Selling Strategies
Sponsorship	Branding	Advertisement
Long term benefit Community awareness. Merchants see sponsorships as a gift providing community awareness, but not necessarily increased business. The fact that MyScore provides a valuable FREE service to the high school community is appealing to some merchants. However, our experience suggests it is better to lead with the business value of MyScore to merchants with Branding and Advertising strategies. Use the high school connection as a closing technique.	Medium term benefit Change of behavior. One needs to see a logo 11 times within 3 months to be branded. Best if logo appears in 3 or more different media. Such as: Newspaper, Yellow Pages, Sign on building or vehicle. Since the same people return to MyScore frequently, they will become BRANDED with this merchant’s logo. This is an excellent value to the merchant.	Short term benefit Call to action. Our coupon system is a great advertisement tool. When our coupons are presented to the merchant he immediately knows the ad worked. Verification of his advertisement investment working is extremely valuable to the merchant.
Fundraiser	MyScore has a strategic alliance with Fast Track Marketing. We receive a Finders Fee for dropping off brochures or referring booster clubs to Fast Track's Ad at MyScore.
Advertisers advertise!	This simple statement is the key. It is best to call merchants who already know the benefits of advertising. If you see an advertisement in the newspaper, yellow pages, radio, etc. then you know the decision maker believes in advertising.
Finding Prospects
Look for the big fish in small pond.	You are looking for the merchants who are big advertisers in the local community.
Yellow Pages Book	Search the ads where merchants had to pay extra for ¼ page ad or at least boldface or extra lines. Get a feel for how much these ads are priced, each Yellow Book is different. In general, even small yellow page ads are priced at more than $500 per year, with full page ads priced over $1,000 per month.
Entertainment Book Online	Go to enCardsRewards.com and click on SEE OFFERS, top left tab. Next search the zip code of the local high school area. I recommend the SHOPPING category first, than RESTAURANTS. Be sure to note their existing coupon offer and ask for same.
Newspapers	Advertising in newspapers is expensive. Large city newspaper ads are priced from over $100 per day to $50,000 per month. Even local, small town newspaper ad space is expensive.
Penny Savers	Great place for us to search. Penny Savers are targeted to only a few zip codes and these ads are priced higher per month, then MyScore is per year. Penny Saver ads actually work for small merchants, so these merchants advertising in Penny Saver’s are expecting results, which is our strength.
Chamber of Commerce Lists	These businesses care about their communities and they need to pay to join the Chamber. Sell one of these and you’ll get excellent references for more sales.
Direct Mail Pieces	Direct mail costs $0.50 to $2.00 to deliver their message to homeowners. Difficult to gather up large volumes of this junk mail, but they do become great leads.
Targeted Search Engine Pay per Click Ads	You’ll see these ads frequently displayed on local websites by Google Adsense, Yahoo, and others. Merchants will pay $0.50 to $3.00 for every click thru to their website. Note, at MyScore we do NOT charge for click thurs. Our MyScore merchants receive hundreds to thousands of click thrus for a flat rate of per year vs. our competitors click thru rate of $100-$1,000 per month.
Do NOT waste time on FREE Business Directories or FREE Yellow Pages online.	Remember the key to your success, ADVERTISERS ADVERTISE. We are seeking merchants who already recognize paying for advertising is a good thing. These FREE Yellow Pages Online, business directories, etc. are unlikely to be productive.
Categories	Seeking Joe’s Corner Pizza, NOT Pizza HUT. Harry’s Hardware, NOT Home Depot. Big fish in small pond. You need to talk to the decision maker for the local area.
Home Repair	Big Ticket Item. Plumbing, Doors & Windows, Pest Control, Remodeling, Mattresses, Furniture, Landscapers, Carpet Cleaning. Sponsorship Value – Community oriented, family owned businesses Branding Value - MyScore is one more place for the merchant to solidify their big fish status. Advertising Value - Only need 1 sale in a year to cost-justify. Coupon will verify MyScore worked.
Restaurants	A restaurant wants to change behavior of locals. They figure a new customer is worth $200+, because they assume their restaurant is so good, that new customers will come back once a month forever. Highlight our coupon system. Avoid the fast food chains like McDonald’s and Taco Bell. Family Restaurant’s are better prospects. Many restaurants are franchises and the local manager can make advertising decisions. Prospects include Subways, Baskin-Robbins, Dairy Queen. Be sure to mention only $200 per year early in the conversation, because local managers are authorized for small purchases.
Sporting Goods	DUH! You got to be able to sell these.
Attractions	Golf Courses, Batting Cages, Miniature Golf, Bowling Alleys, Arcades, Amusement Parks, Movie Theaters
Beauty Salons, Spas, Barber Shops, Gift Stores, Dry Cleaners, Yard Maintenance	Small ticket items, but repeat business customers. They will consider a NEW customer valuable on a yearly basis.
Real Estate, Mortgage, Insurance Agents	The Agent, not the broker firm. Joe Smith is our prospect, not HomeTown Century 21 Office.
Medical	Chiropractors, Orthodontists, Eye-Doctors
Hotels	Many teams and their families need to travel some distance for playoffs and tournaments. Hotels seek opportunities where they could rent 10 to 100 rooms to these visiting teams, plus they will offer a deep discount to teams who register in groups.