importantly WHO knows about what you have to offer.  Think about it.  We stay loyal to those we know, like, and trust… even if someone is better than another person at a certain skill.  It is all about the RELATIONSHIPS!!!

You must add value to others.  Period!  Watch my quick video about 4 easy ways to add value to sports professionals to ensure you get a job in sports.

What do you think?  Are there other ways you can add value to sports professionals and your network?  Leave a comment below as I would love to see your ideas.

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How Mark Cuban Became Owner of the Dallas Mavericks

by Lewis Howes | October 30th, 2009 | 1 Comment »

brian cuban

If you are a basketball lover then you have to know the name Mark Cuban.  It is a name that resonates with the NBA as he is one of the most recognized franchise owners, someone who cares about the well being of his players and organization, an extremely dynamic individual, and all around great business man.

Although he has led the Dallas Mavericks to become a dominating team from one that was lacking before he was the owner, the deal almost did not come to fruition.  He almost bought another professional sports team in a completely different sport.  Watch this brief video from good friend Brian Cuban (brother of Mark) below to learn the behind the scenes scoop on what really went down.

What are your thoughts about this deal?  Do you think Mark should have bought the other franchise, or do you think Dallas is lucky to have such a great owner?  Be sure to follw both Mark and Brian on Twitter as they always have interesting things to say.

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The Top 100 Sports Tweets

by Sam Taggart | October 22nd, 2009 | No Comments »

sports tweets

I decided to make this list because it truly combines the two things I’m most passionate about: sports and social media. Plus, I got to spend a bunch of time searching through the tweets of ten of the best sports-related Twitter users. It was tough, and honestly, I could have made a list just of Shaq or Bill Simmons tweets, which is why they dominate here. Believe me, I know I missed a ton of great tweets from a ton of great accounts, so please don’t get mad! But do feel free to add ones I might have missed in the comment section below. I hope you enjoy the list!

Shaq (@The_Real_Shaq)

1. Yo momma so old she owes moses a dollar. (tweet)
2. http://twitpic.com/3oflo- Answer honestly (tweet)
3. Dear ashton kutcher yo momma sol old the key on ben franklins kite, was to her apartment. Respond if yur not scared (tweet)
4. Went to the la zoo today, a chimpanzee spit at me, dam I must be ugly, lol (tweet)
5. http://twitpic.com/6gys4 my new hairstyle the george jefferson fade (tweet)
6. Congratualtions kobe, u deserve it. You played great . Enjoy it my man enjoy it. And I know what yur sayin rt now “Shaq how my ass taste” (tweet)
7. Be who you are and say what you feel because those who mind don’t matter and those who matter don’t mind. – (tweet)
8. http://twitpic.com/6naml This is what van gundy and dwight howards baby would look like (tweet)
9. big witness vs shaqalier http://bit.ly/6YG7C whys it called nickname whos nick? shud be shaqname (tweet)
10. I’m at the fashion sq mall, any1 touches me gets 2 tickets, tag me and say yur twit u hv 20 min (tweet)
11. http://twitpic.com/1ok5w – WHICH MOVIE WAS BETTER KAZAAM OR STEEL, HOW ABOUT, NEITHER, LOL (tweet)
12. Question, I’m n dc, think if I walk up to the white house, they let me in, I kno the answer, let me kno wht u think, o yea I’m wearin shrts (tweet)
13. The white house wouldn’t let me in, whyyyyyyyyyyyyyyyy (tweet)
14. http://twitpic.com/7fchk Let’s go baby, who you wit , it aint over til this lady sings, Hi yoOooou doin, lmao (tweet)
15. http://twitpic.com/5owi5 Coming soon people, o yea this what I can do with photoshop ,lol (tweet)
16. Dear david beckham, I kno u heard about my shaq vs show, anyway u will never score a goal on me, I challenge you lil man (tweet)
17. Dear david beckham, dnt make me tweet to 2 million people that yur scared of shaq, u betta respnd, if u scared get a dog (tweet)
18. i wanna play this guy n horse for a thousand dollars, find him pls http://bit.ly/CK5nk (tweet)
19. http://twitpic.com/3rtgz – The baby face assasin is back (tweet)
20. My numbers are not good enough to retire 3 more yrs left (tweet)
21. http://twitpic.com/anu4z. Me and the shaolin monks buddha blessed (tweet)
22. http://twitpic.com/aydoxif terrell owens could do It, so can I, lol, laugh people laugh (tweet)
23. To all twitterers , if u c me n public come say hi, we r not the same we r from twitteronia, we connect (tweet)

Bill Simmons (@SportsGuy33)

