Sports Marketing Machine Podcast

Send us a textIn this episode, Jeremy breaks down one of the most overlooked—but most profitable—windows in the entire sports marketing calendar: Q5, the five-to-seven-day stretch between Christmas and New Year’s. While big advertisers shut down campaigns and CPMs plummet, fans are at home scrolling with gift cards, holiday cash, and a “treat yourself” mindset. Jeremy explains why Q5 consistently delivers cheaper traffic, higher conversions, and a massive edge for teams who prepare simple, compelling offers. You’ll walk away with tactical ideas, best practices, and pitfalls to avoid so you can win that week without increasing your budget.Key Topics CoveredWhat Q5 is and why marketers consider it the “hidden fifth quarter.”Why ad costs drop 20–50% and how sports teams can capitalizeThe psychological mindset of fans between Christmas and New Year’sThe four big benefits of Q5: cheaper ads, impulse buying, treat-yourself energy, and better-performing creativeTactical promos perfect for Q5: mystery packs, January/February packs, flash offers, family-focused bundlesWhy storytelling ads and light content crush during this windowWhat NOT to do during Q5 (complicated offers, pausing spend, ignoring warm audiences)How Q5 builds momentum for January–March ticket salesSuggested Timestamps00:00 — What is Q5 and why sports teams ignore it 01:06 — Why advertisers disappear (and why that's good for you) 03:33 — Cheaper CPMs, CPCs, and conversions: the Q5 advantage 05:55 — The “treat yourself” mindset and holiday buyer psychology 08:15 — Q5 offer ideas: mystery packs, winter ticket packs, flash promos 10:27 — Using content to cheaply warm audiences 11:38 — Q5 cautions and best practices 12:49 — Final thoughts + why Q5 is the easiest win of the yearCall to ActionGot a Q5 idea you want to pressure test? Want help shaping an offer, promotion, or ad angle for that week? Send Jeremy a message or schedule a quick 10–20 minute call to brainstorm your Q5 plan and set up your January–March sales for a major lift.Sports Marketing Machine on LinkedInSports Marketing Machine on InstagramBook a call with Jeremy from Sports Marketing Machine

Send us a textBuyout nights are one of the most misunderstood tools in sports marketing. Some teams swear by them — others won’t touch them with a ten-foot pole. In this episode, Jeremy breaks down exactly why buyout nights can be a revenue machine and a sponsor slam dunk… but also how they can quietly erode your ticketing strategy, overwhelm your operations, and reposition your brand as the “free entertainment option” in your community.You’ll learn the financial upside, the hidden dangers, the operational realities, and a step-by-step framework for running buyout nights with intention — including the essential data capture, segmentation, bounce-back offers, and sponsor recaps that turn a one-night giveaway into long-term revenue.Whether you’ve done buyout nights for years or you’re debating your first one, this episode gives you the guardrails you need to do them right.Key Topics Covered:✔ Why Buyout Nights Work — When They WorkGuaranteed revenue upfront, regardless of opponent, weather, or win-loss recordPerfect for teams in unpredictable climates or with volatile attendance rhythmsCreates a “manufactured” packed house that directly enhances game entertainmentStrengthens sponsor relationships through visibility, goodwill, and community impactFunctions as a massive sampling event for new or casual fansActs as one of the cheapest fan acquisition channels when data is captured properly✔ The Hidden Downsides Most Teams IgnoreTraining your market to wait for free tickets (the “coupon culture” problem)Risk of season ticket holders questioning their investmentFree/discounted attendees spend less, engage less, and convert lessTurning your brand into the low-price entertainment option in townSponsor expectations ballooning after their first successful buyout nightOperational meltdowns when attendance jumps from 2,000 to 7,000 unexpectedlyLost marketing value if fan data isn’t collected every single time✔ Why Email & Contact Capture Is Non-NegotiableTurning “visitors” into “buyers” starts with having their informationFree ticket = free lead… only if you set the system up correctlySimple Google Form strategy: name, email, phone, zip, and one qualifying questionHow these leads power future meta audiences, family offers, and retargeting campaignsWhy collecting data turns buyout night into one of your highest ROI events of the seasonTimestamps00:00 — Introduction: Why buyout nights spark so much debate 01:30 — The benefits: guaranteed revenue, packed buildings, sponsor wins 04:02 — How buyout nights boost community goodwill and brand visibility 06:06 — The lead-generation opportunities teams often miss 09:02 — The downside: discount culture, low-value fans, and pricing damage 12:50 — Operational challenges when attendance explodes overnight 14:49 — The secret sauce: bounce-backs, segmentation, sponsor POP recaps 17:23 — Final takeaways: Intentional vs. accidental buyout nightsCall to ActionThinking about running a buyout night? Not sure how to price it, structure it, or avoid the pitfalls? Reach out and schedule a call — Jeremy can help you build a buyout straSports Marketing Machine on LinkedInSports Marketing Machine on InstagramBook a call with Jeremy from Sports Marketing Machine

