|
What
I learned from a Jonas Brother’s Concert
Recently I had the opportunity to purchase tickets to
a Jonas Brother’s concert in Houston. I jumped on it because I thought it
would be a great experience for my kids. Following is a recap of what I saw
at the concert and how it applies to sales.
1)
Defined Market – There is no doubt about,
they have a female fan base between the ages of 6 and 16. In fact, there
were so many women at the concert that some of the men’s restrooms were
converted to Women’s restrooms to accommodate the overwhelming female attendance. How defined is your market? Do you try
to sell to everyone, or do you have a defined target?
2)
Share your personal story – Nick Jonas has diabetes. He
did about a 5 minute monologue about his diabetes and how he has fought
through it and how thankful he is for the fan support. This is a very
personal matter, yet he was open and is sharing it with the world. You have a unique and fascinating
story. Are you sharing it with your clients and prospects?
3)
Planning and rehearsal – the show was fabulously
choreographed. Every minute of the show, everyone knew exactly where they
needed to be. If they weren’t there, they would miss the set changes,
stage rising or lowering, water falling, etc. Every move was rehearsed and practiced, yet
it seemed very natural to the unsuspecting eye. Nothing was left to
chance. Is your presentation well
rehearsed and timed? Do you know where you need to be when you need to be
there? Are you leaving anything to chance?
4)
People will pay any price if they really like you – The ticket prices were not
cheap. We paid about 90 bucks times four. Another 18,000 fans also paid
that much or perhaps more! And of
course the show was sold out! It’s true, people
will pay any price if they really like you and want to see you. What are you doing so your prospects and
clients really like you and are willing to pay any price for your
services? How do you differ from everyone else?
5)
It’s all about the marketing – As a former professional musician,
I can tell you that even though the Jonas Brother’s are talented
musicians in their own right, they are not out of this world. What makes them unique is the total
marketing package. Three brithers, well rounded
musicians, filling the need for a tween pop
sensation, opening for Hannah Montana, and of course the Disney marketing
machine behind them 100%. What are
you doing about your own marketing? Are you doing more than your
competitors? Are you stepping it up and challenging yourself every day?
6)
There is always room for one
more – As I mentioned, the show was sold
out, but there were a few empty seats. Even thought technically there
were no more tickets available, somehow a few more people could have made
it in. As you are selling, how
often have you heard, we are done with our budget, our cycle begins in 10
months, etc, etc. Chances are, there is still
room for one more. How bad do you want it? Will you simply take no for an
answer or will you kick and scratch until you get in?
Read More
|