1. Even though it hasn’t happened yet, I’m nominating Kevin Jonas’ bachelor party as the worst one ever. http://bit.ly/F06ms (tweet)
2. As much as I’d love a jail movie channel called Barz, I’d rather have a sports movie channel called Ballz. (tweet)
3. That game didn’t just kill the 2009 Red Sox season, it chopped it up and put it in different suitcases like a serial killer. (tweet)
4. Pick a date for the first gigantic brawl between Eagles fans and PETA protesters. I am taking Sept. 20th. (tweet)
5. I feel like my Dad is one hole away from potentially winning the British Open. (tweet)
6. When my daughter turns 16, I’m making her watch “Taken” + telling her, “This is what might happen if you don’t listen to me.” (tweet)
7. You know your season is in trouble when you’re excited because your team foiled a no-hitter in the second inning. (tweet)
8. Fifty million for Anderson Varejao????? I have to go to bed. Upside down. With saran wrap over my head. HOW AM I NOT A GM??? (tweet)
9. Balloon Boy’s parents went on Wife Swap, believe in aliens and named him “Falcon.” There’s no way they made up this thing! (tweet)
10. I am thinking of a word that rhymes with “pluck.” And begins with an “f.” (tweet)
11. Lebron’s box score in newspaper I am reading: 45 11 24 15 19 3 14 12 3 37. Looks like a lottery drawing. We are all witnesses. (tweet)
12. Seriously, how hard is it to run a professional sports league? Isn’t rule No. 1, “Don’t totally antagonize your fan base?” (tweet)
13. Delhomme had 3X as many pass attempts as D’Angelo Williams had carries. That’s not a game plan, that’s a suicide mission. (tweet)
14. “You have gotta settle yourself down. You have gotta flat settle yourself down.” Golf announcing everybody! (tweet)
15. Just realized that Tour De France combines 3 of my least favorite things: cycling, cyclists & France. No wonder I hate it! (tweet)
16. True or false: Roethlisberger mistakenly thought this game was being played on Sunday and got plastered last night. (tweet)
17. New nickname for Brett Favre: “VD.” We can’t get rid of him. (tweet)
18. If Maria Sharapova tweeted: “Ohhhhhhhh! Ohhhhhhh! Ohhhhhhhhhhh!!!! EW-AHHHHHHH! Ahhhhhhhhh!!!!! Ohhhhhh-AHHHHHHHHHHHHHH!” (tweet)
19. True or false: You’d be excited if a brawl broke out in the Little League World Series. (tweet)
20. Things I’d rather do over enduring another Vick/Favre news update, Vol. 80: watch a 2-hr Danny DeVito/Rhea Perlman sex tape. (tweet)
21. Parent-kid relationships need to be renegotiated. We give up fun + sleep for them, they return the favor by getting us sick. (tweet)
22. It would be so much more fun if CC Sabathia wore suspenders. (tweet)
23. Please don’t blame the Prez for throwing a lousy first pitch. He was wearing a bulletproof vest the size of Dustin Pedroia. (tweet)
24. A little late, but multiple Seattle readers sent along a postgame pic from UW-USC that slayed me. http://bit.ly/2rik02 (tweet)
25. “I’d like a non-fat decaf latte” is a fancy way of announcing, “I suck, don’t ask me out.” (tweet)

Shawne Merriman (@ShawneMerriman)

1. Forget the gun…forget shooting yourself…you had on sweat pants in the CLUB man thats tough (tweet)
2. @OGOchoCinco i promise you im going to try my best to destroy you and if your trying to put on the gloves name the time and place!!! (tweet)
3. I want to punch a bunch of guys but i would never risk getting suspended and fined i love my $ (tweet)

Mark Cuban (@mcuban)

1. @SI_PeterKing just because you are clueless doesnt mean everyone else is Peter. Is SI still in business ? (tweet)
2. today is the youngest you will ever be. Live like it #fb (tweet)
3. Business is a sport that is played 24×7x365 and the whole world is the other team (tweet)
4. just found out got fined25k by nba.) nice (tweet)
5. slingbox on itouch saving me while other people’s kids r dancing at recital (tweet)

C.J. Wilson (@Str8edgeracer)

1. Who the hell puts a bus stop in front of a lamborghini/Bentley dealership? That’s cruel san fran for ya (tweet)
2. I still have ZERO clue why anyone would follow britney spears on twitter…or follow anyone who doesn’t do their own updates. (tweet)
3. Standing on a corner near central park, not sure if that is fear or hunger on the faces of the hot dog cart customers (tweet)
4. I wonder if guys who tackle vick are going to bark at him? (tweet)
5. Thinks “there’s an app for that” could be the next “that’s what she said” (tweet)
6. I think it’s funny when yankee fans send me @ replies about how good the yankees are. I don’t live in a cave! (tweet)
7. whoever says that they left their heart in san francisco never had to play in the oakland coliseum. (tweet)
8. http://twitpic.com/8rfmg – for @stacher, my sinker grip as requested (tweet)
9. I think it’s funny when people send me un-sober @ messages, in a half-sad way (tweet)
10. it’s funny how “fans” complain about salaries for athletes- but never for bad actors-middle america has made lindsay loho and britney rich. (tweet)

Lance Armstrong (@LanceArmstrong)

