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Creativity Central

Athletes are usually held to a higher standard because of the spotlight given to them. As a result, they are asked to do more for the community they play and live in. In addition, coaches have a huge responsibility to give structure and mentorship to their players. Coaches make significant amounts of money from the sport and give back as well; however, not as much attention is given to them. Furthermore, there are many college coaches who don’t make the millions of dollars as they work at smaller institutions that are outside of the Power 5 conferences.

Overcoming Challenges

Mon, 04/13/2015 - 09:27 — caseyflacks

PICKLES MATTER

Thu, 04/09/2015 - 11:00 — Steve DeLay

Do you have the right answer to this one question? If not, ask a 10 year old.

The answer wasn’t what I expected.

I thought the answer would be a winning team or dazzling dunks and great plays or free tee-shirts.

I was wrong.

THE QUESTION

I was watching the Duke vs. Wisconsin game on Monday night with my nieces and nephew when I was in Charlotte. They are between the ages 9-13 and all three play basketball on various teams. I asked them,

“What would it take to get you to go to a basketball game? Either College or pro.”

The Dolphins Cycling Challenge (DCC) is an organization that works together with the Miami Dolphins, but with its own vision and mission. At first glance, it sounds like a team foundation; however, this is a unique example of an organization that runs as a non-profit and is separate from the team foundation. The DCC can use the logo of the Miami Dolphins, which has a strong brand identity in the community and provides instant credibility. This is an immediate outlet for players, team personnel, or Dolphins fans to get involved with a cause close to the team.

One Shining #SportsBiz Moment

Tue, 04/07/2015 - 09:20 — Dan Migala

Any fan of college hoops knows that the Luther Vandross’ song One Shining Moment is traditionally played at the end of CBS Sports' coverage of the championship game of the tournament. The song is played as the winning team's players cut down the nets, to a montage of highlights from the tournament.

While I was watching this last night with millions of others, it got me wondering what is the tournament’s One Shining Moment for us sports marketers? In other words, what promotional moment during March Madness shined above all others.

You never know what a voicemail from an unknown phone number will tell you.

It could be a call from a long lost friend. Or it could be telemarketer spam.

A recent voicemail I got from an unknown phone number was from a college professor. The message started with, “What do I need to do?”

Today I’ll take a fresh look at what it takes to get into community relations in sports. Getting your foot in the door in sports is difficult as it is- everyone wants to work sport events and to be associated with famous athletes. As many seasoned executives will say, it is important to get in at the ground level and take as many internships as possible. This showcases your skillset and helps build a network from the ground up.

WHAT'S THE RATIO?

Thu, 03/26/2015 - 12:33 — Steve DeLay

WANT MORE SALESPEOPLE? HERE'S HOW TO GET IT APPROVED

Let's be honest.

Owners of pro sports teams didn't become rich and be able to buy pro sports teams by making bad decisions in their other businesses. They know to make money, you have to spend some money.

What smart businesspeople ask themselves is, "If I spent X, what will I get back?" Spending $1 to get $1 back doesn't improve the business. A smart businessperson wants multiple dollars back for each dollar they spend. Spend $1, get $3 or $4 or more back.

Oklahoma State University athletics have soared in popularity over the past 15 years. Performance, attendance, and donations, have all increased across the board as support for the athletic department continues to grow.

From my first full-time job at Northwestern University, I've been challenged to do a lot with a little. We had the smallest staff and the smallest budget in the Big Ten, but that never kept us from finding ways to stretch the dollar. Win or lose, we found ways to market the student-athletes in the community to build relationships that went beyond the score.

WILL YOUR SCHOOL BE READY TO TAKE ADVANTAGE OF A TOURNEY RUN?

You made it. The holy grail of college basketball, the NCAA Tournament. Congratulations.

Is this the quick fix silver bullet to sell season tickets for basketball for 2015-16? - Maybe, but only if you're ready.

Adapt or die may sound harsh but that's what colleges are facing

My dog, Buddy is 10 1/2 years old. I love him to death. He's smart. Smarter than any dog I've ever had.

