Has your association been committing these cardinal sales mistakes? Find out on this week’s Association Hustle podcast.
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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.
#1: There is a sales process that is lacking in almost every association.
#2: The utilization of a good customer relation management tool or a CRM. I’m amazed at how many organizations are still using excel to track their activity and pipelines. If you’re not utilizing Salesforce, or some other CRM, why aren’t you?
#3: Not enough action. I used to think that it was all about the numbers and activity. It isn’t. It’s about the quality of action.
#4: We’re just not close enough to the customer. We don’t understand the customer or its language to get closer to them.
#5: Are you listening to the market surveys? Setting up an intentional renewal program for your members that involves speaking with them, recruitment, and learning about the reasons to join. What are they telling you? It’s not about your list of features and services. It’s about how they benefit from it.
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