Sales promotion activity is designed to increase the amount or speed involved in a transaction. It interfaces with pricing tactics (see Chapter 5) when it offers multiple attendance at a discount through subscription, for example. There is a tendency to regard sales promotion as short term and shrill, but it can be used effectively across a wide range of demographic segments.
Although usually considered to be a ‘promotional’ technique, direct marketing is in reality much broader, referring to a group of techniques which help organizations create and sustain direct relationship with their customers on a one-to-one basis. The associated philosophy of ‘relationship marketing’ (see Chapter 1) sees the customer as an appreciating asset with whom the organization has a mutually beneficial connection, or relationship, over a lengthy period of time. This outlook has much to offer arts organizations in terms of developing the tastes of their customers. Because of the uniquely collaborative nature of the arts transaction (see Chapter 4), a continuing and developing relationship with customers is central to the success of arts marketing.