Selling your chamber
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Selling Your Chamber. Alyssa Kreutzfeldt Kyle Sexton Thursday, August 12, 2004 ACCE Convention/Orlando The Chamber Meeting of Choice. “Sales is the transfer of enthusiasm from one person to another”. Sales 101: Do Your Homework!. What do you need to know about your chamber?. Everything!

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Selling Your Chamber

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Selling your chamber

Selling Your Chamber

Alyssa Kreutzfeldt Kyle Sexton

Thursday, August 12, 2004

ACCE Convention/Orlando

The Chamber Meeting of Choice


Sales is the transfer of enthusiasm from one person to another

“Sales is the transfer of enthusiasm from one person to another”


Sales 101 do your homework

Sales 101:Do Your Homework!


What do you need to know about your chamber

What do you need to know about your chamber?

Everything!

…or know who to ask


Elevator speech 15 seconds to sell a membership

Elevator Speech: 15 seconds to sell a membership

WRONG...

  • The chamber is a private non-profit membership organization that works to ensure a healthy local economy.

  • The chamber is a group of businesses that share common community goals.


Elevator speech 15 seconds to sell a membership1

Elevator Speech: 15 seconds to sell a membership

RIGHT!

  • The chamber solves common business problems like not having enough time to lobby the government for less red tape and taxes.

  • The Chamber connects businesses and consumers who are tired of doing business out of a phone book.


Set long term expectations participation vs partnership

Set long term expectations: Participation vs. Partnership

  • Membership does not require participation

  • Prevent drops due to “no time to participate”

  • Health club comparison

  • Confessional


Finding emotional hot buttons s l o w

Finding emotional hot buttons:S.L.O.W

Speak

Listen

Observe

Write


Finding emotional hot buttons peeling the onion

Finding emotional hot buttons:Peeling the Onion

How long have you been working here?

What did you do before?

Have you ever been a member of a Chamber of Commerce?

What is it about the Chamber that appeals to you?

How will membership in the Chamber affect your day-to-day job duties?

What are the top 3 challenges your business is facing?


Finding emotional hot buttons testimonials

Finding emotional hot buttons:Testimonials

As a mature business (or retailer, home-based business, etc.) membership in the Chamber is especially valuable because …

The Chamber helps me …


Finding emotional hot buttons testimonials1

Finding emotional hot buttons:Testimonials

Segment the sources of your testimonials

  • Start-up, Emerging, Mature, or Sunsetting

  • Retailer, Restaurant, Manufacturer, Service, Professional, etc.

  • Match prospects with corresponding testimonials


Quantifiable benefits of membership

Quantifiable Benefits of Membership

  • How much does membership cost?

  • How much is membership worth?

  • Quantify it and sell it!

  • Add to the value with media partners and give-aways


Deliver exceptional customer service the disney way

Deliver exceptional customer service… The Disney Way!

  • Follow through with what was just sold

  • All staff must be member-focussed

  • Don’t just satisfy members… WOW THEM

  • Educate and motivate!

  • Know each member


Summary

Summary

  • Learn what you need to know about your Chamber

  • Set long-term expectations

  • Get testimonials

  • Find emotional hot-buttons

  • Quantify the value of your membership

  • Deliver what you promise


Selling your chamber1

Selling Your Chamber

Alyssa Kreutzfeldt Kyle Sexton

Thursday, August 12, 2004

ACCE Convention/Orlando

The Chamber Meeting of Choice


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