1. http://twitpic.com/5kark – A msg to cancer, heart attacks, and accidents that rob us of our loved ones. (tweet)
2. Yet another “surprise” anti-doping control. 24th one. This one from the French authorities. Urine, blood, and hair! Classic.. (tweet)
3. http://twitpic.com/gi2sv – Uhh…. (tweet)
4. http://twitpic.com/fztym – Office view today. Poor me. (tweet)
5. “Strength does not come from physical capacity. It comes from an indomitable will.” –Mahatma Gandhi (tweet)
6. http://twitpic.com/cqhtc – Ran into and rode a bit with Thomas and Nicole from Telluride yesterday. Nicole’s mom is a survivor. Go Mrs. Greene! (tweet)

Jalen Rose (@JalenRose)

1. Anyone remember having to “blow” inside the cartridge or stackng two of the game tapes on top of each other to plan Nintendo(techmo bowl) (tweet)
2. anyone that’s been a college student athlete knows that you must dedicate just as much time energy and passion to your books as your sport! (tweet)
3. Watching Kobe and LeBron makes me happy that I retired! lolol..amazing talents (tweet)
4. Shout to (det native)Xavier guard Jordan Crawford for dunking on LeBron–so the tape got confiscated by Nike/Lebrons camp–whats up w/that? (tweet)
5. I am the only person I know that doesn’t play golf or eat sushi…am I alone? Why? (tweet)
6. “Fear is only a limitation of your mind”–Air Jordan (tweet)
7. Watching my Michigan Wolverines lose to our Junior Varsity program Michigan St–uggghhhh–20-6(14 mins left)—GO BLUE! (tweet)

Pardon The Interruption, ESPN (@PTIShow)

1. What a catch by Braylon Edwards. If you press mute and listen carefully, you can hear the sound of Cleveland vomiting. (tweet)
2. Perhaps it went like this… Tour: “You’re fined.” Tiger: “No, I’m not.” Tour: “Okay, you’re not. Hit ‘em straight!” (tweet)
3. Thank you, Albert, for proving what all the ladies already know: bald men = clutch. (tweet)
4. Can you find the part in Al Michaels’ hair? (tweet)
5. TK: I’ve given up Swiss cheese for Muenster cheese. I’m a big fan of domestic Swiss, but I’m going Muenster and I don’t care who knows it! (tweet)
6. David Cook’s beard is more manicured than the infield grass. Hurts his rocker cred. (tweet)
7. Happy trails, St. Louis Cardinals! Enjoy your Holliday! Zing! (tweet)
8. The Lions just scored, bringing at least 11,000 spectators to their feet. (tweet)
9. Stewart Cink has a two-toned head. (tweet)
10. TK: I forgot to tweet today. I feel horrible. I’m so sorry. I was playing golf. Michael shot par. I was a mere 23 over. (tweet)
11. If thick eyebrows have anything to do with hitting home runs, I’m going with Nelson Cruz. (tweet)

Kerry Rhodes (@KerryRhodes)

1. time for hot wings and ice cream!!! my pre game meal. OH and seirra mist and of course the healthy stuff(water) (tweet)
2. Massuesse here I swear she may be better than david blaine! She’s the real magician. She will have me ready 4 Monday (tweet)
3. i demand everyone to get up! lets get it! early worm gets the PATRIOT!!! (tweet)
4. time to get up and do something positive for someone else! make that happen! make somebody else feel happy fot themselves 5. 2day! try it! (tweet)

Chad OchoCinco (@ogochocinco)

1. OGOchoCinco Dis tweet is brought 2 u by Ocho Cinco Condoms. Feel d sensation of celebration everytime u touchdown. (tweet)
2. The NFL had there WAMW face on when I said I was gonna tweet, they made a rule saying I can’t, it’s all good, Mariachi Band in full effect!! (tweet)
3. Retiring and coming back is my new celebration, the only thing I can do and not get fined for!!!! After every touchdown I’m calling it quits (tweet)
4. Remember the smile Is for the supporters and fans and the fingers are for the critics and haters!! (tweet)
5. @britneyspears there might be a lockout in 2011, I’m available for that back dancer if you need me holla, my number is 513 621 3550 (tweet)
6. You will laugh as I explain the Ray Lewis hit www.ustream.tv/recorded/2347665 <—-must see!!! (tweet)

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Top 100 Pieces of Advice for Sports Ticket Sales Reps

by Bill Guertin | October 21st, 2009 | 2 Comments »

ticket

1.    Ask yourself, “Why do I want to be in sports ticket sales?”  If it’s because you’ve always wanted to work for a sports team, consider that you may have wanted the job for the wrong reasons.

2.    Be in love with success as much as you are in love with the job.  Don’t take the job simply because you wanted to see your name next to the team logo on a business card.

3.    Understand that you’ll have all kinds of people you’ll need to interact with effectively, including some that you wouldn’t want to necessarily hang out with.  Look past your own personal bias, and treat everyone the same: Like Gold.

4.    Learn just enough about the team’s packages to be dangerous, then start selling.  You’ll learn more in those first 100 calls about what you need to study further than anything your literature will ever tell you.

5.    Don’t get “Analysis Paralysis” – thinking that you have to study everything about the team, the packages, and every nuance of the sport before you can get out and sell it.  Good is better than perfect.

