One of the best sponsorship ideas I've ever created involved Kraft Foods in Kansas City, MO years ago. Their goal was to sell product. Mine was to sell tickets. My young daughter, bless her heart, one day, spilled a box of Macaroni & Cheese out of our kitchen cupboard and out of that we created a "Noisemaker Night" promotion!
The innert elements to the sponsorship worked this way: We brought in the Food Bank as the outlet to receive all donations after finding out from my research that this group worked very closely with Kraft in their community initiatives. We secured the retail partners for shelf space and media partners for supplying free promotional advertising. Each element was included into the package. The event SOLD a "Semi Trailer" load of Macaroni & Cheese boxes over a two week period, so Kraft & the retailer were thrilled to say the least!
The fans were told upon arrival at the arena to mark their Section/Seat/Row numbers on each of their Macaroni & Cheese boxes. The fans kept the boxes with them (or at least a few in hand). They SHOOK the boxes to create a whopping Noisemaker effect when we scored goals. To take away any potential "fan tossing incident", we made the fans deposit their boxes at the designated Food Bank Barrel locations once the second period in the hockey game came to an end.
The Food Bank operation's crew had donation barrels placed at each arena entrance and throughout the concourse. Volunteers were staffed everywhere with plenty of writing pens on hand to assist the fans. What sold this event to the public was the prizes!
During the game, we randomly chose one Macaroni & Cheese box from each portal entrance & concourse (10 total) and announced our prize winners (from the markings of Sec/Row/Seat numbers on the packages). The prizes were:
>>> 10 Pair of Season Tickets x 2 per winner given away at this game. So, the club sold "20 packages" through the sponsorship package! Key: DO THE EVENT EARLY IN THE SEASON, AT LEAST BY THE FIRST WEEK OF NOVEMBER! With a schedule that plays in/over the Thanksgiving Holiday, this is a great wrap around for the Food Bank as they are always in big need to stock their pantries during the holidays! Plus, more mind awareness for the consumer to want to reach out and contribute! Media loved the event - it was unique and every fan in the audience could participate, which we all know, those events are the crown jewels for any sports game entertainment!
END RESULT: Because of the retail opportunity and community goodwill, Kraft Foods invested in our club quite nicely - and it was signed off in just one meeting!! The area manager at that time was recognized for sales promotional efforts from this event! The next year, my rep had Maxwell Coffee Brand dollars given to him if we could develop a similar retail idea ... that's another success story for another day!"
Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com
Friday, July 31, 2009
Wednesday, July 29, 2009
HOW TO BACKDOOR YOURSELF INTO THE SPORTS INDUSTRY!
One of the many questions I’ve constantly received over the years is “what advice would you give me to get a job in the sports business?”
If you are one of those currently looking for a job, don’t discount the impact that you can have by working with a charitable organization. I would venture to say that if you research the top ranked non-profit groups in your city, each more than likely has a working relationship with a pro (or minor league) sports team as a fundraising anchor!
Here’s the secret: Many of those sports team organizations are also paying close attention to the management and staffs of those non-profit groups. As pro sports team scouts scour the country uncovering prospects for their employers, the same happens from the business operations side of things. We all constantly keep our eyes open for that next “sales star” or “front office executive”. Who is that next revenue generator? I can tell you that from my experience, I’ve always looked to my top local charitable groups first when hiring before exploring out of town contacts.
In each new city I’ve moved into, I will spend considerable time researching the charities and their board of directors to see who are the fundraising players in my market. I’ll look to see who’s connected to what corporations and top businesses. In order for my team’s fundraising efforts to work, I’ll also need to have strong working relationships with the charity group’s management and staff. These relationships will become as close to me as the one’s I’ve developed over time with my corporate team partners. Again, by you joining a reputable charity organization, what better way to network and showcase your skills to all of the sports clubs in your market area! Depending on your position, you can double and triple your opportunities to meet key business leaders in your community. Like an athlete that puts his/her skills on display before the pro scouts, you are doing the same to the sports team decision makers, who, each year are keeping an eye on desirable candidates to fill front office positions when vacancies arise!
From an executive team position, my philosophy is “why go through an ad search to find your next front office star” when there’s a solid talent pool waiting to be recruited from a top flight charitable organization right in your own local market! Every day these unknown business stars work the phones better than most, set up meetings with CEO’S and top city executives frequently, have the unique ability to motivate thousands of supporters, they create and execute special events, possess phenomenal people skills and contain outstanding leadership skills! Why wouldn’t I scout out these prospects and bring them onto my management team!!
On the flip side, I have experienced the same process - as stated above - in which a charitable group reached in and recruited away one of my young staffers! Here in Sioux Falls, SD; this person first came to me as an intern from a local college. She was a sophomore and a Fitness Management major at the time. My intern volunteered 5-hours a day for the club in the beginning, doing basic office duties like answering the phones, handling all mailings and answered charity donation requests until we gained confidence in her work skills. Her talents were obvious and we hired this person full time upon graduating from college. Soon her responsibilities grew and she was taking on all forms of sales, working our community programs, handling special events and organizing the game operations. As my staffer grew into the job, I could see that her biggest strengths were “ability to organize events”, “people skills”, “follow through” and a love for “special projects”. What I didn’t know was that our city’s two leading charitable organizations were both recruiting my staffer. Four years after she first joined our hockey club, she accepted the position as Special Events Director for a major corporate healthcare organization in Sioux Falls and handled fundraising projects for the hospital’s foundation. It was a job she was perfect for. Played to her strengths and she doubled her salary as a result. Today, she has become a huge success in her job. I couldn’t be more proud of my baby.
