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Playbook · For the rep

How we sell Bubbl.

Read it once, use it daily. This is how a deal moves from first message to a venue or brand live on Bubbl. The biggest leak is missed follow-ups and assets that never get sent. This fixes that.

01 · The pitch

The operating system for the event industry.

Bubbl is a social ticketing and community platform for modern event brands. Ticketing, table reservations, memberships, promoter tools, and community in one place. Most platforms stop at selling tickets. Bubbl keeps going.

Say this
Bubbl is the operating system for the event industry. We help organizers sell tickets, build community, and turn every event into a brand.
We combine ticketing, table reservations, memberships, and built-in promotion in one place, so organizers stop juggling tools and start compounding events.
02 · The hook that wins deals

Bubbl promotes the next event for them.

Lead with this in every conversation. Other platforms sell a ticket and stop. Bubbl turns every ticket buyer into a follower, then promotes the next event to them automatically.

So the second event is easier to sell than the first. Every event compounds. Most other features are nice-to-haves. This one is the moat.

Say this
Every ticket buyer becomes a follower. When you drop your next event, they get notified, and so do their friends. It's digital word of mouth, and it beats any ad you could run.
03 · The offer

What we can put on the table.

Standard ticketing fees apply by default. On top of that, here's what we can offer the right organizer. Use these as negotiation levers. Don't lead with them.

04 · The pipeline

Six stages, start to finish.

Each stage has a required action, the assets to send, and what has to happen to move forward.

Stage 1

First message

ActionSend the segment-specific opening from the kit. Warm or cold, DM or email.
AssetsNone yet.
Move whenThey reply. If no reply, the cadence kicks in.
Stage 2

Discovery call

ActionHold a 30-min call. Connect, find the pain, short demo. Agenda below.
AssetsWithin 24h: recap message + one-pager + segment one-pager.
Move whenThey agree to receive a proposal.
Stage 3

Proposal sent

ActionSend a custom proposal within 48h of the first call.
AssetsProposal deck + recap of the perks discussed.
Move whenSecond call is booked. If stalled, nudge D+3 and D+7.
Stage 4

Second call

ActionWalk the proposal. Handle objections. Push for a verbal commit.
AssetsRevised proposal if anything changed on the call.
Move whenThey verbally commit.
Stage 5

Contract sent

ActionSend the contract with clear countersign instructions.
AssetsContract + signing steps.
Move whenSigned. D+2 nudge, D+5 escalate to CMO.
Stage 6

Signed + onboarding

ActionSend welcome, book onboarding, get their first event live.
AssetsOnboarding guide.
Move whenFirst event is live on Bubbl. Then hand off to nurture.
05 · Follow-up cadence

Don't let it go quiet.

Our biggest leak is missed follow-ups. This is the fix. Memorize it.

Stage
Day 0
D+3
D+7 / D+14
After first message
Sent
Light bump
Value insight, then close out
After first call
Recap + assets (24h)
Offer to walk through
New angle, then close out
After proposal
Confirm received (24h)
Nudge
Ask for clarity, then escalate
After contract
Confirm received (24h)
D+2 nudge
D+5 escalate to CMO

Hard rules

Log a next-action date on every interaction. If you said you'd send something, send it within 24 hours. After D+14 with no reply, mark cold and revisit later. Two reps never work the same lead without checking first.

06 · The discovery call

30 minutes. Be a person.

Min 0–5 · Connect
Their background. How they got into events. What they're building. Not a script.
Min 5–20 · Discover
"What does your current ticketing setup look like?"
"What's the hardest part of running an event right now?"
"If you could fix one thing about how you grow, what would it be?"
"When does your next event drop?"
Min 20–25 · Demo
Show 2 things, not 10. Always demo the follower and notification flow. Then one more based on segment: tables for venues, promoters for brands, memberships for wellness.
Min 25–30 · Close
"Want me to put together a proposal for what working with Bubbl could look like for [their brand]?"

On the first call, don't

Don't pitch ticketing fees. Don't talk perks (those come in the proposal). Don't demo every feature. Don't run over 30 minutes.

07 · The proposal

Send within 48 hours.

Use the proposal deck template. Customize the cover and the outcome slides. Everything else stays consistent.

If they ask for a discount, don't move on price first. Move on perks (account manager, app placement, social collabs). Only loop in CMO if perks aren't enough.

08 · Objections

What they'll say, what you do.

They say
"Your fees are higher than [competitor]."
Your move
"Our fees include built-in promotion. They charge for that separately." Walk through what they'd pay in ads to reach the same people. The follower engine is the value.
They say
"We already use [competitor]."
Your move
"Most of our best organizers came from there. The switch takes a day. What's the one thing they don't do for you?" Listen for the gap, then sell to it.
They say
"Now's not a good time."
Your move
"Got it. When does your next event drop?" Backsolve from there. If it's far out, schedule a check-in. If soon, use it to create urgency.
They say
"Let me think about it."
Your move
"Totally. What's the specific thing you're thinking about?" Don't accept a vague brush-off. Surface the real concern so you can answer it.
They say
"I need to ask my partner / owner."
Your move
"Makes sense. Want me to send a one-pager you can forward?" Arm them with the asset so the pitch survives the room you're not in.
They say (venues)
"We don't really ticket our events."
Your move
"That's fine, most of our venues start with reservations." Pivot to table maps, minimum spend, and memberships. Ticketing is there when they want it, not the entry point.
09 · The routine

Daily and weekly.

Every morning · 10 min

  1. Open the CRM. Work every lead where next-action is today or overdue.
  2. Check IG DMs for new inbound. Reply within 4 hours.
  3. Check the inbox for warm intros and forwarded leads.
  4. Log yesterday's calls. Template used, outcome, next-action date.

If today's list has fewer than 5 follow-ups, you didn't log enough yesterday.

Friday · 30 min

  • Pipeline by stage. What moved, what's stuck.
  • Templates by reply rate. What's winning, what to retire.
  • Deals stalled 14+ days. Push, escalate, or kill.
  • GP loop. Leads sent this week, did we follow up.
  • Open commitments. Anything promised that didn't go out.
10 · Escalation

When to loop someone in.

Loop in CMO

  • Custom perks beyond the standard offer.
  • Discounts beyond standard cashback.
  • A deal stalled 14+ days at any stage.
  • Questions about exclusivity or longer contracts.

Loop in CEO

  • Tier-1 brand (top 5 in their city).
  • Exclusivity terms on the table.
  • Multi-venue hospitality group.
  • Anything legal beyond the standard contract.
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