WINTERWORKSHOP 2013PROSPECTING &MARKETING

A training update presented by Jared Youtzy & Scott O’Donnell

WELCOME!

WHAT WE’LL BE COVERING

• Campus Manager Marketing Plan Version 2.0– Turning “Not a Customer” to “Current Customer”– Finding and Updating Your Greek Contacts– Utilizing the Past Customer List – Updated Monthly Tabs on Marketing Plan

• Understanding the Importance of Prospecting– Spring Opportunities– Past Campus Manager Experiences– Unique Prospecting Tips

• Marketing in the Second Half– Ways to Utilize Your Marketing Materials– Cross-Selling

2013 CAMPUS MANAGER

MARKETING CALENDAR

PROSPECTINGUNDERSTANDING THE IMPORTANCE OF

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SPRING SALES

OPPORTUNITES

SPRING SALES OPPORTUNITES/CONT’D

NEW OFFICER ELECTIONS

SPRING PHILANTHROPIES

SPRING RUSH/RECRUITMENT

SPRING BREAK

GREEK WEEK

CAMPUS SPECIFIC EVENTS

• A majority of Greek life have new officer elections every Spring

• Great opportunity to make a positive first impression with the new decision makers

• Work with your current contact to get the names and contact information for new officers

• Reach out to Recruitment Chair ASAP

• Offer discounts on customer’s first order of the semester to build loyalty

• Utilize the online art gallery as a catalyst for sales

• One of the BIGGEST events of the year for sales and networking

• Find the proper contacts and reach out AT LEAST a month in advance

• Work with your BDL on pricing to ensure we get the order

• Offer “free” items with their order(sunglasses, flyers, etc.)

• Contact every Philanthropy Chair and make a detailed calendar for the entire Spring semester

• Make sure to utilize and offer the University Tees’ matching philanthropy donation service

• Offer to help out at the event

• Utilize the online art gallery for some of our original Spring Break designs

• Create a Birdbank project with multiple items like tank tops, sunglasses, koozies, towels, etc.

• KNOW YOUR CAMPUS

• Make a list of all the major events occurring on campus

• Make a campus-wide Birdbank for a Spring event on campus.

SIMPLE WAYS TO PROSPECT

Most Common• Emails• Attending IFC &

Panhel Meetings• Facebook Posts• Networking with

Friends

Most Effective• Texting Prospects• Cold Calling• Facebook “Mutual

Friends” Networking• Incentivized Referrals

STRATEGICMARKETINGEXAMPLES

• Make “goodie bag” for important groups and meetings (Cookiecutter.com)

• Leave behinds at your Greek administration office

• Posting designs and art gallery to Facebook

• No more dumping materials in the Union!

UTILIZINGMARKETINGMATERIALS

• Returning CM’s: What are some creative and effective ways you used your marketing materials last semester?

• Handwritten notes

• Marketing to returning customers: Make shirts for an event, go to that event, ask if you could help out in anyway.

Cross-Selling

RECAP

• Review of the new CM Marketing Calendar

• Prospecting for the Spring semester

• Unique marketing strategies

09000 2 87654321510 04 98765432103 9876543210987654321021 987654321098765432100Hours Minutes Seconds

What are your take-aways?