According to the SportsBusiness Journal, the Sports Industry is one of the fastest-growing industries in the United States with nearly $250 billion in revenue annually. That makes it bigger than the U.S. Auto Industry and 10 times larger than the Motion Picture Industry.
What does that mean to you? It means there’s an enormous amount of job opportunities in the sports industry. As the sports industry grows in revenue, so do the number of job opportunities.
To make this point, let’s take a look at the Dallas Cowboys NFL franchise and the first two decades since Jerry Jones bought the team from Bum Bright. At the time of purchase, the Cowboys were losing a million dollars a month.
For the right to take ownership of this money-losing franchise, Mr. Jones shelled out $150 million, the highest amount ever paid for a professional sports team anywhere in the world.
That was in 1989. A lot has changed since, especially the value of the Dallas Cowboys. According to Forbes (2009), “The Dallas Cowboys franchise is now the single most valuable sports franchise on the planet, worth $1.8 billion.” [click to continue…]
Chris McKinney is the president of SPORTS LAUNCH™, a career services firm dedicated to helping college students and career-changers launch sports careers. Chris' new book, How to Land Your First Job in Sports: 7 Simple Steps can be found on www.SportsLaunch.net.
Web | Twitter | Facebook | LinkedIn | More Posts (29)
Who wants to make more money in sports ticket sales? (OK… you can all put your hands down.)
And…who is willing to shame or embarrass their team’s clients in order to get there? (Keep those hands down! Shame on you in the back row!)
Upselling current seatholders can be a major contributor to any team’s bottom-line growth. But if your approach sounds like you’re only trying to fatten your commission check, chances are you’re coming off like a real jerk. [click to continue…]
Bill Guertin is CEO (Chief Enthusiasm Officer) of The 800-Pound Gorilla, a dynamic sales training and consulting company whose list of blue-chip clients includes the ticket sales departments of dozens of teams from the NBA, NFL, NHL, Major League Baseball, and Major League Soccer. He is the author of the Gold Medal-award-winning book Reality Sells, and The 800-Pound Gorilla of Sales: How to Dominate Your Market. Subscribe to his Sports Ticket Sales Newsletter at www.The800PoundGorilla.com, or follow Bill on Twitter at www.twitter.com/800poundgorilla.
Web | More Posts (19)
Fans don’t typically purchase a ticket to your stadium because the seat is red or that the seat is 2 ½ inches thick. Then why do we still just sell clients a ticket?
“People buy products for what they can do, not what they are” – Anonymous
It’s about people in the seats and the job of ticket sales reps to bring out large groups of people to fill those seats. Everyday your staff is working to fill the stadium by contacting new companies, develop fundraising campaigns for non-profits, organizing youth nights, or fulfilling current client’s requests for the next upcoming game. This is great, but then what?
When you are in the business of sports you work inside a stadium that might be the Mecca for many sports fans. You don’t ask for personal autographs from the athletes, and you might even see professional athletes on a regular basis. It’s far too easy to forget all the fascinating elements you have at your finger tip which can be leveraged to increase fan interaction and group size. Here are 4 quick steps that will help grow your ticket sales numbers each year: [click to continue…]
Kristen Sonsma has spent most of her sports career in ticket sales with experience in the AFL, MLS, and NHL. Connect with her on LinkedIn or on Twitter
More Posts (13)
I recently took a trip to New Zealand for some fun during the Holidays.
It is an amazing country to say the least (and that story is for another article) but I had the opportunity to meet with a few great sports professionals during my trip.
One of them was non other than sports ticketing and online marketing genius Shane Harmon.
Shane is General Manager of Marketing and Communications for Rugby New Zealand 2011, the Local Organizing Committee (LOC) for Rugby World Cup 2011. He holds responsibilities in Marketing, Ticketing, Media and Communications, Ceremonies and VIPs.
I had a chance to spend some time with Shane and hear about what his team has done to strategically promote the games and sell the maximum amount of tickets in what is considered a very small market in New Zealand to host such a large event.
The commercial model differs between major events. For Rugby World Cup, ticketing is the sole source of revenue for the LOC. The Tournament owner, the International Rugby Board, retains all other revenue such as sponsorship and broadcast, which it invests in the growth of the game globally.
The ticketing numbers are big by international standards. However, by New Zealand standards they are huge. Shane and his team have a sales target of 1.4 Million tickets worth $268 Million NZD for the 6 week tournament. With 8 months to go they are on track with 60% of the tickets sold and 85,000 international visitors confirmed.
In the interview below, Shane talks about the ticketing challenge and how RWC 2011 has embraced Social Media to address that challenge. I hope you enjoy the video, and feel free to share you thoughts on what Shane and his team are doing with the RWC. [click to continue…]
1. Network, Network, Network
Have you heard the adage “it’s not what you know, it’s who you know?” Well, in sports, it’s more like “who knows you” or “who is familiar with your work“. The key to getting your first sports job (or any job) is networking. You need to get out there in front of the decision makers who have the power to hire you, whether that’s the head of the sales department, box office or the general manager.
Attending networking functions is a great idea. Most teams and leagues either run their own career fair or attend sports related fairs every year. For example, job seekers interested in a career in Minor League Baseball should attend the annual PBEO Conference (the same “Winter Meetings” where players are traded and the Rule V draft are held ever year) and network with as many people as possible.
2. Get Ready to Sell
Sales is the most important aspect of a front office. One of the first things you must know about working in sports is that you’re always selling, even if you don’t work in the sales department. Although you might work in marketing, public relations or events, you will be called to sell tickets-or perhaps even sponsorships-from time to time. You’re always selling the value of attending a game at your stadium/arena so the concept of selling tangible goods like tickets really isn’t that different from selling the experience itself.