Discover the intriguing case of a minor league team's 'mystery pack' promotion that remarkably sold 700 opening day tickets months in advance. Explore the four key levers of success: price, surprise, giftability, and game-specific demand. Learn how perceived value can transform mystery into excitement while ensuring low-risk purchases. Jeremy shares creative templates for themed packs that can double as gifts. Plus, find out how to stir up hype for key game nights and measure the true impact of your strategy.

Send us a textn this episode, Jeremy breaks down Conversion Rate Optimization (CRO) in the simplest, most actionable way for sports teams. You’ll learn what CRO actually means, which parts of the process you can control, and how small tweaks to your copy, creative, and landing pages can turn more fans into ticket buyers. If you’ve ever wondered why your ads get clicks but not sales, this episode gives you the clarity you’ve been missing.Key Topics CoveredWhat CRO really means for sports teams and why it mattersThe difference between controllable and uncontrollable factors (hint: your ticketing software isn’t one of them)How to improve conversion rates through stronger copy, visuals, and offer clarityWhy “Buy Tickets” beats “Click Here to Learn More” every timeThe importance of landing page congruency with your adsTracking the right metrics: website visitors → buyersHow email simplicity boosts conversionsWhy CRO isn’t magic—it’s math, momentum, and message clarityTimestamps00:00 — Introduction: What CRO is (and what it isn’t) 01:06 — Breaking down conversion rate basics 03:30 — What you can’t control (ticketing software headaches) 04:00 — What you can control: copy, creative, CTAs, and layout 05:49 — Metrics that matter: website traffic → single-game sales 07:00 — Email mistakes teams make and how to fix them 08:11 — Seasonal conversion rate trends and how to optimize 09:45 — Final thoughts + how to get help diagnosing your sales and marketing performanceSound Bite Pulls“You only have one offer.”“One offer per landing page.”“They want to buy now.”“CRO isn’t magic. It’s math.”Social Teaser Hooks“If your ads get clicks but not sales, the problem isn’t the targeting—it’s what happens after the click.”“Sports teams don’t need more traffic. They need more conversion.”“Stop overwhelming fans. One page. One offer. One clear next step.”Call to ActionIf this episode helped you understand CRO in a new light, share it with someone on your team who’s trying to sell more tickets or sharpen their digital marketing. If you want Jeremy to review your sales + marketing performance and uncover growth opportunities, you can always connect at SportsMarketingMachine.com.Sports Marketing Machine on LinkedInSports Marketing Machine on InstagramBook a call with Jeremy from Sports Marketing Machine

Send us a textNot all surveys are created equal. In this episode, Jeremy breaks down the crucial difference between community surveys (awareness audits) and fan surveys (experience audits)—and how using both strategically can turn feedback into real ticket sales. Learn when to deploy each, what questions to ask, and how to connect survey results directly to your CRM to uncover actionable insights that boost revenue and fan loyalty.Key Topics CoveredThe real difference between a community survey and a fan surveyHow to use surveys to uncover brand awareness gaps and fan experience issuesWhy perception (community) and behavior (fans) require different approachesHow to segment survey data by purchase history and fan typeTurning survey results into ticket sales, renewals, and sponsorship leadsHow attention and retention work together to build community momentumCommon mistakes teams make when collecting and analyzing survey dataPractical examples of survey insights driving smarter marketing and ad placementChapters & Highlights00:00 – Understanding surveys in sports marketing 01:00 – What a community survey really measures (perception, not performance) 03:20 – The fan survey: your experience audit 05:40 – When and how to deploy each type of survey 08:00 – Turning raw feedback into an actionable ticket sales strategy 10:30 – How to segment and analyze survey data to uncover buying intent 12:00 – Final takeaways: attention + retention = community momentumQuote Pulls“A community survey tells you what people think about your brand. A fan survey tells you how they feel about your experience.”“Always connect survey results back to ticket information — that’s how you turn feedback into ticket sales.”“Think of surveys not as paperwork, but as your next year’s playbook.”Call to ActionIf this episode got you thinking about how your team collects feedback, don’t wait until the end of the season—start now. Learn more about building smart, segmented survey dashboards at sportsmarketingmachine.com under the Fan+ Survey service.And if you found this helpful, share it with a fellow marketer or GM who wants to use their data better and sell more tickets.Sports Marketing Machine on LinkedInSports Marketing Machine on InstagramBook a call with Jeremy from Sports Marketing Machine