Gang, it works. If you seem frustrated because you cannot open doors into the sports business, do explore options to connect with one of your local charitable organizations. Besides, this path will also make you feel great by helping such a worthwhile cause and bringing smiles to thousands of people that need the support of your potential employer!
Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com
If you are one of those currently looking for a job, don’t discount the impact that you can have by working with a charitable organization. I would venture to say that if you research the top ranked non-profit groups in your city, each more than likely has a working relationship with a pro (or minor league) sports team as a fundraising anchor!
Here’s the secret: Many of those sports team organizations are also paying close attention to the management and staffs of those non-profit groups. As pro sports team scouts scour the country uncovering prospects for their employers, the same happens from the business operations side of things. We all constantly keep our eyes open for that next “sales star” or “front office executive”. Who is that next revenue generator? I can tell you that from my experience, I’ve always looked to my top local charitable groups first when hiring before exploring out of town contacts.
In each new city I’ve moved into, I will spend considerable time researching the charities and their board of directors to see who are the fundraising players in my market. I’ll look to see who’s connected to what corporations and top businesses. In order for my team’s fundraising efforts to work, I’ll also need to have strong working relationships with the charity group’s management and staff. These relationships will become as close to me as the one’s I’ve developed over time with my corporate team partners. Again, by you joining a reputable charity organization, what better way to network and showcase your skills to all of the sports clubs in your market area! Depending on your position, you can double and triple your opportunities to meet key business leaders in your community. Like an athlete that puts his/her skills on display before the pro scouts, you are doing the same to the sports team decision makers, who, each year are keeping an eye on desirable candidates to fill front office positions when vacancies arise!
From an executive team position, my philosophy is “why go through an ad search to find your next front office star” when there’s a solid talent pool waiting to be recruited from a top flight charitable organization right in your own local market! Every day these unknown business stars work the phones better than most, set up meetings with CEO’S and top city executives frequently, have the unique ability to motivate thousands of supporters, they create and execute special events, possess phenomenal people skills and contain outstanding leadership skills! Why wouldn’t I scout out these prospects and bring them onto my management team!!
On the flip side, I have experienced the same process - as stated above - in which a charitable group reached in and recruited away one of my young staffers! Here in Sioux Falls, SD; this person first came to me as an intern from a local college. She was a sophomore and a Fitness Management major at the time. My intern volunteered 5-hours a day for the club in the beginning, doing basic office duties like answering the phones, handling all mailings and answered charity donation requests until we gained confidence in her work skills. Her talents were obvious and we hired this person full time upon graduating from college. Soon her responsibilities grew and she was taking on all forms of sales, working our community programs, handling special events and organizing the game operations. As my staffer grew into the job, I could see that her biggest strengths were “ability to organize events”, “people skills”, “follow through” and a love for “special projects”. What I didn’t know was that our city’s two leading charitable organizations were both recruiting my staffer. Four years after she first joined our hockey club, she accepted the position as Special Events Director for a major corporate healthcare organization in Sioux Falls and handled fundraising projects for the hospital’s foundation. It was a job she was perfect for. Played to her strengths and she doubled her salary as a result. Today, she has become a huge success in her job. I couldn’t be more proud of my baby.
Gang, it works. If you seem frustrated because you cannot open doors into the sports business, do explore options to connect with one of your local charitable organizations. Besides, this path will also make you feel great by helping such a worthwhile cause and bringing smiles to thousands of people that need the support of your potential employer!
Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com
Tuesday, July 21, 2009
BREAKING DOWN A BUSINESS TEAM!
WHAT AN EFFECTIVE TEAM NEEDS ...
* A common goal
* Interaction and involvement of all members
* Power within the group to make decisions
* Maintenance of individual’s self-esteem
* Attention to the process and content
* Mutual trust
* Respect for differences
* Constructive conflict resolution
* Leadership
GOOD LEADERS MUST …
* Make team feel good about coming to work
* Create a positive environment
* Set guidelines
* Establish a trust factor (do you do what you said you would do? Can you be believed? Can people rely on you?)
SUPERVISORS SHOULD ALWAYS PAY ATTENTION TO ...
* Level of openness
* Tone of voice
* Positive language
* Feedback
* Overall communication
Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com
* A common goal
* Interaction and involvement of all members
* Power within the group to make decisions
* Maintenance of individual’s self-esteem
* Attention to the process and content
* Mutual trust
* Respect for differences
* Constructive conflict resolution
* Leadership
GOOD LEADERS MUST …
* Make team feel good about coming to work
* Create a positive environment
* Set guidelines
* Establish a trust factor (do you do what you said you would do? Can you be believed? Can people rely on you?)
SUPERVISORS SHOULD ALWAYS PAY ATTENTION TO ...
* Level of openness
* Tone of voice
* Positive language
* Feedback
* Overall communication
Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com
Sunday, July 19, 2009
MOTIVATIONAL QUOTES TO GET YOU GOING EACH DAY!