3. Be Comfortable Wearing Many Hats
Get ready to wear many different hats throughout the day-it’s true of the sports industry and especially in minor league sports. One day you might be driving to the airport to pick up the newest addition to your roster and the next day you might be dressing up as the mascot. Understand that all sports organizations do this to some degree. It’s more prevalent in minor league sports where staffs are small and “to do” lists are long but it occurs in major league sports at times as well. [click to continue…]
Brendan Wilhide runs Sportsin140.com, a site that covers sports and social media. He is currently co-authoring a textbook on social media for the sports industry. Follow him on Twitter: @BrendanWilhide and @Sportsin140.
Web | More Posts (7)
There is a common problem I see brewing in sports ticket sales organizations across the nation. It started about 18 months ago, and has been spreading like a virus, bleeding organizations dry. I’m not sure where it started, but I know how it can be stopped.
Here’s the problem: We’re allowing the economy to lull our leadership into expecting less from the salespeople who are paid to make things happen. Our managers are taking the “economy” excuse and letting our sales reps use it as a crutch, and it’s weakening everyone in the process.
If you’re an account rep, I have a few telling questions for you:
Did you achieve your monthly goals for either January or February? If not, what happened?
[click to continue…]
Bill Guertin is CEO (Chief Enthusiasm Officer) of The 800-Pound Gorilla, a dynamic sales training and consulting company whose list of blue-chip clients includes the ticket sales departments of dozens of teams from the NBA, NFL, NHL, Major League Baseball, and Major League Soccer. He is the author of the Gold Medal-award-winning book Reality Sells, and The 800-Pound Gorilla of Sales: How to Dominate Your Market. Subscribe to his Sports Ticket Sales Newsletter at www.The800PoundGorilla.com, or follow Bill on Twitter at www.twitter.com/800poundgorilla.
Web | More Posts (19)
So you’re not having the kind of success you’d like. Your calls are more difficult, you’re not closing as many sales as you’d planned, your manager is supportive but insists on results. Your check isn’t enough to do the things you want to do.
This sports thing wasn’t what you thought it would be. This is way too stressful. Where’s all that fun and excitement you thought would be coming your way? This is more like…a JOB!
If you’re feeling this way, here are several things to consider:
Look at how you’re spending your time each day. Do you talk a lot with your co-workers about how bad things are? It’s a natural thing to do, but it’s not doing anything to move you forward. In fact, psychologists say that peer group reinforcement of a particular negative belief can actually hold you back. Is it worth feeling good for a few moments just to stay where you are?
[click to continue…]
Bill Guertin is CEO (Chief Enthusiasm Officer) of The 800-Pound Gorilla, a dynamic sales training and consulting company whose list of blue-chip clients includes the ticket sales departments of dozens of teams from the NBA, NFL, NHL, Major League Baseball, and Major League Soccer. He is the author of the Gold Medal-award-winning book Reality Sells, and The 800-Pound Gorilla of Sales: How to Dominate Your Market. Subscribe to his Sports Ticket Sales Newsletter at www.The800PoundGorilla.com, or follow Bill on Twitter at www.twitter.com/800poundgorilla.
Web | More Posts (19)
(This is a guest article by Chris Rufle)
Putting on a networking event at your venue can be beneficial for you in a few different ways. It can give you the opportunity to sell a weak night, draw in new quality leads, and help other business executives further their businesses all at the same time. As long as you follow a few steps to make sure you plan your event properly it can be a success.
First, pick a night. Since people are primarily coming for the networking event instead of the game, you have the opportunity to pick the date you prefer. This gives you the ability to take one of your weaker nights and sell it while hosting a successful group outing with great potential for future leads.
[click to continue…]
When someone has decided to call us back before making a buying decision, there’s a good chance (despite all their good intentions) they won’t follow through. It doesn’t make them liars or bad people. It’s just the law of averages. We know people get busy and have other priorities come up in their lives.
Are you kidding? Something else is more important than getting back to you about their awesome seats? C’mon! You don’t have to take that crap! Push the odds in your favor!
[click to continue…]
Bill Guertin is CEO (Chief Enthusiasm Officer) of The 800-Pound Gorilla, a dynamic sales training and consulting company whose list of blue-chip clients includes the ticket sales departments of dozens of teams from the NBA, NFL, NHL, Major League Baseball, and Major League Soccer. He is the author of the Gold Medal-award-winning book Reality Sells, and The 800-Pound Gorilla of Sales: How to Dominate Your Market. Subscribe to his Sports Ticket Sales Newsletter at www.The800PoundGorilla.com, or follow Bill on Twitter at www.twitter.com/800poundgorilla.
Web | More Posts (19)
The holidays have passed us by, it’s 2010, and for those of us who hibernated for several days, it means it’s time to get back to work. Over the years I’ve seen an inordinate number of people give me excuses why it’s not the “right time” to sell someone right after the holidays:
- “Everyone’s hung over.”
- “People are hitting the ground running, and they’re too busy to talk to me.”
- “Their budgets have just been set for the year, and there’s no money for me.”
- “People have more important things to do, and I’m the last person they want to talk to right now.”
[click to continue…]
Bill Guertin is CEO (Chief Enthusiasm Officer) of The 800-Pound Gorilla, a dynamic sales training and consulting company whose list of blue-chip clients includes the ticket sales departments of dozens of teams from the NBA, NFL, NHL, Major League Baseball, and Major League Soccer. He is the author of the Gold Medal-award-winning book Reality Sells, and The 800-Pound Gorilla of Sales: How to Dominate Your Market. Subscribe to his Sports Ticket Sales Newsletter at www.The800PoundGorilla.com, or follow Bill on Twitter at www.twitter.com/800poundgorilla.
Web | More Posts (19)
FOLLOW US