When it comes to appreciating the value of the college football fan, major marketers have opened their wallets for decades. Brands like AT&T and UPS have enjoyed partnerships with the NCAA and/or universities. But now is the time for these brands to enhance their college sports partnerships by developing a valued -- and often overlooked -- target: female fans.
The basic numbers say it all. Women account for a significant portion of college football fans. More than 39 million adult women across the country are fans of college football, whether or not they live in a location that has a major team. On a local level, women make up a significant portion of game attendees. For example, nearly half (48%) of adults who attended a University of Georgia football game during the past year were women.
That means that any brand using the college football sponsorship platform could be losing as much as half the audience of a single event if it is not carefully including women as part of the message. It could also be a loss of opportunity to reach potential female customers when they are engaging in something they love.
But the reason for this loss isn't exclusively due to lack of targeting the female fan base. It's also because female-oriented strategies can fall short. In the past, many marketers have approached targeting women sports fans with the "pink it and shrink it" strategy: in other words, just take a jersey, color it pink, shrink it down to fit a woman, and sell it. Or, on a macro level, take the strategy you're using to target the general fan base and "pink it & shrink it" to suit the female fan.
While no doubt there is and will remain a certain market of women who will still respond to that strategy, the amount of money marketers are spending on sponsorships and activation warrants a more sophisticated approach. That said, I encourage college sports sponsors to play to the strengths of female fans to get the most out of their investments:
And, above all, get out of the way (as we do in my household!). Make the sponsorship something that is part of the fabric of the college sports experience, not something that interrupts it.
Trust me from personal experience: you do not want to be between a female college sports fan and her team on game day!
As an avid college football fan myself, I have to say I'm of two minds about this. While I would appreciate tons of gear sized for my female form factor, and pink jersey repaints are amusing and appealing, the idea that female fans are being missed by traditional marketing begs the question of how college football was able to attract 39 million adult women in the first place.
Just as marketing to Hispanics isn't a matter of translating everything to Spanish and slathering it in hot sauce, marketing to women treads a line very close to offending women if you aren't very careful and conscious of what you're doing. Football fans are fans. They may be conscious that they're bucking a stereotype or even revel in the 'manliness' of their preoccupation inside certain older demographics, but under age 45 or so they have the same interests as the men do - a party atmosphere, good snacky food, beer, jerseys and logo wear, soft drinks...Going full-on 'girly' just to reach a female audience is inappropriate. But advertise during a football game how your nail polish won't chip when you open a beer can, and you'll probably win customers by the hundreds of thousands.
Just as marketing to Hispanics isn't a matter of translating everything to Spanish and slathering it in hot sauce, marketing to women treads a line very close to offending women if you aren't very careful and conscious of what you're doing. Football fans are fans.
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It is always appropriate to look at your marketing and see if it is:
1. Attracting the demographic you are seeking
2. Resulting in sales and buzz
3. Offending anyone
Advertising doesn’t have to be “girly” to appeal to women, but it can’t be offensive either. While 39 million women are college football fans, that has more to do with the sport, than the type or marketing done by products and sponsors.
There are several ways to attract female consumers including creating a Women’s Advisory Board, advertising things of interest during the game and not thinking the “pink it and shrink it” philosophy works today. It doesn’t.