We all have heard that awful word when trying to win some new business from a team, league, or even just a customer visiting one of our facilities: “No.” So at that time of rejection, the question becomes, “now what?” The most valuable lesson you can learn in sales is this: “no” most times means “not now”. We are all trying to build our baseball and softball businesses, and in doing so should be contacting everyone from league presidents, to head coaches, to parents and players in our communities. We will be proposing everything from pant voucher deals to travel team partnership plans to uniform and equipment deals to lessons and memberships. And let’s face it, we will hear NO a lot more than we will hear YES. Welcome to sales, come on in. It’s very important to remember that the key to sales is diligence and perseverance. If at first you don’t succeed…well, you know the rest. The difference between success and failure in any sales situation is filling a need and establishing value, and sometimes that can take time. The worst thing any of us can to when we are told “no” is disappear. “Thank you for your time, and have a nice life” is a game plan for disaster. We need to stay in front of these folks. Sometimes they just need to know that we are not going anywhere. In most situations you will need to earn their business, not just ask for it. Factors that effect their situation will often change, and if you are not in front of them (not physically, but “top of mind”), you will never know it. Don’t be forgotten. If you asked for a pant voucher deal last year, and the league said no, be sure to ask again this year, and next year, and every year. If you take a customer on a facility tour and try to sell them a membership and they say no, it may be that they didn’t see the value that day. After several visits to the facility and a few lessons, they may be more open to the idea; so be sure to ask again…and again. You may have attempted to get a team’s uniform or equipment business a time or two and they always said no because they have been doing business with someone else for years. But if we are not in front of that person as often as possible, and continue working for the business, they will forget about you when their situation does change. Simply put; we need to be salespeople not order takers. Many of us have faced a pitcher that “has our number”. Somebody we just couldn’t hit. In that situation, we have two options. We can stay on the bench and avoid another potential out, or dig in, make adjustments and keep swinging. If you choose the latter, I can guarantee you that the hit, when it comes, is much sweeter. To run with the analogy a bit more, sometimes we need the “bleeder” to bust out of the slump. We can’t always swing for the fences. Sometimes a smaller deal to get our foot in the door is just what we need to help cultivate the relationship. Next time a double, then a triple…ok you get the point. Read More . . .
Extra Innings Franchise Blog
Extra Innings featured in USA Today as one of the HOT franchise concepts in 2013 Read More . . .
It is hard to underestimate the importance of a good record keeping system for your business. Everyone in business must keep records, especially those that will come in handy when it’s time to think about taxes on the business. There are several good accounting programs, such as QuickBooks, that will simplify this process. Some type of file will also help to organize your day to day paperwork. No matter what type of business you are in it is important to have a system that works for you. Read More . . .
The first gift card using a payment infrastructure was introduced by Blockbuster Entertainment in 1994. It was used in place of the customary gift certificates that were very easy to counterfeit with the introduction of color copiers and printers. Blockbuster was followed by companies such as Neiman Marcus and the Mobil Gas Card. Read More . . .
By Mark Andrews, VP of Franchise Sales Read More . . .
The October edition of Franchising World is out and it seems that the franchising world as we know is focusing on real estate. Two articles stuck out, “10 Questions to Ask Your Landlord” and “Benefits of Site Selection with a Real Estate Broker”. When considering a home or a business, we’ve all heard the proverbial phrase – “location, location, location!” Is this true? Does it matter for all businesses where you are located? No, not necessarily. Read More . . .
Extra Innings has recently found out some very exciting news to share with their followers – for the second time in a row, they have been placed on the list of top 5000 privately held companies in America by Inc Magazine! They now join the rare group of businesses that have appeared on the list multiple times, many of which have grown to become national icons, such as Zappos, Under Armour, Microsoft, Jamba Juice, and Pandora to name a few. Read More . . .
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