In my last blog I pitched the importance of photos. Yes, pictures are great but they can’t beat the real thing. Now is the time to invite prospective clients out to a game. It’s hard to sell when your field is covered with snow and the seats are empty. Invite your prospects to bring their family to a game that you know will be well attended. Show them a good time, give them a personal tour and the let them relax and enjoy the show. Your follow up call will be much more successful now that they’ve truly experienced your ballpark.
Key takeaway……invite them to come out and be a fan. The idea is to showcase the ballpark, sit them amongst an atmosphere that they will want their company to be a part of and give them an unbeatable experience.
Let’s pretend you are trying to sell me. Rather than a call inviting yourself to my office or me to yours you simply say would you like to come out to a game? You ask a bit about my family but not in a pushy way. A quick question could be do you have kids (if you didn’t already know) and do they like mascots? Then you offer parking and great seats (things that you will sell me later) and end by saying I’ll be sure to pop over and say hello. Saying this lets me know that I will be coming out as mom and wife. I’ll leave the dress shoes at home and have my baseball hat and flip flops on.
Now we all know that there are different levels of prospects so what you offer will of course vary. Do they arrive early for a tour where they meet a few players? Does it come up in conversation that they are picking a date that is a special occasion like a birthday and you include a first pitch? Maybe they just come to chill and you share their seat location with your mascot to make sure they get some high fives. Remember that you are not pitching them anything, you are just providing a great experience.
So back to my example where you invite me to your game rather than a meeting. I won’t leave with your business card I will instead leave your ballpark with 57 pictures of my kids; eating ice cream, meeting a mascot, playing in your kid zone, dancing in their seats……etc. And if that isn’t enough you now have 12, 10 and 8 year old salespeople working for you. “Mom, that was so much fun. When can we go back?”………on repeat.
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