He started out by saying if you want to get more members, you need to make calls. I would add be focused, consistent and intentional.
Who & Why?
Tailor your pitch to each prospect (i.e., small business pitch vs big business pitch). Do your research prior to the call. Find a hook for each prospective business.
Prospect roadblocks are not rejections. He mentioned the three most common roadblocks:
- Can you send me some information - find out what they may want out of a membership. Ask them what keeps them up at night in their business. This will help in your follow-up email confirmation. And don’t forget to set-up that follow-up call to discuss the information you’ve sent. Make the communication about them.
- Is this about joining the Chamber - don’t take these as negative comments. Find out what they really mean. Tell the truth that yes ultimately we’d like you to join but first let’s find out if we have a fit!
- I’m not interested - is this a reaction or a conclusion? You might respond by saying “no problem, the chamber is not a fit for everybody.” And then ask “do you mind if I ask one question before I let you go?” "What is it about the chamber that has you convinced that you would never join?"
Remember, not every business is a fit for being a member. But your job is to find the ones that will benefit from joining your chamber.
Stay focused, consistent and intentional in your membership recruitment campaigns, and then get on the phone!