RIYADH: Understanding your fan base is a key element of successfully marketing your sports brand, Manchester United’s director of marketing told the audience at the Athar Festival of Creativity in Riyadh.

During his keynote speech, “Cultural Connection, Unbreakable Bonds and the Power of Stories: Lessons Learnt From a Career in Sports Marketing,” Matt McKie talked about his experience working in notable roles for the Olympics, Nike and EA Sports.

Whether you are a football fan or not, there is no denying that Manchester United is one of the most well-known clubs in the world. But how did it gain its reputation?

Like many popular teams, it is about connecting with your audience and Manchester United has a unique way of “converting followers to fans,” McKie told Arab News.

“I would say the absolute key to finding an audience and growing is really understanding your fans and, in the UK and in Europe, football clubs are bigger than just sports assets, than community assets, they mean more,” he said. “There will be generations of families that have gone to watch the team and support them, so honoring that and respecting that is absolutely key.”

An important marketing tactic for McKie involves researching the upbringing and backgrounds of athletes before their rise to stardom. This is a way to humanize them and create campaigns with a personal touch.

“I think humanizing athletes is an important marketing tactic (and) I think it’s an important human tactic,” he said. “These are individuals in the public eye, there are millions and millions of people watching them, expecting things from them. They have the same problems we have ... so it’s incredibly important that we understand that.”

McKie highlights unique brand identities for emerging football clubs, such as FC Como and Venezia, in Italy, and Forest Green Rovers in England. Venezia is known for its love of fashion while the latter has claimed the title of becoming the first fully vegan football club.

“It’s really about building a profile and understanding who the audience is and then you can serve them the things that will drive them down towards being a fan, and a committed fan, that comes to games etc.

“It’s very important in women’s sports because of the very high proportion of fandom that exists there. It’s important as marketers that we actually bring them closer, we understand them, we give them content that’s going to engage them and not just bring the ideas of men’s football across and expect it to work.”

For Saudi teams, McKie’s advice is to “have a point of view.”

“Within Saudi, a lot of these teams are new or relatively new in the grand scheme of football. So there’s an opportunity to have a point of view and stand for something … to form a team that plays a certain way and isn’t bound by baggage that can come from being a really big heritage brand.”