However, the goofball has never been able to catch treats when I toss them to him.

THE MOST RIDICULOUS QUESTION EVER?

Thu, 02/26/2015 - 13:40 — Steve DeLay

THE QUESTION SEEMED CRAZY BUT WHY NOT TRY?

I was holding a two day Marketing Strategy Session with an upscale golf course in Oregon. My question was,

"What would it take to capture the name, email address and phone number of every single golfer who played the course?"

The reason the golf course brought me in and I asked the question was because they had seen a dramatic drop off in rounds played. They were considering an expensive radio/TV/direct mail campaign to get golfers to come back.

"NEW GUY IN THE CORNER PUKING HIS GUTS OUT" COULD BE ONE OF THE BEST PICTURE PAINTING DESCRIPTIONS EVER. ARE YOU DOING THE SAME?

To really get someone to want to buy your tickets, you have to paint a visual picture for your prospect of what buying your offer will mean to them.

WHY DO YOU DO WHAT YOU DO?

Thu, 02/12/2015 - 11:29 — Steve DeLay

THE QUESTION HELPED URBAN MEYER WIN A NATIONAL TITLE. WHAT CAN IT DO FOR YOU?

Do you know why you do what you do?

Do you know why you go to work every day? Is it because the job you're doing right now is the right step for your longer-term career goals? Is it because you truly enjoy what you do on a day to day basis and the people you work with? Or, is it merely because you need the paycheck?

IT'S ALL ABOUT THE EXPERIENCE

Thu, 01/29/2015 - 12:22 — Steve DeLay

YOU DON'T CONTROL WINNING AND LOSING SO MAKE IT ABOUT THE EXPERIENCE

I've never seen anything like this from a major league team, let alone a minor league team. Take a look at the Prince George Cougars game opening laser light show The Cougars are a Junior Hockey team north of Vancouver.

POUND YOUR SHOE

Thu, 01/22/2015 - 16:27 — Steve DeLay

IF YOU'RE NOT GETTING THE TOOLS YOU NEED TO SUCCEED, BE HEARD

Let me ask you one question.

If you could change or improve one thing about your job to help you sell more tickets, what would it be?

It has to be something you or your bosses can somewhat control. For example, you can't say, "I wish we would win more games." or "I wish we would sign LeBron James." You also aren't allowed to wish for lower prices. That's a fallacy that dropping prices will automatically increase sales.

Think about that one thing. What is it?

NO EXCUSES

Thu, 01/15/2015 - 11:11 — Steve DeLay

Keeping salespeople focused on the fundamentals is your #1 priority as a manager

  1. "The weather is bad. Nobody will be in their office."
  2. "We're not one of the Big Four teams. Companies aren't interested in buying our tickets."
  3. "We don't have a schedule yet. Nobody wants to buy."
  4. "We were only a .500 team last year. When we start winning, people will renew. They are taking a wait and see approach."
  5. Heard these before? Have you used these excuses before?

"We make a living by what we get, but we make a life by what we give." - Winston Churchill

Never miss a chance to create raving fans

Creating Raving Fans is a buzz-phrase customer service gurus throw around a lot. We all want our service staff to create raving fans but do we show them clear specific examples of what that means?

Let me give you an example that happened to me over the holiday.

The Case of the Rotten Fruit

Is your prospect really interested?

You've made your pitch. You've handled your prospect's objections. Yet, he still hasn't made a commitment to buy. He may still want to think about it or talk to someone else. You just can't tell if they are serious or politely putting you off.

What do you do? What do you do?

Walking into the National Sports Forum for the first time feels less like walking into a conference and more like walking into a big family reunion. A family you’re not a part of… yet. Everyone seems to know one another and people are talking and catching up like they haven’t seen each other in ages, or at least since last year’s conference. While it can be quite intimidating at first, it doesn’t take long to realize that the National Sports Forum is something special, and unlike anything else you’ll experience in your professional career.

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