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A story and then a treat

Steve DeLay's picture

I was just a kid when I first saw this phenomenon.

It was at my first real job—selling season tickets for the lowly New Jersey Nets—years and years ago.

At the time the Nets were in their sixth straight year of being the worst team in the NBA. And they were pitted against the worst team in Western Conference, the Sacramento Kings. Heck, I didn’t think a lot of folks in New Jersey even knew that there was a team from Sacramento.

Against all amazement, we sold that game out. Yep, we sold every one of the 20,000 tickets in the house. We called that event Friends & Family, giving birth to a promotion that I would personally use for twenty years.

I found out later that the Nets president, Jon Spoelstra—and now my partner in SRO Partners—also sold a six-figure sponsorship to the game that featured the two worst teams in the NBA. He taught me how to sell such a Friends & Family sponsorship and adapt it to any team in any league at any level. I’ve regularly done that over the years ranging from a sponsorship sale of $30,000 to $150,000. It was like he gave me the formula for his secret sauce.

That’s the story. And now the treat. I’m willing to pass this secret sauce on to you.

You don’t have to buy anything. This is a freebie. And, if you need to sell a sponsorship quickly, you can use this one—even tomorrow—to sell another sponsorship.

By clicking the link, you’ll be able to download the same written Microsoft Word presentation for Friends & Family that I have used. Once you have downloaded the presentation, all you have to do is insert your team name and prospect name. Then you have to go out and pitch it.

Even if you don’t have to sell a sponsorship tomorrow, but are just curious, then feel free to click the link.

Friends and Family promotion write up

This promotion will be available until 5:00pm EST, Friday, April 22, 2016.

Steve DeLay is co-author with Jon Spoelstra of "The Ultimate Toolkit to Sell the Last Seat in the House", a complete ticket sales marketing and training system being used by more than 170 teams and colleges around the country. You can reach him at and follow him on Twitter @SteveDeLay2

Check out past Ticket Sales Thursday posts on The Migala Report.

Check out past Ticket Sales and Service articles on The Migala Report.

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