6.    Study successful people you admire in your office that have been there for a while.  Listen to how they do what they do, and borrow what you can reasonably incorporate into your own style.

7.    Read books and publications that give you a taste of others’ selling styles; try several things, and begin to create your own style based on the success of others.  (For starters, go to www.The800PoundGorilla.com and click on Free Articles and Helpful Stuff.)

8.    Do NOT take someone else’s entire selling style and try to force it into your body!  Learn from others, then adapt it and make it your own.

9.    Be confident that every phone call has the potential to result in a sale.  There are no “throwaway” calls!  Be at your best on every one, whether it’s the first or the fiftieth of the day.

10.    Remember that every single phone call you make is to your next potential employer.  If you’re any good at all, you’ll get a lot of job offers from your prospects.  How many offers will you receive?  The better you become at selling, the more you’ll get.  (It’s a great barometer of how well you’re doing!)

11.    Be nice and get along with as many people as possible in your office; you’ll need every one of them at one time or another in your career with the team.

12.    Learn where the problem areas are in your arena or facility, so that you can talk intelligently with your customers about blind spots, handicapped access, the path of the sun and shade, and the other things they won’t learn online.

13.    Learn the positives about every seat.  Believe that “every seat is a good seat” in many ways, and be able to sell each location – the good as well as the bad.

14.    Use positive language for each kind of seat.  You should never refer to the upper deck as the “nosebleed seats” or other negative word, even if the customer refers to them as that.  Know the words to use to describe each of the sections of your facility, and USE them with your prospects!

15.    Don’t assume that just because you have contacts in a community, you can sell them without asking for the order.  It’s great that others know you, but until and unless you ASK them to buy, they probably won’t.

16.    Know what’s different about the team you represent compared to every other sports experience and leisure activity in town.

17.    What qualifies you to be the #1 choice in your community?  Learn and know what you’ve done in the past that makes you the prospect’s best choice to work with.

18.    Sales is helping people get what they want, so that you can get what you want.  Don’t complicate it any more than you have to!

19.    People need salespeople in their lives, whether they like to admit it or not.  Don’t let anyone talk you out of the profession.  Nothing happens in this country – or ANY country – until a sale is made!

20.    You’re going to have to help people make decisions about buying tickets to your sporting event.  Don’t be afraid to tell them what you’d do if it were YOUR money!

21.    Some people are going to beat you up before they buy.  That’s part of your job; to absorb the negative, listen to what they have to say, acknowledge their concerns, and then ask them to buy.

22.    People enjoy buying from someone they like.  Be likeable!

23.    Help others to feel as though they can count on you to stand behind their purchase.  Let them know you’ll be there to help them every step of the way, both during the season and beyond.

24.    Many of us secretly want someone to give us permission to buy.  As a sales professional, you should constantly give your clients the satisfaction of knowing that their choice of your seats will be the right choice.  Give them the permission they’re looking for to buy!

25.    Think about this: Why should someone deal with you instead of your Website when buying tickets?  What do you bring to the buying experience that your team’s Website can’t?

26.    Companies don’t need any more vendors; what they really want today are those who are willing to become partners in their success.  Find out what your customers are looking to achieve, and help them get there with the benefits of your product.

27.    Habits are formed through constant repetition each day.  Get into positive habits on the job from Day One — # of prospecting calls, paperwork accuracy, less time jawboning with co-workers, etc.

28.    You have 10 seconds or less to impress someone enough to continue to want to listen to you.  If you sound disinterested, unprepared, or wishy-washy, you won’t get past “Hello, my name is…”.

29.    Read into an audio recorder as if you were on the first 10 seconds of a phone call, then play it back.  You’ll never understand how good (or bad) you sound until you hear it for yourself.

30.    Be as prepared to leave a great Voice Mail message as you would be prepared to discuss a potential sale with a prospect.  Since over 70% of the phone calls we make result in a voice mail, shouldn’t you be EXTRA-prepared to leave a message that begs to be returned?

31.    Here’s a test: Leave yourself a phone message on your voice mail at home at the beginning of the day, then listen to it when you return home.  Would you return your own message?

32.    If you have scripts or phrases you want to memorize, read them into a digital recorder and listen to them on your iPod as you jog around, work out, or drive to and from the office.  If you memorize the phrases, they’ll come out of your mouth at just the right time, with just the right amount of conviction.

33.    If you’re not listening to yourself on an iPod or CD in your car, listen to something inspirational on the way in before work.  The news won’t cut it.  Choose something that will inspire you to be at your best that day.

34.    Hang out with positive, successful people.  If you have negative friends that bring you down with them, drop ‘em and get new ones.  Your career is at stake.

35.    Before you even pick up the phone, be sure you have all the information you need in front of you.

36.    Make sure your mind is in a singular place when you’re calling.  Daydreaming about that hot date later that night isn’t going to sell you any tickets right now.

37.    When you finally reach your prospect, ask if it’s a good time to talk.  Phrases like, “Did I catch you at a good time?” or “Do you have a moment?” are two examples.  If you launch into your pitch right away, your tone screams “Salesperson” right away.

