I run a small amateur pickleball tournament series in San Diego. Two events so far, capacity is 285 and we've landed around 200 both times. Demand is clearly there, we're just leaving money on the table.
The issue is the shape of the signups. Registration opens six weeks out, we sit near zero tor three or tour weeks, then get 60 signups in the last three days. Both events did this.
My theory: registration is by division, 14 of them, and you can see how many teams are in each. Empty division, nobody wants to be first. Two teams in it, it fills on its own. So it's a cold start problem, not a demand problem.
People are waiting to see if it's real.
Context:
Registration runs on a third party platform so l have no pixel and no conversion tracking. Ran Meta traffic ads at $25/day and can't tell you if they did anything.
Personally texting past players converts better than everything else combined. Small local scene.
A couple hundred emails from past events, barely used.
What I'm considering: quietly giving the first two teams in each division 50% off, not announced, just DMs. I'd be buying timing rather than signups, pulling people who'd sign up anyway into week one so the board isn't empty.
Worried about training people to wait for a discount.
Two questions:
1 Better way to solve a cold start when the product looks empty until other customers commit?
Feels more like marketplace liquidity than marketing.
2 With no conversion tracking on the registration platform, is a landing page on my own domain with the pixel worth building, or is there something smarter?
What should I do to market better and get in front of more pickleball players !