

{"id":558683,"date":"2022-11-08T11:14:37","date_gmt":"2022-11-08T19:14:37","guid":{"rendered":"https:\/\/www.questionpro.com\/blog\/?p=558683"},"modified":"2024-06-28T16:33:15","modified_gmt":"2024-06-28T23:33:15","slug":"three-areas-where-fan-experience-goes-wrong-tuesday-cx-thoughts","status":"publish","type":"post","link":"https:\/\/www.questionpro.com\/blog\/three-areas-where-fan-experience-goes-wrong-tuesday-cx-thoughts\/","title":{"rendered":"Three Areas Where Fan Experience Goes Wrong \u2014 Tuesday CX Thoughts"},"content":{"rendered":"<p><span style=\"font-weight: 400;\">The idea of <\/span><a href=\"https:\/\/www.questionpro.com\/cx\/\"><span style=\"font-weight: 400;\">customer experience<\/span><\/a> <span style=\"font-weight: 400;\">in the sports area is not new, but it also is not very well managed.\u00a0 What we call Fan Experience has been around for several years, but there are mixed opinions about what a team or a league should be focused on when it comes to the Fan Experience.\u00a0 <\/span><\/p>\n<p><span style=\"font-weight: 400;\">We recognize that for the major sports leagues, broadcasting rights and league-wide sponsorships are one of the most significant parts of the revenue drivers.\u00a0 The direct spending by the fan is usually one of the smaller contributors.\u00a0 Even a <\/span><a href=\"https:\/\/www.questionpro.com\/blog\/why-invest-in-customer-experience-cx\/\"><span style=\"font-weight: 400;\">financial linkage analysis<\/span><\/a><span style=\"font-weight: 400;\"> of delighted fans will probably contain mixed results.\u00a0 <\/span><\/p>\n<p><span style=\"font-weight: 400;\">With all the costs to manage the <\/span><a href=\"https:\/\/www.questionpro.com\/blog\/customer-journey-map\/\"><span style=\"font-weight: 400;\">customer journey<\/span><\/a><span style=\"font-weight: 400;\"> (stadiums are not cheap to build or maintain), the management of the <\/span><a href=\"https:\/\/www.questionpro.com\/cx\/why\/cx-strategy.html\"><span style=\"font-weight: 400;\">customer or fan experience strategy<\/span><\/a><span style=\"font-weight: 400;\"> may not be very beneficial to an organization.\u00a0 However, that would be a mistake, so today I will discuss three ways I\u2019ve seen fan experience goes very wrong in sports and how you can avoid them:<\/span><\/p>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Forgoing Measurement<\/b><span style=\"font-weight: 400;\"> &#8211; With all I just said, it might be tempting for a sports franchise to ignore the fan feedback and just go focus on the high-value media and sponsorship opportunities.\u00a0 The reality is that the fan holds quite a bit of sway in those revenue streams &#8211; even if indirectly.\u00a0 Even if the direct fan revenue only represents 20-25% of the revenue of a league or team, they are the ones that \u201cbring the enthusiasm\u201d for the game that make the media rights possible.\u00a0 If the stadium is empty, those media rights become less valuable and the sponsorship assets lose value.\u00a0 Therefore it is imperative that you assess the <\/span><a href=\"https:\/\/www.questionpro.com\/voice-of-customer.html\"><span style=\"font-weight: 400;\">Voice-of-the-Fan<\/span><\/a><span style=\"font-weight: 400;\"> with a <\/span><a href=\"https:\/\/www.questionpro.com\/cx\/\"><span style=\"font-weight: 400;\">CX Enterprise Software<\/span><\/a><span style=\"font-weight: 400;\"> like QuestionPro.\u00a0 Keep in mind that you&#8217;ll want to keep the surveys short and concise, just like when you measure across multiple customer experience touchpoints<\/span><span style=\"font-weight: 400;\">.\u00a0 We would recommend a measure like <\/span><a href=\"https:\/\/www.questionpro.com\/nps-plus\/\"><span style=\"font-weight: 400;\">QuestionPro NPS+<\/span><\/a>,<span style=\"font-weight: 400;\"> where you can quickly assess your performance in that touchpoint, determine a root cause, and have open-end comments that can not only be used for <\/span><a href=\"https:\/\/www.questionpro.com\/features\/sentiment-analysis.html\"><span style=\"font-weight: 400;\">sentiment analysis<\/span><\/a><span style=\"font-weight: 400;\">\u00a0but can also be voted upon by other fans.\u00a0 This innovative approach is so unique it recently won an <\/span><a href=\"https:\/\/www.questionpro.com\/blog\/questionpro-in-partnership-with-nisa-wins-the-gold-award-for-best-innovation-in-cx\/?utm=blog\"><span style=\"font-weight: 400;\">award for innovation<\/span><\/a><span style=\"font-weight: 400;\"> in the sports industry.\u00a0 Also important in this touchpoint measurement, be certain to have a <\/span><a href=\"https:\/\/www.questionpro.com\/cx\/closed-loop\/case-management.html\"><span style=\"font-weight: 400;\">customer feedback loop<\/span><\/a><span style=\"font-weight: 400;\"> &#8211; while a complaint about a stadium (as an example) may not be something that can be fixed immediately or without a considerable cost, it is essential to communicate to the fan the reasons behind decisions about what will or will not be done.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Not Assessing Sponsor Affinity<\/b><span style=\"font-weight: 400;\"> &#8211; While it is tempting to forgo this step &#8211; or just include it as a part of a touchpoint measurement somewhere on the <\/span><a href=\"https:\/\/www.questionpro.com\/blog\/customer-journey-guide\/\"><span style=\"font-weight: 400;\">customer journey map<\/span><\/a><span style=\"font-weight: 400;\"> &#8211; it would be a major mistake not to assess this annually.