"Individual commitment to a group effort - that is what makes a team work, a company work, a society work, a civilization work." - Vince Lombardi
“To give real service you must add something which cannot be bought or measured with money, and that is sincerity and integrity.” - Douglas Adams
“Be the change you want to see in the world.” - Mahatma Gandhi
"What the mind believes, the body can achieve." - Lou Holtz
"I never worry about action, but only about inaction." - Winston Churchill
"I start with the premise that the function of leadership is to produce more leaders, not more followers." - Ralph Nader
"Never doubt that a small group of thoughtful, committed people can change the world. Indeed. It is the only thing that ever has." - Margaret Mead
"It is amazing how much people can get done if they do not worry about who gets the credit." - Sandra Swinney
"Talent wins games, but teamwork and intelligence wins championships." - Michael Jordan
"Successful and unsuccessful people do not vary greatly in their abilities. They vary in their desires to reach their potential." - John Maxwell
"The best executive is the one who has sense enough to pick good men to do what he wants done, and self-restraint enough to keep from meddling with them while they do it." - Theodore Roosevelt
"If your actions inspire others to dream more, learn more, do more and become more, you are a leader." - John Quincy Adams
“Life is 10 percent what happens to us and 90 percent of how we respond to it.” - Dr. Victor Frankl, Holocaust Survivor
May your day be brighter and allow you to keep reaching for the STARS!
Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com
“To give real service you must add something which cannot be bought or measured with money, and that is sincerity and integrity.” - Douglas Adams
“Be the change you want to see in the world.” - Mahatma Gandhi
"What the mind believes, the body can achieve." - Lou Holtz
"I never worry about action, but only about inaction." - Winston Churchill
"I start with the premise that the function of leadership is to produce more leaders, not more followers." - Ralph Nader
"Never doubt that a small group of thoughtful, committed people can change the world. Indeed. It is the only thing that ever has." - Margaret Mead
"It is amazing how much people can get done if they do not worry about who gets the credit." - Sandra Swinney
"Talent wins games, but teamwork and intelligence wins championships." - Michael Jordan
"Successful and unsuccessful people do not vary greatly in their abilities. They vary in their desires to reach their potential." - John Maxwell
"The best executive is the one who has sense enough to pick good men to do what he wants done, and self-restraint enough to keep from meddling with them while they do it." - Theodore Roosevelt
"If your actions inspire others to dream more, learn more, do more and become more, you are a leader." - John Quincy Adams
“Life is 10 percent what happens to us and 90 percent of how we respond to it.” - Dr. Victor Frankl, Holocaust Survivor
May your day be brighter and allow you to keep reaching for the STARS!
Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com
Saturday, July 18, 2009
GETTING YOU TO "YES!"
• WRITING AND PRESENTATION SKILLS.
• PROOF CHECK.
• FIRST APPEARANCE.
Whether you’re a professional salesperson or a newcomer in the field, the above stated qualities are just some of the important essentials to GETTING YOU TO "YES!"
What makes a meal so delectable at a restaurant? It's the “presentation” of the meal placed on the dish! In sales, it's the presentation, the knowledge of your product and your look that can help cement the deal. But even if you look like a million at your presentation and there's a glaring type-o or two in the proposal, there's a possibility your package's net worth could be reduced if you don't pay attention to the fine print!
I learned this early on in my career when I was presenting a sponsorship package and this particular meeting was with a female executive. On the document's front page, right there in black and white, her name said "MR." and not "MS." in BOLD TYPE in a few locations? She brought it up to me in a tone, that year's later, it still rings in my ear when I draft up a new proposal. It's one of the little things I will triple check... my heading and signature areas (plus everything in between!)
I see a lot of people today that go to their FIND, EDIT and REPLACE buttons on the computer; keeping the next proposal the same but only changing out an individual's name, a date or the company. Then, when they meet up with CLIENT "X" in a very anticipated meeting only to have them read their "Competitors Name" in print versus their own because the person's computer replace-it button didn't catch it. I've seen client's get testy if you identified their business on the proposal heading as a "Company" versus "Corporation" or left out "INC." when they clearly display the word "Incorporated" on the business card? So, your package gets turned down. Did your proofing oversights play a small part in any way?
When I worked in Washington, DC back in the early 80’s, my boss was embarrassed somewhat with my writing skills, enough to make an arrangement with a DC area PR firm to have someone tutor me for a month (during my lunch hours) so that I could polish up my skills. He was fearful that I was working with a media group in a city that was known to have brought down famous figures let alone what they could do to a sports team yearning to get front page coverage.
I remember those days: my building president where I worked, would spot check every release that went out the door. Every Monday afternoon, a post-it note would be attached to many of my release drafts with comments like "Jim, what does this mean?"... "Jim, poor choice of grammar?"... "Jim, See Me!" ... etc. You know what: it was the BEST THING that ever happened to me going through this process over a five-year period. It did sharpen me up and no doubt that experience has played a significant role in the sales success I've enjoyed throughout the years and today. Your appearance is needed in every sales process but so is your writing skills and keeping everything mistake free! The ability to put it down on paper. Just like a high scoring forward in hockey or basketball but weak on defense. At some point, your liability will burn you!
One of the things I'll do with every new client is to get their take on my proposal? Not for the pricing (which they'll do in their own mind - LOL!!!), but how they viewed the way that I laid out my documents? Do I need to change anything? Did I use too many words? Over the years, I have personally heard from some clients that they've turned down proposals because of length or time to digest all of the fine print; for poor grammar and even appearance sloppiness, etc.
