Franchise Info

For Franchise Fees, Info and Opportunities: franchiseinfo@womensaba.com

The most important aspects of your entire operation are your marketing and sales directive. An effective plan and a good staff to execute the plan, places your entire operation at an advantage. Sales generate revenue which is the lifeblood of your organization.

First you must hire the head of the sales operations. We will refer to that person as your General Manager. It is preferable to hire someone with a sales background and a general working knowledge of sports. Sales people are used to being turned down. You want someone who can handle rejection on sales calls but who is not going to become discouraged.

For every salesperson that gives you a dollar, you give them back a dime. Therefore, don't be afraid of hiring more salespeople for selling corporate sponsorships, season tickets, and group sales.
 

Ticket Sales

The key to improving attendance is working toward your first sellout. People will enjoy your games more if they are attending a game with a sellout crowd as opposed to an arena which is one third full. Once you experience a sellout, you have automatically created a demand for your tickets. Fans probably walked up expecting to buy tickets only to be turned away. They will now be motivated to buy in advance or even better yet, purchase season tickets. Therefore, your entire ticket operation should be geared for one thing: selling out one game. Once you have achieved this goal, you can go on to your second goal: selling out another game.

Take the game on your schedule that you expect the best crowd. In our league, it is probably opening night. Your entire off season should be spent trying to sell out opening night. You will do this through season tickets and group sales. Try to book all of your groups for opening night, like youth leagues, churches, girl scouts etc.... Remember, you want to create the demand for tickets. Don't be afraid to turn away fans. Let the walk up fans know right off the bat that if they want tickets, they are going to have to purchase them in advance. If you do sell out the game prior to game night with all advance sales, then do the public a favor and let them know through the media that the game is a sell out. Save them a trip down to the arena. You will also be publicizing your success and further creating the demand for tickets.

Advanced Sales

Advance ticket sales should be the focus of your entire operation.

Season

Your season ticket holders are your most important fans. They can be corporations or they can be individuals, but they are the people you should be catering to. There is a tendency to forget about them once they purchase their season tickets. After all, they have already paid, so why not concentrate on someone else. The fact is that if you expect to keep them coming back year after year then you must provide them with service and treat them with the importance they deserve. Once you lose them as season ticket holders, you will find it harder to replace them.

Corporations

Businesses should be your best customers. They have more money than the average individual and they can write off all or part of the costs of the tickets as entertainment. Businesses will be less inclined to care about whether your team is winning or losing than the rest of your fans, since their primary objective is entertainment.
When individuals buy a season ticket, they are making a commitment to be there every night. Businesses can be an easier sell because there is less commitment since the tickets are going to be shared with various executives of the company or clients. The nightly commitment does not exist.

Many of your season tickets will be sold as part of sponsorship packages. However, don't just give up on selling a company tickets, just because they won't buy a sponsorship. It is your job to show them how they can entertain their customers and employees.

Provide as many perks as possible with your corporate package. Consider some of the following:

Individuals

Which individuals should you be targeting?

If there is another professional sports team in town, you may want to ask (or rent) their assistance. They should have a good mailing list of sports fans. If they won't help or no other team exists, then you may want to buy a mailing list from a company that sells them. You want a list of Yuppies, because they are your most likely ticket buyers, (ages 25-45 with an income over $40,000.) Another group of individuals to target are professionals: doctors, lawyers, accountants. If you have a hard time getting passed the secretary on the phone, then mail or fax them a brochure. Just make sure you reach each and every one of them. Try to call your targeted individuals. You also want to provide them with as many perks as possible:

For Franchise Fees, Info and Opportunities: franchiseinfo@womensaba.com

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