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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

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!

…or know who to ask


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 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

  • 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

Speak

Listen

Observe

Write


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

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: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

  • 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!

  • 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

  • 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 Chamber

Alyssa Kreutzfeldt Kyle Sexton

Thursday, August 12, 2004

ACCE Convention/Orlando

The Chamber Meeting of Choice


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