38.    Open the conversation strong by asking a question that the dozens of salespeople before you aren’t asking.

39.    Learn to vividly “paint the picture” of what the team experience is like for your prospect, in a way they’ll respond to favorably.

40.    Some of the best “trigger words” you can use to begin to paint the picture are: “Imagine… How do you think…?”  “Just think…” “Picture this…”, and “Here’s what I see…”.

41.    Storytelling is a powerful means of selling ideas.  Learn success stories of groups, individuals and businesses that have used your team’s product successfully, and tell those stories to others who are experiencing similar challenges.

42.    Many prospects feel guilty, frightened, nervous, or any combination of emotions when making a buying decision; as a professional salesperson, learn how to help people say Yes to you by giving them “permission” to buy.

43.    If your prospect begins to try to sell YOU something, politely tell them that you’d be happy to consider their offer, once you’ve been allowed to finish what you’re calling them about.

44.    Gatekeepers can be your best friends, if you’re sincere about wanting to get to know them and prove it by taking good notes, asking questions that matter to them, and bringing up those conversation points each time you call.

45.    Be prepared to answer the question, “Can I tell him/her what your call is regarding?”  They’re listening for you to stumble, so that they have a reason to deny you access to the decision-maker.

46.    If you communicate to the gatekeeper that you have something “new” to share with the decision-maker, she is more likely to let you through.

47.    If you can’t get through the gatekeeper, try to find someone else at the company that can help you get you to him/her.

48.    Have a list of questions or cheat sheet you can look at and refer to often when you finally have a prospect on the phone.

49.    Best response to gatekeeper’s ‘What This Regarding?’:  “It’s a business matter of a personal nature.”

50.    Second-best response: “It’s about his/her Season Tickets with the (team).  Are you a fan too?”

51.    Get a mentor that isn’t afraid to tell you what you need to hear, rather than what you want to hear.

52.    If you need a reason to get out of bed, make it for someone else other than you: the child that will attend their first sporting event because of your phone call, the business that will find a way to keep their best client because of a suggestion you made, etc.

53.    If you’re not prepared with at least five solid answers to the “It’s not in the budget” objection, you’ll sell less than you’re capable of selling.

54.    Best open-ended answer: “Does that mean you wouldn’t be open to a new idea?”

55.    Second-best answer: “Which budget do you mean?  Most companies have several.”

56.    Thought-provoking answer: “Put the budget aside for a moment.  If these seats were free, how would you choose to use them?”

57.    Smart answer: “Most companies I work with are re-evaluating all their expenses, and figuring out what kind of REAL return they’re getting.  What do you do for things like (employee incentives/sales incentives/client entertainment, etc.) right now?”

58.    Best reason to keep tickets in the budget: Stress Reduction (employees, customers, suppliers, family, the prospect).

59.    If a company just laid off people, they’re still a candidate for seats.  Don’t give up too soon!

60.    Always acknowledge their painful choice to lay off people before you get into the reasons why it may be the perfect time to get involved in a cost-effective product like your team.

61.    Most companies still need to operate and do business, even if they’ve had layoffs recently.  Ask if they plan on keeping the doors open, and if so, what their plans are for pleasing customers and motivating employees going forward.

62.    Get wishy-washy people to tell you Yes or No sooner rather than later!

63.    Suggest that phone tag is hard to play, and politely suggest that you’d rather have a Yes or No now, for the benefit of both of you.

64.    It’s OK to get a No, because then you can move on – and so can your prospect!

65.    Don’t criticize someone’s choice of buying tickets at the box office on the day of the game if they’re available; thank them for their support, compliment them on their choice of teams to see, and let them know what benefits they may be missing out on as a Season Ticket holder that they may not have known.

66.    Too many games?  Suggest that the prospect split ‘em with others, re-sell what you can’t use or give to charity – there are LOTS of ways around that objection.

67.    If someone asks, ‘Are you trying to sell me something?’, they’re playing with you, and they probably expect you to play back if you’re to sell them anything.

68.    Have at least 2-3 good responses to this objection.  #1 suggestion: “Only if you’re buying!”

69.    #2 suggestion: “Only if it makes sense for you.”

70.    Warm and fuzzy response: “If you have a good reason to buy, then yes, I can set you up… but I promise not to sell you something you won’t absolutely love.  Fair enough?”

71.    Quick response: “Yes.  Are you in sales too?”

72.    Fun suggestion: “Only if you’re buying!”

73.    Honest suggestion: “Selling you something is the LAST thing I’ll want to do in our conversation!”

74.    If you have a lousy team, remind people that the media only covers the box score, not the fun and excitement that goes on in the stands.

75.    Ask the fan, “Besides the wins and losses, what’s the most important thing to you when you come to a game?”  Make 2-3 suggestions as to what it might be, and engage in THAT conversation.

76.    Best short response to the ‘Lousy Team’ objection: “We’re not looking in the rear-view mirror, we’re looking ahead!”

77.    Regardless of the team’s record, remind your prospect that every game is an unwritten script.  No one can predict the outcome, which is why they play the game in the first place!