Discover how sports teams can create unmissable Black Friday offers that fans will love! Learn the secrets of stacking value over slashing prices. Explore the powerful Value Equation and why framing deals as 'buy X, get Y' works wonders. Jeremy reveals a three-phase launch plan to maximize sales and emphasizes competing on experience instead of discounts. Plus, get insights on crafting compelling landing pages, effective email copy, and avoiding common pitfalls that hinder conversions. Master your holiday strategy with expert tips!

Mike Van Hise, a minor-league sports veteran and founder of Game Day Advising, shares insights on operational efficiency strategies for teams. He emphasizes the importance of clarity over cuts, diagnosing revenue leakages, and optimizing staffing. Van Hise discusses simplifying concessions for speed, enhancing ticketing strategies to weather-proof budgets, and adopting a '3% better' rule for continuous improvement. With practical tips on engaging fans and maximizing profit, his expert advice is a must for anyone in sports marketing and operations.

Discover how to build a marketing budget with a focus on single game ROI. Learn to project future budgets using last year’s data and track your performance like an investor. Explore the 70-30 rule for budget allocation that balances ticket acquisition and awareness. Jeremy highlights simple strategies to justify your budget requests and improve efficiency with small, measurable gains. It's all about making your marketing budget bulletproof in just one conversation!

Discover the delicate balance between season ticket stability and the growth potential of single-game buyers. Learn how targeted post-game offers can turn casual fans into multi-game attendees. Explore the importance of perk-led nurturing to create a fear of missing out. Understand why aligning marketing and sales efforts is crucial for converting warm leads during the season. Jeremy shares a comprehensive ticket plan ladder that can help teams maximize their fanbase and drive repeat visits.

Send us a textAll You Can Eat ticket plans sound like a fan’s dream—one ticket, unlimited food—but are they really a win for your team? In this episode of The Sports Marketing Machine, Jeremy Neisser breaks down the pros and cons of these packages, from predictable revenue and marketing appeal to margin risks and operational headaches. You’ll learn how to structure these plans strategically so they elevate the fan experience while still protecting your bottom line.Key Topics CoveredWhy fans love the simplicity and value of All You Can Eat plansHow bundling food into tickets creates predictable, upfront revenueThe operational efficiencies (and pitfalls) of prepaid concessionsMargin risks and how heavy eaters can wipe out profitsMenu design, alcohol clarity, and the importance of perceived valueStructuring plans using per caps, pricing buffers, and sponsorship offsetsPositioning All You Can Eat as an entry-level ticket plan without cannibalizing premium optionsLong-term strategy: renewals, upsells, and loyalty buildingChapters00:00 – Introduction to All You Can Eat Ticket Plans01:00 – Pros of All You Can Eat Packages05:38 – Cons and Risks of All You Can Eat Packages08:53 – Structuring All You Can Eat Plans Smartly12:14 – Long-Term Strategy for All You Can Eat Packages16:02 – Key Takeaways and ConclusionSound Bites / Social Teasers“One ticket, unlimited food.”“It elevates the experience.”“Define the package clearly—or risk an all you can lose plan.”Call to Action Tried an All You Can Eat ticket plan before? Jeremy wants to hear how it worked for your team—DM him or reach out through Sports Marketing Machine. If this episode gave you some food for thought (pun intended), share it with a colleague and leave a review on Apple or Spotify so more sports pros can sell smarter and build their fan base.Links mentioned: David Salyers - Chick-Fil-A "Creating A Value-Inbalance"Loss Leaders - Episode 117Episode page - Episode 133Sports Marketing Machine on LinkedInSports Marketing Machine on InstagramBook a call with Jeremy from Sports Marketing Machine