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MEMBERSHIP SELLING AND
SALES MANAGEMENT INSIGHTS

Stimulating Member Referrals

Your chamber has scores of happy members. And just as business owners seek referrals from their satisfied customers, you can and should be doing the same thing with your members.

Creating and implementing a personalized referral plan will help you tap into your member network for leads on other businesses that might be a good fit for chamber membership.

It's easy to do. We've compiled this list of strategies and techniques to help you get started.

GIVE, AND YOU SHALL RECEIVE

One of the most powerful ways to prompt referrals is to give them generously yourself. It's the "rule of reciprocity." When someone does something for us, we feel a sense of obligation, and we are more apt to respond by returning the favor. Refer business to members whenever you can.

JUST ASK

Yes, sometimes it is just that easy. Many people are more than willing to help, especially when they are happy with the chamber, but most member reps are reluctant to ask.

WHEN OPPORTUNITY KNOCKS...

Be ready to ask for a referral whenever a member unexpectedly tells you how happy they are with your chamber. Don't just say "thank you." Have a message prepared in your mind to ask for the referral you have earned.

TALK ABOUT WHAT YOU DO

One of the best ways to find new members is through referrals from people who are close to you. Your family, friends, and acquaintances probably know where you work, but do they really know what your chamber does? And, could they explain it to someone else? Make a point to remind them about your chamber's resources and benefits, and how the chamber is helping businesses in your community grow.

CREATE A TARGET LIST

Instead of blindly seeking referrals, develop a target list of specific people and companies you would like to be part of the chamber. Ask your contacts if they can connect you to any of the people or businesses on your list. You can take it a step further by looking up the LinkedIn profiles of the people and companies on your list to discover whether they are connected to anyone in your network.

CONSISTENCY

The strategies and techniques you employ aren't nearly as important as your commitment to stay the course. Select the concepts that work best for your personal style and persevere even when there isn't much happening on the surface. Be consistent, and the number of referrals you receive will expand over time.

As always, we encourage you to practice these techniques, make them your own, and let us know how it goes.

Remember, we're easy to talk to. Feel free to reach out with questions about this technique or other issues.

 

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