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November 2011
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Have you ever watched the good ol' black and white movie with Jimmy Stewart…It's a Wonderful Life? If you haven't, I urge you to do so. As a membership professional, you really are a George Bailey. Your daily interaction truly makes the difference in the lives of your members and your coworkers, ultimately impacting your community in a big way. Your situation at the chamber is a pinnacle position that directly drives the success of your organization. But membership professionals don't always receive the respect, credit or recognition they deserve. If it weren't for you, what would your chamber look like? How successful would it be? 1. The SCOUT: You are out and about, scouting for new business and unique opportunities, and seeking to connect more businesses with the value your chamber has to offer. You are never "off work," you're just away from your desk. 2. The BRAND: You are the front door to the chamber. , You are the first impression and, in some cases, the only impression of your organization. Your interactions represent the face of your chamber. You are the brand. 3. The GREETER: You greet and welcome members to your community, to your business environment and to your chamber. You help professionals identify the best way to obtain the value they seek. 4. The COUNSELOR: You listen to the daily problems and concerns of business professionals and offer guidance on how to best resolve their concerns. You know something about everything and everyone within your organization. 5. The CONNECTOR: You are the pivotal resource to bridge problems with solutions, connect buyers with sellers, and turn strangers into friends as you unite resources to relevant issues. 6. The COLLECTOR: You are the front line for all communication, fielding the good and the bad. You enjoy hearing the positive, but often find yourself resolving issues and addressing misperceptions in a variety of areas – Some you can control; many you can't. 7. The RAINMAKER: You are responsible, every single day, to find new revenue sources, while also maintaining revenues secured up to this point. Today's responsibilities are even greater, and pressures are mounting with expectations for daily downpours! We do all this, yet we don't seek praise or recognition. Membership professionals are rewarded by seeing our members, co-workers and leaders succeed. We take pride knowing we contributed to the greater picture of success. I understand how hard you work and your motivations for doing so. I want you to know how proud I am of membership professionals and the difference we make in this "wonderful life." We get what we want by helping others get what they want. Thanks for all you do. Make it wonderful! Luann Feehan Longaberger: An American Success Story by Dave Longaberger
Here is his take on sales success:
In 2012, I plan to have my sales reps attend the annual Circle of Champions sales conference in Denver, March 8-9th. This conference is geared to help you go beyond simply hoping that your clients will like you. Experienced chamber sales professionals from around the country will share best practices for both new and experienced chamber sales reps. As Dave Longaberger said, "You have the world's best product that nobody else can sell. You have yourself to sell." Invest in yourself and your sales skills by attending this conference. Network Development
Membership Development
Membership Sales
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Being in charge of sales at a regional chamber, I like to read a lot of books and articles on sales and business in general. I recently enjoyed reading Longaberger: An American Success Story by Dave Longaberger. Dave started a small basket company in a rural Ohio town in 1973. By 2000, it had grown to 8,000 employees and $1 billion in revenue. He did all of this with barely a high school education and a severe stutter, which he later overcame. Despite these barriers, Dave's company became wildly successful. 
When you analyze it, few monopolies exist in the world of selling. You can buy anything fromautomobiles to life insurance, from dozens of people. It's the same thing with stocks and real estate. All stockbrokers have access to the same traded securities, and all real estate agents can sell the same listed properties. So it's you, the salesperson, who sets you apart from the rest of the herd. If people don't like you, the odds of making a sale are dramatically reduced.
Pros & Cons & the Transition of Changing our Dues Billing Cycle to an Annual vs Anniversary Schedule
Ben Cockrill
Dan Vinton