Ron Goch
The Telios Group
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Shock Leverage Finals for Deposits
August 31st 2006
The Detroit Shock, who are playing in the WNBA Finals, are taking advantage of the team’s success by promoting 2007 season ticket deposits on its web site.
So many times sports teams are reactive when it comes to leveraging its teams success instead of preparing well ahead of the start of the season for success, and how they will leverage its success.
It’s refreshing to see a sports team like the Shock take advantage of its success to net new season ticket deposits before the 2006 season has even concluded. If the Shock win the Championship, they will be in great shape to continue leveraging its success during the off season, and if they don’t earn the title, they will still benefit from the fact they were proactive in netting deposits before the championship series.
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Ron Goch, The Telios Group
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Manage Your Disappointments Well
August 30th 2006
The Telios Tip for today comes from Gerhard Gschwandtner who once said: “Every time you manage your disappointments well, you’ll increase your growth potential.”
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Ron Goch, The Telios Group
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What Are You Doing for the Holidays?
August 29th 2006
The holidays just seem to sneak up on us. Before you know it, Christmas is here and you wonder “Wow, where has the year gone? Has it really been a year?”
As in life, this frequently happens with sports teams and organizations as well. Before we know it, the holidays have come and gone and we missed the opportunity to tie in a ticket or merchandise promotion to the holidays.
I shared with you last Monday how it’s time to start thinking about stocking stuffers. Take time this off-season to make holidays a part of your overall business plan and in every phase of your business, including your adverting, community relations, ticket sales, merchandise sales, and promotions.
When the holidays do roll around, you’ll be in great shape to take advantage of the ticket and merchandise sales opportunities presented by each holiday.
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Ron Goch, The Telios Group
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Follow Up and Follow Through
August 28th 2006
One of the quickest ways someone could standout among the rest is by simply following up and following through on a consistent basis.
It sounds easy, and most times it is. However, I don’t believe most people do this on a regular and consistent basis. In fact, I believe a larger percentage of people are not consistent with their follow up and follow through. Most people have good intensions and would like to be known as someone who always follows up and follows through, but the reality is that many people are not good finishers.
Are you a finisher – one who follows up and follows through consistently – each and every day, each and every project?
If you want to standout among the crowd, be a finisher and I guarantee you’ll stand out among the crowd.
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Ron Goch, The Telios Group
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Time to Think About Stocking Stuffers
August 25th 2006
It’s hard to believe, mainly because we haven’t kicked off a football game yet, but in a few short months we’ll not only be in the midst of the football season, but we’ll also be tipping off basketball.
If you’re involved in the marketing, promoting and selling basketball, you likely have rolled out your season ticket renewal campaign, along with your new season ticket initiative, group ticket sales and soon will be gearing up for your individual ticket sales.
Don’t miss the opportunity to thank all those people who purchased single-game tickets from you last season by offering them a discounted season ticket package in the form of a stocking stuffer.
In your offer, you can provide an actual stocking with a gift certificate for the season tickets, or you could provide an extra incentive of two complimentary tickets to a marquee game for orders received before a date you select.
It’s not too early to plan and include a stocking stuffer in your basketball single-game ticket sales plan.
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Ron Goch, The Telios Group
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South Dakota Creates Coyote Tailgate Nation
August 24th 2006
The University of South Dakota has created “Coyote Tailgate Nation,” a fan-friendly tailgate experience for its fans.
The newly created area accommodates season ticket holders, corporate partners, donors and single-game ticket buyers.
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Ron Goch, The Telios Group
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Always Include Your Logo
August 22nd 2006
I recently checked into a hotel and asked about local restaurants in the area. The hotel had prepared a list of restaurants in the area that included directions from the hotel.
I was impressed the hotel took the time to create the one-sheet restaurant guide and went a step further by providing directions.
The hotel, however, printed the restaurant list on a plain white sheet of paper and missed a great branding opportunity. No hotel logo, address, phone number and web site. It was also poorly photocopied on a piece of paper.
My tip here would be to place this great guest resource on the hotel’s letterhead which would include their logo, address, phone number and web site.
Is there an opportunity to spin off this resource the hotel has provided and do something similar for your season ticket holders and/or fans? Could you send them a stadium or arena map that includes the food vendor locations, team shop, family fun zone, and other areas of interest?
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Ron Goch, The Telios Group
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Fresno Offers Free Ice Cream at Games
August 18th 2006
As the heat wave rolled through California earlier this month, the Fresno Grizzlies hit a home run with fans when it offered free ice cream all game long.
Additionally, check out other Grizzlies game promotions here to read about Thirsty Thursdays, $1.00 senior adult admission, and the free loafs of bread given away to fans as they exit the ball park.
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Ron Goch, The Telios Group
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Open New Facility With Open Practice
August 17th 2006
The Iowa athletics department came up with a neat idea to open its newly renovated Kinnick Stadium prior to the football season kicking off.
The athletics department will conduct an Open Practice on Saturday, and has invited fans to check out the facility, enjoy concessions for half-price, while viewing the open practice. It’s a great way to show off the stadium renovations, provide fans a behind the scenes tour, conduct a run-through of their stadium operations (including concessions), and generate revenue.
If the Stadium ticket office is open, as well as the team shop, they likely will sell some individual game tickets and merchandise as well.