\u00a0 Often teams or leagues \u201cwing it\u201d and put a price tag on specific sponsorship assets without regard to the sponsor.\u00a0 While this approach may seem to benefit the seller of the sponsorship, even the most conservative of analysis estimates show that teams and leagues are underselling these assets, sometimes, they could have a five-fold or more increase in their value.\u00a0 Further to that point, a team should have the right mix of sponsors across all the assets that will match the collective fan affinity, including the mix of local and national sponsors.\u00a0 This may mean that an asset that was thought to be valued higher might be offered for a lower price to a local sponsor.\u00a0 The QuestionPro <\/span><a href=\"https:\/\/www.questionpro.com\/cx\/\"><span style=\"font-weight: 400;\">customer experience software platform<\/span><\/a> <span style=\"font-weight: 400;\">has been used extensively for such assessments and can be very valuable in terms of optimizing sponsorship revenue.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\"><strong>Losing<\/strong> &#8211; This may seem like common sense, yet there are some teams that would encourage \u201cchurn\u201d because that means they get to charge for yet another Personal Seat License (PSL).\u00a0 However, the damage that can be done to the <\/span><a href=\"https:\/\/www.questionpro.com\/cx\/cx-reputation\/\"><span style=\"font-weight: 400;\">CX Reputation<\/span><\/a><span style=\"font-weight: 400;\"> through extended loss can be difficult to recover from.\u00a0 While this may seem to be focused on the fan, it is really <\/span><a href=\"https:\/\/www.questionpro.com\/blog\/why-is-it-so-important-to-have-customer-experience-today\/\"><span style=\"font-weight: 400;\">B2B focused<\/span><\/a><span style=\"font-weight: 400;\">.\u00a0 When they conduct their <\/span><a href=\"https:\/\/www.questionpro.com\/blog\/tools-to-help-you-analyze-social-media-chatter\/\"><span style=\"font-weight: 400;\">social media analysis<\/span><\/a><span style=\"font-weight: 400;\"> about their sponsorship spending, the negative references to sponsorship will negatively impact the spending for the very same reason that media rights will decline for a league that does not put the best product on the field, rink, and\/or pitch.\u00a0 In a day when fans can easily and securely resell their tickets, it is less likely to cause them to stop renewing their season tickets. Still, the big impact is in other sources of revenue &#8211; concessions, merchandise sales and sponsorships.\u00a0 I know of a team with six straight losing seasons that have sold out every game and have a waiting list of over fifty thousand fans.\u00a0 Clearly that is not the impact, the impact is seen in other areas.\u00a0\u00a0<\/span><\/li>\n<\/ol>\n<p><span style=\"font-weight: 400;\">\u00a0Many other mistakes these teams and leagues have made that do not vastly impact revenue, but they may over time if not corrected.\u00a0 In addition to measuring fan experience touchpoints, and conducting fan relationship studies with sponsor affinity measurement and winning, one more thing that teams can do is plan for action with a tool like <\/span><a href=\"https:\/\/www.youtube.com\/watch?v=-dqGVbK59Sw\"><span style=\"font-weight: 400;\">Outer Loop<\/span><\/a><span style=\"font-weight: 400;\"> on QuestionPro CX.\u00a0 Not all problems can be solved immediately, but by bringing together operational and business teams to solve fan problems, when a fan does have a complaint, the organization will know which steps they are planning to take, even if the resolution will come sometime in the future. Until then &#8211; and with the World Series now concluded &#8211; let\u2019s Play Ball (ironically).\u00a0<\/span><\/p>\n<p style=\"text-align: center;\"><span style=\"font-weight: 400;\"><a class=\"square-cta secondary-lined-cta\" href=\"https:\/\/info.questionpro.com\/meetings\/kenneth-peterson\" target=\"_blank\" rel=\"noopener noreferrer\"><strong>Book Demo<\/strong><\/a><\/span><\/p>\n<p><a href=\"https:\/\/www.linkedin.com\/in\/kenpeterson\/\"><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-359187\" src=\"https:\/\/www.questionpro.com\/blog\/wp-content\/uploads\/2022\/05\/author-ken-peterson.png\" alt=\"\" width=\"976\" height=\"549\" \/><\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>The idea of customer experience in the sports area is not new, but it also is not very well managed.\u00a0 [&hellip;]<\/p>\n","protected":false},"author":46,"featured_media":558721,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"","footnotes":""},"categories":[170,1811],"tags":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.4 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Three CX Areas Where Fan Experience Goes Wrong | QuestionPro<\/title>\n<meta name=\"description\" content=\"Where Fan Experience Goes Wrong: Today I will discuss three ways I\u2019ve seen fan experience goes very wrong in sports + how you can avoid them.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" 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