78.    If someone already has season tickets elsewhere, be sure to compliment them on their choice, and the fact that they see the value of being a season ticket holder.

79.    Remember that your value of money should be left at the door when you’re selling seats.  You may not think that $250 is a price you would ever pay for a seat to a sporting event, no matter where it is – but that’s not up to YOU to decide!  Lay it out for the customer, and allow him or her to make that decision for themselves.

80.    #1 answer to ‘Your Seats are Too Expensive’: “Too expensive as compared to what?”

81.    Thinking man’s response: “They’re only expensive if they’re not considered as an investment.  I have clients that say that if advertising works, it’s an investment.  If it doesn’t, it’s very expensive.  Wouldn’t you agree?”

82.    Once they have agreement to that statement, help them to see how you as their Account Executive can help them realize all the benefits of becoming a Season Ticket holder.

83.    If someone says they need to talk it over with someone, ask if you can talk to them on a 3-way call right then and there.

84.    If you hear, ‘I’m not interested’ right away, have 2-3 immediate questions ready to go in an attempt to continue the conversation.  Most people are just making snap decisions, and really don’t know enough about what you have to offer to be ‘not interested’ yet!

85.    Immediate Question Option #1 for ‘I’m Not Interested’: “I’m not sure if you were aware of this, but…” – and then fill in with something that’s positive that many people wouldn’t know about the product you’re selling (i.e., groups, seasons, etc.)

86.    Immediate Question Option #2: “If you don’t mind me asking…” – and then ask something that gets them talking, like “Are you worried about what it might cost?” or “Is there something about our team that you don’t like?”

87.    Option #3: “Before you go, can I ask you one more thing?”

88.    If you’re lucky enough to get onto the rotation for incoming calls, understand that these are leads the company has spent a great deal of marketing dollars to attract.  You must be at your BEST when answering these calls!

89.    Look to gain some sort of commitment from your prospect on every call you make.  Examples: a firm date and time to talk again, an agreement to do certain things in a period of time, the names and phone numbers of the other persons in the party, etc.

90.    Remember that for outbound sales, most salespeople give up after the first two attempts to sell someone.  If you stick with it after the second attempt and go on to a third, fourth, and so on, you’ve outlasted almost 75% of your competitors.

91.    All top salespeople have goals beyond their current job that allows them to be their very best at the job they’re in today.  Have a good number of your goals written out, and have them where you can refer to them often and measure your progress.

92.    The majority of all sales are made between 8am and noon.  Decide that you’ll devote as much time as possible to selling in the morning hours; your odds are far greater at that time of day.

93.    Stay away from words and phrases like “Honestly”, “To tell you the truth”, “To be honest with you,” and others; it may leave the subconscious impression with your prospect that you’ve been dishonest with them up until that point.

94.    In a challenging economy, Return On Investment (ROI) is king.  Don’t present any proposal of yours until you find out what ROI means to your prospect, and how it’s being measured.

95.    Get a few back issues of a trade publication of your best prospects’ industry; you’ll learn the language of their industry quickly, what their current concerns are, and the potential solutions that are being talked about among their peers.

96.    Understand that people will be judging you, but you don’t have the right to judge them.  This is the challenge of serving others greatly.  Accept it with reverence, and do your best to be AT your best, regardless of what your opinion of your customer might be.

97.    People will be judging you in many ways; by your physical appearance, your personal hygiene, your eye contact, the way you carry yourself, your tone of voice, and a dozen other measures.  Do your best to represent your organization by paying close attention to the “basics”.

98.    In today’s selling, there is no substitute for doing that needs to be done in order to succeed.  Your good looks, your Ivy League Phi Beta Kappa, your charming wit, even your blue-chip Rolodex won’t bail you out.  Do The Work.

99.    Continually ask yourself this question throughout the day: “What’s the best use of my time right now to put myself in a position to succeed?”

100.    When you get to the management level – and you WILL if you follow the 99 pieces of advice above — sales training experts from the outside can help your sales team accomplish more than you could ever do on your own.  I consider it a privilege to help those in our industry to succeed, and you’re welcome to E-mail me anytime and ask about how I can help you at    bill (at) The800PoundGorilla (dot) com

P.S.  Which of these pieces of advice would you say has been most helpful to you?  Let me know by clicking here and let your voice be heard!

