by Don Horton
and Paul Howe Editor

With only about five weeks left until our show,we’re seeing that ticket sales are not moving nearly as fast as we want. Don Horton gave a 10 minute presentation on how to SELL more tickets. Our chapter budget is approximately $35,000 per year and the Wharton Show is our main source of income. In order to maintain the level of expenditures we have enjoyed, such as having our ticket to contest paid by the chapter, paying for coaching, sending members to Harmony College and COTS, buying music, etc. etc. etc. which ALL member benefit from, we need to sell another 500 to 1000 tickets between now and show time. If each chapter member sold 10 to 20 more tickets in the next 5 weeks over and above what you have already sold, we could raise another $10,000 to $15,000. Current ticket sales are only slightly above our show production expenses.

Don presented a plan and a challenge that he used successfully a few years back, which was the only time this chapter ever sold out the Wharton. Don discussed the fact that SALES are made by personal contact with prospects and that most sales are made on the 3rd or 4th time you ask for the order.

The challenge was presented to each member to make a prospect list of 25 names and phone number (see attached work sheet).

Call these people the first time and tell them about the show, the date time etc. Normally they have to talk it over with their spouse (but they seldom call you back) So, you make the next (second) call. They normally admit they forgot to discuss it with their spouse but they typically will promise to do that and call you back. They normally don't call you so you have to make call number three, and occasionally a fourth call. Usually, on the second or third call they will tell you they have another commitment that night or they will place an order for some tickets. If they only order two, suggest they invite some friends to go with them. Many times they will call you back and order more.

Don calls it the 20/3/20 Challenge: Call 20 people 3 times and you'll sell 20 or more tickets.

Don has asked each man in the chapter to accept the challenge and collectively (as a team) we can put more people in the audience which is more FUN for us to sing to. It will also put more dollars in the chapter treasury so we can continue to enjoy the current level of expenditures. One thing Don forgot to mention is that it may help to break it down by weeks so it does not seem to be so overwhelming.