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MEMBERSHIP SELLING AND
SALES MANAGEMENT INSIGHTS

Not Everyone Is Going To Like You

In case your parents didn't tell you, we'll break the news. Even as the effervescent, fun-loving chamber membership professional that you are, not everyone is going to like you. It is a phenomenon known as 15-70-15, and it will sometimes have an impact on your success. But don't worry, if you do your job well, the odds will turn in your favor.

15-70-15

In life, 15% of the population likes you before you ever interact with them.  For example, they may like your hair, how you dress, or you may remind them of a friend.  As a chamber membership rep, no matter how well or poorly you perform, these people generally have a higher probability of investing. These are the sales you achieve just for showing up. It’s not enough to live on, but it is better than nothing.

I JUST DON'T LIKE HIM/HER

Conversely, another 15% of the population doesn’t like you at all. These people may dislike your hair, how you dress, or you remind them of someone who did them wrong.  They may not even be able to pinpoint why they don't like you. They just don't.  As a result, they won’t listen to you or buy from you, no matter how well, or poorly you perform. These people are very frustrating because you know you could help them if they would only give you a chance. However, you can’t win them over. Be careful, or these people can consume too much of your time.

GIVEN THE CHANCE

Then there is the remaining 70% of the population. These people have yet to make up their mind. An irrational first impression does not sway them. Instead, this 70% gives you a chance.

These are the prospective members who require you to do your job well, and if you do, many will convert. Your overall success with this group is determined by how well you prepare and consistently follow a process-driven recruiting protocol.

When you add the 15% who like you to the 70% who will give you a chance, you have an opportunity with 85% of available prospects.  We like those odds, but it's up to you to turn them in your favor.

If you have questions about membership recruitment and retention issues, get in touch. We’re easy to talk to, and we want to help.

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