As I've stated before in previous blogs, your first meeting is the memory-maker, the one that leaves the imprint! It's the moment when a client starts to think in their mind "do we invest in this person, the business, or not?" It's all about your "complete body of work" that impacts a sales decision!
Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com
• PROOF CHECK.
• FIRST APPEARANCE.
Whether you’re a professional salesperson or a newcomer in the field, the above stated qualities are just some of the important essentials to GETTING YOU TO "YES!"
What makes a meal so delectable at a restaurant? It's the “presentation” of the meal placed on the dish! In sales, it's the presentation, the knowledge of your product and your look that can help cement the deal. But even if you look like a million at your presentation and there's a glaring type-o or two in the proposal, there's a possibility your package's net worth could be reduced if you don't pay attention to the fine print!
I learned this early on in my career when I was presenting a sponsorship package and this particular meeting was with a female executive. On the document's front page, right there in black and white, her name said "MR." and not "MS." in BOLD TYPE in a few locations? She brought it up to me in a tone, that year's later, it still rings in my ear when I draft up a new proposal. It's one of the little things I will triple check... my heading and signature areas (plus everything in between!)
I see a lot of people today that go to their FIND, EDIT and REPLACE buttons on the computer; keeping the next proposal the same but only changing out an individual's name, a date or the company. Then, when they meet up with CLIENT "X" in a very anticipated meeting only to have them read their "Competitors Name" in print versus their own because the person's computer replace-it button didn't catch it. I've seen client's get testy if you identified their business on the proposal heading as a "Company" versus "Corporation" or left out "INC." when they clearly display the word "Incorporated" on the business card? So, your package gets turned down. Did your proofing oversights play a small part in any way?
When I worked in Washington, DC back in the early 80’s, my boss was embarrassed somewhat with my writing skills, enough to make an arrangement with a DC area PR firm to have someone tutor me for a month (during my lunch hours) so that I could polish up my skills. He was fearful that I was working with a media group in a city that was known to have brought down famous figures let alone what they could do to a sports team yearning to get front page coverage.
I remember those days: my building president where I worked, would spot check every release that went out the door. Every Monday afternoon, a post-it note would be attached to many of my release drafts with comments like "Jim, what does this mean?"... "Jim, poor choice of grammar?"... "Jim, See Me!" ... etc. You know what: it was the BEST THING that ever happened to me going through this process over a five-year period. It did sharpen me up and no doubt that experience has played a significant role in the sales success I've enjoyed throughout the years and today. Your appearance is needed in every sales process but so is your writing skills and keeping everything mistake free! The ability to put it down on paper. Just like a high scoring forward in hockey or basketball but weak on defense. At some point, your liability will burn you!
One of the things I'll do with every new client is to get their take on my proposal? Not for the pricing (which they'll do in their own mind - LOL!!!), but how they viewed the way that I laid out my documents? Do I need to change anything? Did I use too many words? Over the years, I have personally heard from some clients that they've turned down proposals because of length or time to digest all of the fine print; for poor grammar and even appearance sloppiness, etc.
As I've stated before in previous blogs, your first meeting is the memory-maker, the one that leaves the imprint! It's the moment when a client starts to think in their mind "do we invest in this person, the business, or not?" It's all about your "complete body of work" that impacts a sales decision!
Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com
Wednesday, July 15, 2009
WHAT SPELLS CAREER SUCCESS?
I recently came across a copy of the Sporting News and thoroughly enjoyed a piece on Miami Dolphins’ quarterback Chad Pennington and his background got me thinking a lot about "what spells career success?”
For those of you that do not follow sports, Pennington led the New York Jets to the playoffs three times during his NFL career in the ‘Big Apple’ only to be unceremoniously cut once his team decided to acquire future Hall of Famer Brett Favre prior to last year. Pennington quickly seized a new opportunity with Miami. Walked into his first huddle with the club and went on to engineer one of the greatest comeback seasons in pro sports history - piloting the Dolphins to an 11-5 record and a postseason berth following a year in which Miami posted their worst ever win-loss campaign (1-15 in 2007).
When the Sporting News’ author asked Pennington “What is Success?” The NFL veteran responded: “That is a question I’m asked as a professional athlete time and time again. Sometimes, we think success is merely a destination, but it’s actually a journey”.
Pennington, who has fought adversity in college and in the pros mostly through injuries, further stated: “I didn’t say accept failure. I said embrace it. In our society today, we’ve labeled failure as taboo. We’ve been conditioned to avoid failure at all costs, and not embrace our mistakes and use them as learning tools. How do we truly know what success is without experiencing failure?”
Which leads me to another form of success, a story of mine dating back to 1977 when I first began my hockey management career in Billings, Montana. After two years with the junior hockey team, I received my first big league job offer to join the Minnesota North Stars at the young age of 23. Flattered, I agreed to their terms and joined the organization’s PR department. After a couple weeks on the job, I made a decision of a lifetime… one that would stun my bosses. I was going to walk away from my life’s dream. Yes, my bosses were not pleased. My rational: The job and my belonging at the time seemed to intimidate me? I just did not feel mature enough to handle the tasks in front of me. I purposely took a pay cut and returned back to junior Hockey to work for my old boss (from the Billings franchise) that was now running the Regina (Sask., Canada) Pats.
