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Hello and welcome to JP Moery’s Association Hustle Podcast. President of The Moery Company, JP’s mission is to arm today’s associations with insight and strategy to thrive and a progressively complex and competitive business landscape. 21st century associations must move forward with a little bit of hustle and revenue development at their core.
Here’s JP.
Six changes I would make to improve association sales right now.
#1: Connect with multiple people within the prospective member company that you are selling a membership to. We rely on an individual contact when we’re selling way too much.
#2: Learn what the vendors to your industry want from a relationship with your association. We are relying too much on the platform or the delivery system and not asking them the true thing that they are seeking from their association relationship.
#3: Use a team approach to sales. Include an endorsement in your sales process before the prospect asks for it.
#4: Integrate your government relations team and sales team. The CEOs of our associations must connect the government relations team to the most fundamental part of membership because it is what prospects view as valuable.
#5: Increase the rigor on what is a true membership prospect using data. 60% of our closed memberships happen in the first 45 days. There’s a myth out there that membership sales take a long time.
#6: Have prospect awareness to see what they’re going through right now. That is the biggest thing that affects the sales process, is what the prospects going through, not how bad you want it.
We hope you enjoyed this edition of JP Moery’s Association Hustle Podcast. We’d love to connect with you. Check out our blog at moerycompany.com and subscribe to our weekly newsletter. You can also connect with JP on LinkedIn and Twitter at @JPMoery, as well as The Moery’s Company’s Instagram and Facebook page. To purchase a copy of JP’s book, Association Hustle: Top Strategies for Association Growth, go to JPMoery.com.
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