1. Hal Becker Meets the Schapiro Study
September 20, 2007
1 – 2 pm

2. Jim Blasingame The Small Business Advocate AskJim.biz jim@jbsba.com
Small Business Advocate Show
A Small Business Minute
AskJim.biz

3. Hal Becker
Xerox's #1 salesperson among a national salesforce of 11,000 at the age of 22
Founder and former CEO of Direct Opinions, one of America's largest customer service telemarketing firms
Author of the national best seller "Can I Have 5 Minutes Of Your Time?," "Lip Service" and "Get What You Want."
One of America's Top Sales Speakers - Hal has spoken to over 500,000 people, including most of the Fortune 500's companies

4. The Schapiro Study
National study: Consumers 63% more likely to buy from chamber members.
Sponsors
The Schapiro Group
Market Street Services
AskJim.biz
Jim Blasingame: The Small Business Advocate
Administaff
IBM

5. Headlines Joining Chamber Supports Community
The Times-Piscayne, New Orleans, August 17, 2007
Chamber of Commerce is growing more than business
Aiken Today, Aiken, SC, August 27, 2007
Study: Chamber membership is positive for business
Springfield Business Journal, August 15, 2007

6. How Effectively Business Strategies Communicate Specific Traits about a Company

7. Beliefs in Facts and Myths: The Chamber of Commerce…

8. The Impacts of Chamber Membership on Small Businesses

9. Q & A How do you sell the importance of community? (Fort Collins, CO)
How do you think we can best utilize the facts in the study? (Dee McFarland)
Hal, Jason Kipfer from the Greater Kitchener Chamber of Commerce in Ontario Canada. Your studey was based on 2000 U.S. adults. Can you tell me how many of them belong to organizations that are members or a local Chamber of Commerce? Is that relevant? (Jason Kipfer)
When a Chamber member is reluctant to share what he/she wants out of membership, how do you draw it out? (Chapel Hill-Carrboro)
How do you overcome voice mail in trying to reach a prospect? (Dan O’Brien)
Your comments are directed to Chamber staff selling membership. How do you specifically motivate Chamber members to help recruit new members? (Caygua County)
What if the potential member feels he is being represented through a chamber's advocacy without membership? (Chicagoland)
Where do we find the one page summary? is the study data true for both car mfy and car dealers? (Vestavia Hills)
What's the best approach with large corporate prospects? How do you overcome bad experiences in the past? Austin Chamber (Enter)
Earlier today Nicole Gentry from ACCE ed us the link to the survey and it has both the entire survye and the summary. (Howell Area)

10. Q + A (continued)
How is the best way to build alliances with other like organizations to build membership? (Gainesville, FL)
Is there a key to enrolling home based businesses? (Dan O’Brien)
to clarify my 2nd question, the study results show consumers have a favorable opinions of auto manufacturer and membership increases 10% that info is known about the company...does this data translate to auto dealers too? (Vestavia Hills)
How do you keep focus and enthusiam during slow sales months? (Nancy Johnston)
Hal, How do you respond to a member who says, “you’re going to do advocacy on my behalf, so why should I join?” (Jason Kipfer)
I agree with "what you put in is what you get" - however, I don't think that sells because of time poverty. What are your thoughts? (Gainesville, FL)
How do you engage your board of directors to sell memberships? (Arlington)
Sacramento Metro Chamber has guidelines for logo usage by members. (Sacramento, CA)
Can you go over specifically how you overcome objections like "I don't have ANY money? or I can't make it to events? (Hampton Roads, VA)

11. Hal Becker
HalBecker.com