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#TBT

#TBT: Arrogance, Self-Delusion and Other Fine Qualities

Happy #TBT. To celebrate, we’re sharing an oldie-but-goodie post from Jim: Arrogance, Self-Delusion and Other Fine Qualities.If you’re responsible for marketing live entertainment (or anything really), I want to give you some advice that this recent election has brought back to the forefront of your mind [This post was originally published on November 3, 2010].Listen.People are taking action in the marketplace, and it is for a reason. These reasons can be complicated, mixed and unclear, but if you listen,...

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#TBT

#TBT: It’s All About Value

Happy #TBT. To celebrate, we’re sharing an oldie-but-goodie post from Jim: It's All About Value.You think I’m going to talk about pricing. That’s a very reasonable guess, but in this case, it’s wrong.Value is a ratio of what somebody puts in to what somebody gets out. If you paid $100,000 for a 5-year-old Hyundai, that’s a lot you’ve put in (in this case, money) for what you get out (a pretty mediocre and aging car).If you paid $150 for...

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#TBT

#TBT: If You Talked to Your Friends About Your Show the Way Your Copy Talks About Your Show …

Happy #TBT. To celebrate, we’re sharing an oldie-but-goodie post from Jim: If You Talked to Your Friends About Your Show the Way Your Copy Talks About Your Show ... .This post was inspired by the wonderful illustration from Gaping Void (pictured to the right).If you talked to your friends about your show the way your copy talks about your show, well, maybe they wouldn’t punch you in the face, but they’d probably think you were weird.Imagine you’re sitting at...

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#TBT

#TBT: The Third Ticket

I asked the Selling Out team to put out a second Throwback Thursday article today because I want to help you think about something that I know is tripping people up. I hear live entertainment marketers talk about ‘hitting goal’ for a show and then turning their attention elsewhere. This is understandable, but the wrong way to think about it. I once said that “the last $100k you sell is just as valuable as the first $100k you sell,"...

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#TBT

#TBT: Half Price Cannibalization? Only If You Do It Wrong

Happy #TBT. To celebrate, we’re sharing an oldie-but-goodie post from Jim: Half Price Cannibalization? Only If You Do It Wrong.Rick Lester from the database marketing firm TRG posted an intriguing teaser on some upcoming data that I just have to talk about. The group is looking at the behavior of half-price ticket buyers in the Bay Area, and here’s what their preliminary data says:“In this case, my three decades of experience was not helpful. I was convinced that cannibalization was...

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#TBT: Everybody’s a Rock Star Somewhere

Happy #TBT. To celebrate, we’re sharing an oldie-but-goodie post from Jim: Everybody’s a Rock Star Somewhere.It occurred to me that Andy’s Warhol’s thing about “everybody being famous for 15 minutes” had to be revised. He had been right, of course. When he said it, the world was one of three TV channels and serious journalists decided what to use the limited print resources to tell you about. He saw that as media began to be more abundant and as...

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#TBT: A Vast Churning River of Hoary Old Clichés? Do Tell, Trevor

Happy #TBT. To celebrate, we’re sharing an oldie-but-goodie post: A Vast Churning River of Hoary Old Clichés? Do Tell, Trevor.Trevor O’Donnell, an arts & entertainment consultant who’s developed successful marketing/sales initiatives for Disney Theatrical Productions, Cameron Mackintosh, Cirque du Soleil and many others, is the author of Marketing the Arts to Death: How Lazy Language is Killing Culture, and he’s been kind enough to share a excerpt with us here. With no further delay, Trevor O’Donnell, ladies and gentlemen.When...

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#TBT: Before You Start With Dynamic Pricing …

Happy #TBT. To celebrate, we’re sharing an oldie-but-goodie post: Before You Start With Dynamic Pricing …The following piece was written by Barry Kahn, the CEO of Qcue (which describes itself as “the premier dynamic pricing engine for live entertainment events”). This is a basic overview of what to do in thinking about how to start doing dynamic pricing, and it highlights some of the challenges.With no further ado, Barry …I have to say, we’re excited to see all this...

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#TBT

#TBT: Closing the Barn Door Before the Horses Leave

Happy #TBT. To celebrate, we’re sharing an oldie-but-goodie post: Closing the Barn Door Before the Horses Leave.The following post is by Kara Larson who, along with Barry Kahn, is one of the people I consider to be the smartest and most experienced in thinking about dynamic pricing. Different from Barry, Kara’s experience with dynamic pricing is as a marketer for various performing arts venues, including Carolina Performing Arts (University of North Carolina). So, with no further delay, take it...

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#TBT

#TBT: Who’s the Best Player? The One Who’s Open

Happy #TBT. To celebrate, we’re sharing an oldie-but-goodie post from Jim: Who’s the Best Player? The One Who’s Open.In basketball, the whole game sometimes comes down to a single, final shot. This is that critical moment that people like Michael Jordan and Kobe Bryant built their careers on. They got reputations for being able to make that big shot, sending their team to victory in the “clutch.”From there, people started to believe that it was important to have your...

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