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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 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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  1. Selling Your Chamber Alyssa Kreutzfeldt Kyle Sexton Thursday, August 12, 2004 ACCE Convention/Orlando The Chamber Meeting of Choice

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

  3. Sales 101:Do Your Homework!

  4. What do you need to know about your chamber? Everything! …or know who to ask

  5. 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.

  6. 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.

  7. Set long term expectations: Participation vs. Partnership • Membership does not require participation • Prevent drops due to “no time to participate” • Health club comparison • Confessional

  8. Finding emotional hot buttons:S.L.O.W Speak Listen Observe Write

  9. 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?

  10. 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 …

  11. 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

  12. 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

  13. 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

  14. 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

  15. Selling Your Chamber Alyssa Kreutzfeldt Kyle Sexton Thursday, August 12, 2004 ACCE Convention/Orlando The Chamber Meeting of Choice

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