Chamber Value The Chamber Perspective

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Chamber Value The Chamber Perspective • • • Chamber credibility Make more money Reduce costs Save time Community involvement • • • Advocacy Economic development Continued education Connectivity Increased visibility

Chamber Value Member Perspective • Is it the same list from member to member? • Members view value based on what’s best for them and their company • Perceived value varies from member to member • Our job is to figure that out and understand what’s important to a member or prospect • If we focus on what we think is important rather than what is important, we may lose a member or prospective member

My Chamber • Members join for one of two reasons o They want to get something done through the Chamber o They want something from the Chamber

My Chamber • Chamber members or prospective members have to share a common perspective of value o Companies join for very selfish reasons o It’s has to be about the member o We are member organizations

My Chamber • Our job as Chamber advocates/sales ambassadors o Adjust our efforts/sales presentations o Attempt to be all things to all members o Recognize and understand the member’s perspective of value

My Chamber • What does this all mean o For members who want to get something done through the Chamber

My Chamber

My Chamber • What does this all mean o For members who want to get something from the Chamber

My Chamber

My Chamber • How do we learn what the business needs? o Ask § Tell me about your business § Who are your customers? § How do you market to your customers? § What is your biggest challenge? § What keeps you up at night? § What do you expect from the Chamber

My Chamber • Now that you have the answers, what happens next? o Figure out what you offer that aligns with what you’ve just been told o The idea is to build a membership that mirrors what you’ve just learned

My Chamber

My Chamber • What do we do if they still won’t buy? o At this point you are justifying you and your Chamber § Talk about your Chamber and the benefit to your community § Review the benefits that address needs again § Briefly address additional benefits – indicates scope § Present your WOW factor

My Chamber • Punctuate your value by using your tools o Marketing collateral o Third party stories and testimonials o Connect clients with current satisfied members o Let your prospects experience an event or program o Chamber statistics related to value o When necessary introduce ROI

Why Follow a Process? • Establish rapport • Build trust • Seize the opportunity to share your WOW factor • Identify needs & chamber opportunities • Learn • Educate and inform • You lead the prospect to a successful close

Post-Sale Follow-up • Stay connected with your new members • Offer quality programming • Keep your promises

How do ensure they renew? • Stay connected with your new members • Hold on to what you learned about the member and use what you’ve learned to help you resell the membership if necessary • Be visible and accessible and offer ongoing support • Help your members utilize their customized membership

QA - Comments Your thoughts or perspective

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