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image by Hryck

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100 Reasons You’re Still Searching For Sponsors in Sports

by Kris Mathis | October 19th, 2009 | 3 Comments »

sponsorThings have to get better than this year right? The best part about 2009 is that it has re-focused both buyers and sellers on what really matters in sponsorship. Marketers are creating leaner, more effective sponsorship portfolios and properties (”sellers”) have been forced by the competitive environment to take an honest look at their sales practices and offerings. In the end, I’m convinced we’ll all come out better for it. Properties will sell better, sponsors will have more positive outcomes, and sponsorship as a practice will have more successful case studies. Until then…

100. You sold exposure, your prospect wanted relevance

99. Your property wasn’t “green” enough

98. Your team fixed a race

97. You didn’t prospect for multi-nationals

96. Your title left and so went their business partners

95. It competed with yours and took your sponsors

94. The sponsor decided to create their own property

93. You bought a certified measurement

92. The sponsor did their own certified measurement

91. New legislation ate it

90. You focused on your assets

89. You didn’t focus on their needs

88. You spent too much time watching webinars

87. You didn’t spend enough time listening to sponsors

86. You called it alliance

85. You called it sponsorship

84. You called it partnership

83. Your prospect was thoroughly confused

82. You didn’t “sell up” through regional and local constituents

81. The proposal management system ate it

80. Your property isn’t big enough

79. Not enough media

78. Your consultant over-promised

77. The prospect’s agency ate your proposal

76. You didn’t look outside of sponsorship periodicals for business and marketing trends

75. You didn’t explore new categories

74. Your boss’ pricing expectations were unrealistic

73. You thought SpongeTech would sponsor forever

72. You sold name awareness, not brand

71. You sent a wrap-up report that looked like a sales brochure

70. Your prospect was too lazy to forecast ROI

69. Your sponsorship opp didn’t have cross-divisional appeal

68. You listened to “experts,” instead of your sponsor

67. Financials are hibernating

66. You sent your prospect to a paypal button

65. Your prospect is going more direct to customer this year

64. You didn’t have a witty reply to “its the economy”

63. Your prospect’s budget was too low

62. Your asking price was too high

61. Your sponsor got ambushed last year

60. Your prospect found a way to ambush

59. Your book of sources was outdated when it was printed

58. You didn’t follow-up with conference contacts

57. That contact from the conference referred you to…

56. The auto industry

55. They’re spending on the ——- festival instead this year

54. You didn’t know your audience demographics

53. Your team’s not winning

52. The jersey patch didn’t peak interest

51. Your athletes have competing sponsors

50. Your teams have a competing sponsor

49. You have a competing sponsor

48. You didn’t share contacts/leads with peer properties

47. You don’t know how much traffic your website gets

46. You didn’t start selling early enough

45. You inflated attendance numbers

44. You started with “banner inclusion”

43. Your prospects CEO doesn’t play [insert sport]

42. No sponsor summit

41. Your sponsors didn’t give you case studies

40. You didn’t sell your sponsor success stories

39. You looked at your sponsors as competing for attention at your event

38. You’re competitor sold cross-partnership opportunities among his/her sponsors

37. You sold a multi-year package

36. Your prospect wanted to “test the waters”

35. Your existing sponsors didn’t activate making you look bad

34. Your sponsor changed marketing strategy

33. You didn’t offer the opportunity to shift assets with it

32. You didn’t look for ways to cross-partner with similar properties

31. You didn’t have a cause/charity tie-in

30. You thought social media meant myspace

29. Your sponsor went bankrupt

28. Your sponsor had layoffs

27. New legislation changed your sponsor’s objectives

26. You sold sponsorship manager, but..

25. Your company contact left the company

24. Your sales agent ate it

23. You didn’t sell multiple constituents within your target co.

22. You didn’t focus on how the sponsor can prove ROI

21. Naming rights are so 2000

20. People don’t want to party (hospitality)

19. You had a PR nightmare

18. You didn’t use your network to find new company contacts

17. You kept calling… and calling

16. Your website is outdated

15. You couldn’t find the decision-maker

14. You went through the sponsor’s agency

13. You didn’t use all of the online tools at your disposal

12. You didn’t use that same agency to build support

11. You didn’t get creative with benefits

10. You waited expectantly from a single company in the category

09. You didn’t pitch to other companies in the category

08. You focused too much on signage and seats

07. You didn’t spend enough time selling spirit and “soft benefits” of your event

06. You already sold a category that was too broad

05. You pitched hospitality to scared banks and autos

04. You didn’t research your prospect’s biz

03. You weren’t flexible with fee structure

02. Your prospect didn’t want to be your 77th sponsor

… and when all else fails…

1. The Economy

Don’t let that get you down though.  Afterall just think of the alternatives to sponsorships.  You’re certainly not alone if you haven’t met your sponsorship goals this year.  Some things you can control, some things you can’t.  The point of this exercise wasn’t meant to be a downer, but rather show you that there are a million ways to sour a sponsorship deal, and only one sure way to win one…

The 1 reason you got a sponsorship:

You adapted to a volatile environment and sold to specific sponsor needs

##

Do you have anything else for this top 100 list?  Feel free to add them in the comments below if you do.

More posts from Kris Mathis:

How is Your Sponsorship Program?

