https://youtu.be/HM4aWlmZuqQ Hello, welcome to observations from the field. I will cover the importance of the “why” in value propositions. I have been working on a lot of value proposition work currently, helping associations articulate the value...
As budgets are becoming tighter and discretionary spending falls under substantial scrutiny, companies are no longer joining associations based on a sense of corporate responsibility. Associations must provide a value proposition that...
Government relations is the often-cited reason to join an association. So, how do you make the advocacy program compelling and urgent for a prospect to jump into the fray with your association. Businesses have specific problems and your...
Today there is a fantastic membership recruitment opportunity for associations who are focused on their state advocacy efforts – and, things are moving fast. Corporations are intensely interested in what's happening at the state level – whether...
It's no surprise that for most trade associations, government affairs play a key role in membership recruitment. Typically, associations and membership salespeople view it as a bolded area on their membership recruitment paraphernalia, alongside...
The Capitol Hill Fly-In event has proven to be a sales challenge for associations for a very long time and frankly, difficult to sell as part of our client’s sponsorship portfolio. Not to long ago, I had a conversation with a great CEO and friend,...
How do you sell government relations as one of the most valuable aspects of association membership? Today, selling advocacy requires a focused and strategic approach. Businesses have specific problems. For example, a prospective member company...
Selling advocacy is essential to the growth of your association, but your scripting might need an overhaul. Here’s the old sales pitch: “We are the voice of your industry so you should join our association.” I’m here to tell you, this line just...
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