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The Orlando Solar Bears wanted to identify and convert strong leads into package ticket buyers. The key issue: how to effectively upsell fans who had shown interest in attending multiple games but had not yet committed to purchasing any ticket packages.
The Solar Bears implemented an innovative approach to identify and engage potential package buyers. Throughout the season, the team used StellarAlgo to pull lists of fans who had purchased tickets to multiple games but had not bought any ticket package. Before these fans attended their third game, the sales team sent them an email invitation to a free hospitality experience that included complimentary food and beverages.
The Solar Bears also set expectations by making it very clear to the fans that they would be pitched on a package as part of the event. These fans were already qualified based on their past purchase behavior and their willingness to attend the event, making them strong leads for the Solar Bears.
fans activated across the season
tracked revenue from package sales
close rate from fans who attended the hospitality experience
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