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Ron Goch, The Telios Group
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Media Guides Available for Fans to Purchase
August 16th 2006
The Virginia Tech athletics department annually makes it football media guide available for fans to purchase for $25.
This is a great way to off-set the printing expense of your media guides, as well as offer your fans an inside look at your athletics department or sports organization.
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Ron Goch, The Telios Group
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Troy Hosts Football Fan Appreciation Night
August 15th 2006
The Troy athletics department will host its annual fan appreciation night, and each nearing a sellout for the event.
They’ve included a fund-raising twist to the event – anyone who donates $100, which includes two admission tickets to the event, will also be entered into a $10,000 drawing.
Fans also have the option to attend the event without being required to donate, and tickets without a donation are $25 apiece.
Click here for the full story on the event.
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Ron Goch, The Telios Group
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Keep It Simple
August 14th 2006
I always tell people I like to keep things simple. That’s just me, fairly simple.
As Philip Crosby once said, “No one can remember more than three points.”
So today, try to keep it simple.
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Ron Goch, The Telios Group
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Sell To People Who Want Your Product
August 11th 2006
Today’s tip comes from Guy Kawasaki who says:
“It’s simple: Sell to people who want your product; ignore those who don’t. I spent years trying to get people to buy into Macintosh. We were selling a dream of how the word might become a better place. That kind of selling requires a different mind-set from that of trying to meet a quota. Some people got it in thirty seconds. Others didn’t get it and never would. It took me a while to learn that you can’t convert atheists. You can’t se;; oil to Arabs, or refrigerators to Eskimos. Don’t even try.”
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Ron Goch, The Telios Group
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Make a Lasting Impression Today
August 10th 2006
“A business handshake is an essential selling technique to make a lasting impression. The first move you make when meeting your prospective client is to put out your hand. There isn’t a businessperson anywhere who can’t tell you that the good business handshake should be a firm one. Yet time and again people offer a limp hand to the client. To have a good business handshake, position your hand to make complete contact with the other person’s hand. Once you’ve connected, close your thumb over the back of the other person’s hand and give a slight squeeze. You’ll have the beginning of a strong business relationship.” – Lydia Ramsey
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Ron Goch, The Telios Group
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Start Your Day on Paper
August 9th 2006
Here’s a great tip from Jim Rohn for getting off to a great start today:
“Don’t start your day until you have it finished on paper first.”
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Ron Goch, The Telios Group
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Look for People Doing Things Right
August 8th 2006
Do you find fault in others? How often do you actually look for people doing things right?
Isn’t it just as easy to find someone doing something right as it is to find someone doing something wrong?
It seems like the “American way” is to find and criticize people when they make a mistake versus catching that person before they fall, or helping someone who has made a mistake.
What if we put more emphasis on finding and rewarding people who are doing things right?
Billy Martin once said, “There’s nothing greater in the world than when somebody on the team does something good, and everybody gathers around to pat him on the back.”
Today, let’s try to catch as many people as we can who are doing things right and give each of them a pat on the back.
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Ron Goch, The Telios Group
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Sell With Enthusiasm
August 7th 2006
Do you go into every day, every meeting and approach every person you meet with enthusiasm?
Are you enthusiastic about today, about the opportunities ahead of you, and all you can learn today?
Is your attitude contagious, and if so, is it a positive one?
Whether you work in sales or not, I think you’ll find value in what Harry F. Banks once said: “A salesman minus enthusiasm is just a clerk.”
Have an enthusiastic day!
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Ron Goch, The Telios Group
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Include Tickets in Off-Season Camps
August 4th 2006
I’ve often wondered why college athletics doesn’t work more closely with its coach’s camps and clinics to include at least one paid ticket in each camp or clinic registration.
At many of the schools, coaches put pressure on its marketing staff to fill the seats, and the coach’s camps and clinics are ideal avenues to fill those seats.
One reason may be because the most camps and clinics are hosted during the summer and this is not the timeframe that college sports team compete.
Professional sports teams have successfully proven that season, singe-game and group tickets can be sold during the off-season, and have also successfully included single-game and group tickets in camps and clinics.
Give it a shot and see how many tickets you can sell through your coach’s camps and clinics. I think you’ll be pleasantly surprised.
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Ron Goch, The Telios Group
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Protected: Christian Concert to Faith and Family Day
August 3rd 2006
The Fridge Is Bringing Fans in for Baseball
August 2nd 2006
Remember “The Fridge?” Growing up in Illinois, playing football and watching the Chicago Bears play on Sundays, I certainly remember William “The Refrigerator” Perry’s rookie season. That was the year “da Bears” won the 1985 Super Bowl.
The Fridge was a force on defense and even scored a touchdown on offense, although I wish Walter Payton had the opportunity Perry received to score a rushing touchdown.
Well, it turns out that The Fridge is still making appearances and drawing a crowd, but these days, and his next appearance will be for the Joliet JackHammers baseball club.
You can check out the story here, and I encourage you to read about the future game promotions scheduled for August when the JackHammers will give away lunch boxes to the first 1,000 fans ad offer $1 hot dogs. Additionally, a local hospital will sponsor Have a Catch Night on the field before the game.
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Ron Goch, The Telios Group
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