Upon my return, the Pats paid me $10,000 in Canadian funds. I rode a bicycle to work every day. Had no car license (yes, stubborn ole’ me!) But, I felt like I was on Top of the World once again! I viewed that one extra year as if I received my college degree in sports team operations and also in life! Did I ever regret walking away from the big leagues? Never! Would I have stumbled if I had stayed in that original position? Probably so!
That bit of adversity paid off for me. As my first season in Regina wound down, I was then given five (5) National Hockey League job offers to move back up to the big leagues. I accepted the Washington Capitals’ employment offer.
My one step back in time set me up for a sports team career that would never have flourished if the SOMEONE in me had put my ego before my heart back then. I, too, like Chad Pennington, found out that success truly does come in the form of a journey and not as a destination!
Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com
For those of you that do not follow sports, Pennington led the New York Jets to the playoffs three times during his NFL career in the ‘Big Apple’ only to be unceremoniously cut once his team decided to acquire future Hall of Famer Brett Favre prior to last year. Pennington quickly seized a new opportunity with Miami. Walked into his first huddle with the club and went on to engineer one of the greatest comeback seasons in pro sports history - piloting the Dolphins to an 11-5 record and a postseason berth following a year in which Miami posted their worst ever win-loss campaign (1-15 in 2007).
When the Sporting News’ author asked Pennington “What is Success?” The NFL veteran responded: “That is a question I’m asked as a professional athlete time and time again. Sometimes, we think success is merely a destination, but it’s actually a journey”.
Pennington, who has fought adversity in college and in the pros mostly through injuries, further stated: “I didn’t say accept failure. I said embrace it. In our society today, we’ve labeled failure as taboo. We’ve been conditioned to avoid failure at all costs, and not embrace our mistakes and use them as learning tools. How do we truly know what success is without experiencing failure?”
Which leads me to another form of success, a story of mine dating back to 1977 when I first began my hockey management career in Billings, Montana. After two years with the junior hockey team, I received my first big league job offer to join the Minnesota North Stars at the young age of 23. Flattered, I agreed to their terms and joined the organization’s PR department. After a couple weeks on the job, I made a decision of a lifetime… one that would stun my bosses. I was going to walk away from my life’s dream. Yes, my bosses were not pleased. My rational: The job and my belonging at the time seemed to intimidate me? I just did not feel mature enough to handle the tasks in front of me. I purposely took a pay cut and returned back to junior Hockey to work for my old boss (from the Billings franchise) that was now running the Regina (Sask., Canada) Pats.
Upon my return, the Pats paid me $10,000 in Canadian funds. I rode a bicycle to work every day. Had no car license (yes, stubborn ole’ me!) But, I felt like I was on Top of the World once again! I viewed that one extra year as if I received my college degree in sports team operations and also in life! Did I ever regret walking away from the big leagues? Never! Would I have stumbled if I had stayed in that original position? Probably so!
That bit of adversity paid off for me. As my first season in Regina wound down, I was then given five (5) National Hockey League job offers to move back up to the big leagues. I accepted the Washington Capitals’ employment offer.
My one step back in time set me up for a sports team career that would never have flourished if the SOMEONE in me had put my ego before my heart back then. I, too, like Chad Pennington, found out that success truly does come in the form of a journey and not as a destination!
Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com
TOP SALES TIPS!
Everyday sales tips from my own personal career experiences...
* Be Passionate about your job. You’ve got to have Fun! But no job is ever going to be perfect. We all have issues in addition to battling office gossip and daily bickering. YOU DRIVE YOUR CAR AND IT’S THE DRIVE IN YOU THAT FILLS YOUR SUCCESS TANK EACH AND EVERY DAY!
* Every business has a memory. Sellers do not control the product but they do control the experience!
* Keys on being a success in Sales? Just like a marriage, don’t let your client go to rust! Keep the relationship fresh. Toss in a surprise now and then. Be seen with the client. Watch out for his/her best interest. They must believe in you!
* Sales is like dating. Don’t try to walk up the alter after the first meeting. Ask questions. Learn the client’s business. Who are their competitors? Who are their clients? Piece the puzzle together.
* CO-OP!! It’s been around for years but most businesses are not aware how they can save on their investment by involving their best customers or suppliers. CO-OP'ing business partners is your ticket to success if you can talk this talk!
* Don’t leave money on the table. Spend time in front of your prospects and customers each week.
* The relationship building and communications you do during the season pays off at renewal time.
* No one can reject you unless you rejected yourself!
* Every day, you must Recruit, Progress and Close! It is your recipe to financial success!
* We all get spiked now & then in the game of Sales Volleyball. Key is to return the serve (keeping the conversation going!)
May the above serve as your inspirational reminders for today and tomorrow!!
Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com
* Be Passionate about your job. You’ve got to have Fun! But no job is ever going to be perfect. We all have issues in addition to battling office gossip and daily bickering. YOU DRIVE YOUR CAR AND IT’S THE DRIVE IN YOU THAT FILLS YOUR SUCCESS TANK EACH AND EVERY DAY!
* Every business has a memory. Sellers do not control the product but they do control the experience!
* Keys on being a success in Sales? Just like a marriage, don’t let your client go to rust! Keep the relationship fresh. Toss in a surprise now and then. Be seen with the client. Watch out for his/her best interest. They must believe in you!
* Sales is like dating. Don’t try to walk up the alter after the first meeting. Ask questions. Learn the client’s business. Who are their competitors? Who are their clients? Piece the puzzle together.