7 Sponsorship Sales Lessons from Billy Mays: The Ultimate Pitchman

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How Athletes are Emotionally Abusing Children

by Lewis Howes | October 12th, 2009 | 2 Comments »

(This is another funny guest post by The Virtual Biographer™, Brad Williamson.)

sports athletes

Let’s look back – ooooooooooh – 20 years ago when I was a fresh-faced nine year old cutie patootie…

I liked:

And most of all…

That dude was my personal Jesus.  On the mound at the old Arlington Stadium, he’d wind-up and knee himself in the nose one hundred times a night (damn, he had a high leg-kick!) in an effort to make my nine year old mind ooze with amazement.  And at the end of each game – which inevitably produced some sort of record-breaking moment – I’d be left with a heart that was hungry for more of his heat; but, unfortunately, I had nowhere to turn for additional insight into the life of my favorite living legend.  So instead of firing up a pubecent Prodigy Online, I’d reach for my “Nolan Ryan – Throwing Heat” book or my “Nolan Ryan – Feel The Heat” VHS.  After all, that’s all I had to enjoy when I needed a ‘lil more of The Ryan Express in my life.  Blogs weren’t born yet and Twitter was still a lame application awaiting its debut into the mindless mainstream.

Between starts, I needed me some more Nolan, but where was I to go to find my fix?

Today, there are digital ways for giddy kids, or giddy grown-ups, to gain additional insight into the lives of those they have man-love towards.  Sure, there’s a googillion sports sites out there that deliver an incredible amount of insight about player’s performances, but none of them provide content about what fans really want: details into their days as a person who’s living the dream of being idolized as a sports star.

How can this be?  How can we have an Internet that’s full of both brilliance and idiocy not have much Soulful content from public figures about the lives they lead?  Sure, they’re busy being bad asses, but would it really be that much of a burden for them to reach out to their fans and fancy them with a little Web-love every once in a while?

I know that back in ‘89, if Nolan was on the Net, I’d gladly wait the ten minutes it would take to load a single page of his blog, because I was fanatical about the guy.  Now, in ‘09, I can instantly load 73 tabs of individual athlete blogs and be in hero-heaven for hours on end, gaining insight into the lives I love to live vicariously through.

…Actually, scratch that. Because, now that I really think about it, I can’t do that AT ALL.

I’m not aware of any personal blogs by athletes that are worth following on a daily basis.  And, in my personal opinion, that’s just pathetic and lazy.  There are millions of nine year olds out there who so desperately want a role model in the world of sports to look up to, but, for some crazy reason I can’t begin to comprehend, they can’t be found on the Net, because taking fifteen minutes to satisfy an impressionable youngster’s hunger for insight into an idol’s life is just too much to ask from someone who plays a child’s game for only a few hours a night.

I’m sorry to sound so irritated by the lack of communication between athletes and their fans, but it just irks me that there are thousands of highly paid professional athletes out there who are only taking care of half the responsibilities they have as a potentially influential public figure.

Click here to stalk Brad Williamson on the Cyberscapes!

Like this article?  Read Brad’s last article: Athlete Twitterers are Inconsiderate Social Media Amateurs

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Learn How To Measure Social Media

by Amy Martin | September 15th, 2009 | 23 Comments »

Social Media in Sports

How do you measure social media?  What should you be measuring?  Are you seeing a return on your efforts?  Is it even worth your time to be using social media tools in sports, or any industry for that matter?  Luckily, SportsNetworker’s featured expert, Amy Martin with Digital Royalty, breaks it down for us in this video to show you exactly what you can do to measure your results using social media.

(This is a must-watch video for anyone serious about learning how to maximize social media… via @lewishowes).

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Does Sports Need Social Media?

by Lewis Howes | September 13th, 2009 | 19 Comments »

Yes or no?  Does it depend on what sector of the sports industry we are talking about?  Should we even care?

Whether it’s a sports teams using a Facebook fan page, professional athletes on Twitter, sports agencies trying to promote their brand from blogging, sports management programs looking to recruit new students, or other sports organizations looking to find ways to increase sales and drive profits…. do they fully understand social media and are they ready to include it in their game?

I have been pretty frustrated with the somewhat ignorance I continue to see with sports teams and leagues banning social media,  sports agencies thinking social media is a waste of time, or even sports pr and marketing companies believing social media in sports should not be used, period.

WAKE UP PEOPLE!!!

The fans that watch your team on weekends, those students that want to learn about your sports management program, companies that need your marketing expertise or are looking to buy advertising are all online using some form of social media!  Even top sports business experts like CNBC’s Sports Biz reporter Darren Rovell talks about the power of social media on his blog and is tweeting daily to get his message out there.

And yes, there are ways to get your message out there with little or no cost to help you achieve your goals within the sports industry.  If you need a more in depth marketing strategy just ask top social media sports professionals Amy Martin, AJ Vaynerchuk, Jason Peck or Ryan Stephens as they can easily help any sports organization figure out how to achieve their goals and what action to take to reach them.

I am just tired of hearing that the sports industry still doesn’t have a forward thinking mindset when it comes to using social media and it is really frustrating me (and you don’t want to see my football playing aggression come out in my blog, or it may get ugly!).  My goal is to start providing more articles that help give the information the sports industry needs to start taking action with using social media so they can start to see the same successes other industries are gaining from it.

Are you as upset as I am and ready to strap on the helment, lace up your pads and kick some butt?  If so, leave a comment with your thoughts on which sports organizations are and are not using social media correctly.  What are they doing right, what are they doing wrong, and what can they do to make it better?  Ready…. Set-Hut!

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