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

3. 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

4. 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

5. 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

6. 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

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

8. My Chamber

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

10. My Chamber

11. 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

12. 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

13. My Chamber

14. 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

15. 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

16. 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

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

18. 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 Keep your promises

19. QA - Comments Your thoughts or perspective