* CO-OP!! It’s been around for years but most businesses are not aware how they can save on their investment by involving their best customers or suppliers. CO-OP'ing business partners is your ticket to success if you can talk this talk!
* Don’t leave money on the table. Spend time in front of your prospects and customers each week.
* The relationship building and communications you do during the season pays off at renewal time.
* No one can reject you unless you rejected yourself!
* Every day, you must Recruit, Progress and Close! It is your recipe to financial success!
* We all get spiked now & then in the game of Sales Volleyball. Key is to return the serve (keeping the conversation going!)
May the above serve as your inspirational reminders for today and tomorrow!!
Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com
SELLING FOR THE RIGHT REASONS!
Right out of the blocks I am going to hit you with a Steven Strasburg fastball (he, who can pitch a baseball at speeds of over 100 mph), which is: don’t sell for commission or even program your mind as to why this is the only reason you head out the door each day looking to make a sales transaction? Rather, sell for enjoyment, the challenge and personal satisfaction that the job provides. You do that, there's no doubt that you'll reap the financial benefits your employer has graciously set up for you! Read on ...
I was once involved in a sales meeting at a restaurant. Your typical type of meeting except once the initial greetings were exchanged, I began to inquire as to how this person’s establishment changed their soda (pop) filters? Unusual question? I knew it caught my client off guard and this was not a scripted question. It was asked because I am a typical curious person. One that LOVES to LEARN about everyone’s business and what makes the company a success? As well, I like to find out what path did my counterpart take to finally sit in the executive’s chair or become a decision-making manager?
Anyhow, my restaurant client told me that he usually gets the sales reps coming in only to ask “if he would buy a program ad?” or to “interest him in a pair of tickets?” After I offered my question on soda filters, my client instantly perked up and told me all about his procedures for changing filters. I was fascinated by the exchange. Then, positioning myself as the “consumer”, I proceeded to tell my client that what leads me to any restaurant most always is the quality and taste of the Coca-Cola or Pepsi fountain product and in some cases, the style & taste of the French Fries!
I even relayed a story to my restaurant client on what my Coca-Cola rep once shared with me: that is if you wanted to enjoy the purest form of Coca-Cola, go to a McDonald’s Restaurant because they have such sophisticated quality control equipment and computerized systems to make sure that the soft drink filters are changed periodically. I told my client how important it is for a restaurant to make sure that they have the best tasting beverages because it will be engraved in the consumer's mind everytime he chooses a restaurant for his next meal: great soda/pop or lousy soda/pop? It serves as a great “lead-in” for most people! After my consumer feedback, the restaurant contact said that “I was the first person to come before him and actually try to help his business versus the others that didn’t care about his business other than to hope he’d say ‘yes’ for a sale”.
My restaurant client then offered up these words of advice to me “I get so tired of these sales reps coming to my place all the time just expecting that I’m this automatic buy; someone who’s obligated to open up his wallet and if I don’t, I’m the one responsible for this sales rep not making his monthly mortgage payment”.
The end result of the story: we sold season tickets, activated a partnership and built a relationship that still goes on ten years later to this date!
I always credit my former boss and the business motto he instilled into me: "Take a job for the fun it can be! You produce, you will get rewarded!”
Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com
I was once involved in a sales meeting at a restaurant. Your typical type of meeting except once the initial greetings were exchanged, I began to inquire as to how this person’s establishment changed their soda (pop) filters? Unusual question? I knew it caught my client off guard and this was not a scripted question. It was asked because I am a typical curious person. One that LOVES to LEARN about everyone’s business and what makes the company a success? As well, I like to find out what path did my counterpart take to finally sit in the executive’s chair or become a decision-making manager?
Anyhow, my restaurant client told me that he usually gets the sales reps coming in only to ask “if he would buy a program ad?” or to “interest him in a pair of tickets?” After I offered my question on soda filters, my client instantly perked up and told me all about his procedures for changing filters. I was fascinated by the exchange. Then, positioning myself as the “consumer”, I proceeded to tell my client that what leads me to any restaurant most always is the quality and taste of the Coca-Cola or Pepsi fountain product and in some cases, the style & taste of the French Fries!
I even relayed a story to my restaurant client on what my Coca-Cola rep once shared with me: that is if you wanted to enjoy the purest form of Coca-Cola, go to a McDonald’s Restaurant because they have such sophisticated quality control equipment and computerized systems to make sure that the soft drink filters are changed periodically. I told my client how important it is for a restaurant to make sure that they have the best tasting beverages because it will be engraved in the consumer's mind everytime he chooses a restaurant for his next meal: great soda/pop or lousy soda/pop? It serves as a great “lead-in” for most people! After my consumer feedback, the restaurant contact said that “I was the first person to come before him and actually try to help his business versus the others that didn’t care about his business other than to hope he’d say ‘yes’ for a sale”.
My restaurant client then offered up these words of advice to me “I get so tired of these sales reps coming to my place all the time just expecting that I’m this automatic buy; someone who’s obligated to open up his wallet and if I don’t, I’m the one responsible for this sales rep not making his monthly mortgage payment”.
The end result of the story: we sold season tickets, activated a partnership and built a relationship that still goes on ten years later to this date!
I always credit my former boss and the business motto he instilled into me: "Take a job for the fun it can be! You produce, you will get rewarded!”
Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com
Friday, July 10, 2009
PERSONAL TIPS TO UNCOVER NEW SALES PROSPECTS!
Personal experiences of mine from a sports team executive that can be tailored to any rep in the sales business ...
* Invest in your local city newspaper. Browse through articles and advertisements. Great way to pull up new businesses and learn of the top contacts for that company! Every paper will also have a business section or at the very least, dedicate one day each week to discuss the hot business topics in your local market area. You’ll learn who the movers and shakers are, those that received job promotions and the new executives coming to the city. Some communities will actually publish a local Business Journal, which doubles your opportunity to find new leads!
* Check your local newspaper “Want Ads Sections” and zero in on the company’s that are hiring. What you’re looking for are the Human Resource Directors, Office/General Managers, etc., that get posted. This is a great way to uncover LEADS for your sales staff and introduce your personnel directly to the "decision makers" versus making random cold calls!
* Look closely in your Business Section of the newspaper for postings of "New Business Licenses" and "Corporate Filings". These are the Businesses getting ready to develop property and open up shop in your city! BE THE FIRST TO KNOCK ON THEIR DOOR!
* At home or heading to a meeting, take time to surf the radio dials and TV stations. Listen and pay attention to the local ads that are running. If you’re a sports team sales rep, pay closer attention to the AM dials. Same on Cable TV with ESPN. Watch to see which local company’s in your city are buying a specific sports channel!
* Be aware of the highway billboard displays. These are great prospects to contact for signage sales!
* Facebook and Linkedin's global networks can help you recruit key decision makers related to your specific product. A great opportunity to get to know your prospect’s background, their likes, philosophy and personal contacts. Every call and appointment you make, ask your contact if they are involved with these Social Media sites and if they would like to network?
* Catalog what businesses are sponsoring your local high school events, minor pros and big leagues. Regardless of when your team plays (winter or summer), pay attention to those sponsors that are investing in your specific playing time of year. There are corporate partners that buy only certain times a year. Depending on your demographic appeal, don't lose sight of the businesses that support the arts and theatre!
* Recruit your prospects at your own events. Where I gain my most success is to simply stand out in the front lobby at my arena before every game and reach out and welcome my customers. Those that seem engaging, I’ll ask: "This your first game?" Pending the response, I can go into different conversations. I’ll try to find the customer’s seat location if there appears to be time; if not, I will pass out my business card and collect a name/title/business/phone number, HOW? I carry a pack of Post-It (Sticky) Notes with me at every game. I will have the customer quickly write down those key contact pieces for me. (The "Banana" theory of sales takes over now... which is, you must follow up on these leads within three days before the lead goes rotten!)
* Stand in at the Portal Areas of the concourse during your actual events. At our hockey games, the fans are held up at the stairways during every stoppage of play by a "stop sign display" from an arena usher. During these moments, I get myself in position to enjoy a "captive audience of fans" and can ask one or two targeted questions to my guests and come away with a terrific batch of sales leads. Each year, my goal is to uncover at least "300" new prospects over the course of a season (10 per game x 30).
* The easiest tip of them all: Simply ask for REFERRALS after every meeting or conversation you enjoy with a prospect!
NOTE: Stock your vehicle with some packs of “Post-It Notes” and “Clicky Pens” to jot down your new prospects when moving around your city each day! Do make sure that you cross reference your team’s client list afterwards to make sure these new contacts are OK to pursue!
Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com
* Invest in your local city newspaper. Browse through articles and advertisements. Great way to pull up new businesses and learn of the top contacts for that company! Every paper will also have a business section or at the very least, dedicate one day each week to discuss the hot business topics in your local market area. You’ll learn who the movers and shakers are, those that received job promotions and the new executives coming to the city. Some communities will actually publish a local Business Journal, which doubles your opportunity to find new leads!
* Check your local newspaper “Want Ads Sections” and zero in on the company’s that are hiring. What you’re looking for are the Human Resource Directors, Office/General Managers, etc., that get posted. This is a great way to uncover LEADS for your sales staff and introduce your personnel directly to the "decision makers" versus making random cold calls!
* Look closely in your Business Section of the newspaper for postings of "New Business Licenses" and "Corporate Filings". These are the Businesses getting ready to develop property and open up shop in your city! BE THE FIRST TO KNOCK ON THEIR DOOR!
* At home or heading to a meeting, take time to surf the radio dials and TV stations. Listen and pay attention to the local ads that are running. If you’re a sports team sales rep, pay closer attention to the AM dials. Same on Cable TV with ESPN. Watch to see which local company’s in your city are buying a specific sports channel!
* Be aware of the highway billboard displays. These are great prospects to contact for signage sales!
* Facebook and Linkedin's global networks can help you recruit key decision makers related to your specific product. A great opportunity to get to know your prospect’s background, their likes, philosophy and personal contacts. Every call and appointment you make, ask your contact if they are involved with these Social Media sites and if they would like to network?
* Catalog what businesses are sponsoring your local high school events, minor pros and big leagues. Regardless of when your team plays (winter or summer), pay attention to those sponsors that are investing in your specific playing time of year. There are corporate partners that buy only certain times a year. Depending on your demographic appeal, don't lose sight of the businesses that support the arts and theatre!
* Recruit your prospects at your own events. Where I gain my most success is to simply stand out in the front lobby at my arena before every game and reach out and welcome my customers. Those that seem engaging, I’ll ask: "This your first game?" Pending the response, I can go into different conversations. I’ll try to find the customer’s seat location if there appears to be time; if not, I will pass out my business card and collect a name/title/business/phone number, HOW? I carry a pack of Post-It (Sticky) Notes with me at every game. I will have the customer quickly write down those key contact pieces for me. (The "Banana" theory of sales takes over now... which is, you must follow up on these leads within three days before the lead goes rotten!)
* Stand in at the Portal Areas of the concourse during your actual events. At our hockey games, the fans are held up at the stairways during every stoppage of play by a "stop sign display" from an arena usher. During these moments, I get myself in position to enjoy a "captive audience of fans" and can ask one or two targeted questions to my guests and come away with a terrific batch of sales leads. Each year, my goal is to uncover at least "300" new prospects over the course of a season (10 per game x 30).
* The easiest tip of them all: Simply ask for REFERRALS after every meeting or conversation you enjoy with a prospect!
NOTE: Stock your vehicle with some packs of “Post-It Notes” and “Clicky Pens” to jot down your new prospects when moving around your city each day! Do make sure that you cross reference your team’s client list afterwards to make sure these new contacts are OK to pursue!
Jim Loria, Career Planning Expert for Sports Professionals
Email address: loria@sfstampede.com
Friday, July 3, 2009
DON'T SACRIFICE HUMAN TOUCH & COMMUNICATING!
This is a plea to my young Twitter and Linkedin followers: “Never slack off on communicating” but more importantly, don’t ever discount how much the “Human Touch” effect can have on your business (and personal) relationships
I’m not faulting the younger generation. There are so many Social Media options made available to them today. The line of communications for today’s youths, teens and college students nowadays is done mostly through Text, Facebook and My Space. Just the other day, for example, I was standing in a convenience store line waiting at the checkout counter. A Mom was ahead of me with her two young children trying to wrap up her purchases. Her young boy, I’m guessing age seven or so, was texting off of his cell phone. The sister, maybe five at best, had a headset on, listening to her IPOD music and being totally oblivious to Mom.
This piece is a reminder to not become that convenience store moment in your life and shut out your family, your friends and your business clients. To succeed in life. To feel wanted. To feel good about one’s self, it starts and ends with a little bit of “Human Touch” as the Boss (Bruce Springsteen) once sang! I said this once before in a previous Blog of mine in that my first big league boss years ago always knew how to fill my gas tank everyday at the office. He just had to say “JIMMY BOY” but it was also a certain way that he said those words. It was the look I got when he entered the office each day. If we had computers and e-mail back then in 1980, I’d hate to see how our relationship would have evolved without those special moments of what I call “Human Touch?” Would I even be the person I am today without it?
That small bit of “Human Touch” was a key part in my drive to succeed. It’s what got me pumped everyday even though I was working in the “Big Leagues” and that accomplishment alone should have been the motivating factor. Trust me, it was my boss reaching out to me. That little way he addressed my name. That look he gave me. That’s what fueled my engine!
So please don’t hide behind your computers or cell phones. Reach out to your business customers. Demand of yourself to get face time! It’s okay to follow up periodically with a client through those modern electronic devices but it’s the human element involved in relationship building that will always forward the process! Similar to the world of a politician, there’s a reason why they must always get out each year and campaign for votes and shake hands with their constituents! Do you feel comfortable voting for someone that you’ve never met or heard speak?
Jim Loria
E-Mail: loria@sfstampede.com
I’m not faulting the younger generation. There are so many Social Media options made available to them today. The line of communications for today’s youths, teens and college students nowadays is done mostly through Text, Facebook and My Space. Just the other day, for example, I was standing in a convenience store line waiting at the checkout counter. A Mom was ahead of me with her two young children trying to wrap up her purchases. Her young boy, I’m guessing age seven or so, was texting off of his cell phone. The sister, maybe five at best, had a headset on, listening to her IPOD music and being totally oblivious to Mom.
This piece is a reminder to not become that convenience store moment in your life and shut out your family, your friends and your business clients. To succeed in life. To feel wanted. To feel good about one’s self, it starts and ends with a little bit of “Human Touch” as the Boss (Bruce Springsteen) once sang! I said this once before in a previous Blog of mine in that my first big league boss years ago always knew how to fill my gas tank everyday at the office. He just had to say “JIMMY BOY” but it was also a certain way that he said those words. It was the look I got when he entered the office each day. If we had computers and e-mail back then in 1980, I’d hate to see how our relationship would have evolved without those special moments of what I call “Human Touch?” Would I even be the person I am today without it?
That small bit of “Human Touch” was a key part in my drive to succeed. It’s what got me pumped everyday even though I was working in the “Big Leagues” and that accomplishment alone should have been the motivating factor. Trust me, it was my boss reaching out to me. That little way he addressed my name. That look he gave me. That’s what fueled my engine!
So please don’t hide behind your computers or cell phones. Reach out to your business customers. Demand of yourself to get face time! It’s okay to follow up periodically with a client through those modern electronic devices but it’s the human element involved in relationship building that will always forward the process! Similar to the world of a politician, there’s a reason why they must always get out each year and campaign for votes and shake hands with their constituents! Do you feel comfortable voting for someone that you’ve never met or heard speak?
Jim Loria
E-Mail: loria@sfstampede.com
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