Video Can Be a Game Changer
We recently had our morning “pep rally” meeting during which we share ideas and challenges we are facing and this particular day we discussed the use of video in prospect communications. The outcome of this discussion was a strategic re-vamp of our communications...
Need a New Approach to Prospect Engagement? Differentiate Yourself.
I’m pretty pumped about a new engagement tactic that’s working for me with our prospects. Recently, I was reviewing a client’s sponsorship program and noticed several areas of improvement. This prompted me to look over a prospect’s sponsorship prospectus as well. I...
Strategies for Leveraging Your Government Affairs Staff for Membership Sales
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 “Education” and...
Adaptability is Key to Success
One of the most significant concerns I have for my company and the association community is the ability to be nimble and adaptive to evolving business trends and technology. I see organizations embracing the idea of change with the willingness to adapt and adjust...
What’s Trending in Association Content Delivery and Sales?
There are a few trends developing around our content delivery and sales process, and it’s very exciting. Over the last several weeks, we’ve seen growth in content engagement and have observed our sales cycle shortening rather significantly. The first trend is we've...
8 Hot Tips for Revamping Your Prospectus
Does your prospectus follow the same old format? I’ve seen a few lately and I can tell you from my experience, chances are your prospectus needs a fresh approach. It’s time to shake things up and create something that will catch the prospect’s attention. I have a few...
Selling Government Relations as a Key Member Benefit
So, how do you sell government relations as one of the most valuable aspects of association membership? We’ve been successful in selling for associations with great government relations and advocacy programs. We believe GR is the unique differentiator for...
What Success Has Taught Me
Last week, I blogged on my failures in business. But, over the course of my 25-year career, I’ve observed its “bunk” that we learn more from failure – I’ve actually gleaned more from my business success. Here are a few nuggets of advice: #1 To be truly successful, you...
How to Elevate Your Sponsorship Program from Good to EXCELLENT
I’ve been really impressed by some of the changes that associations are adopting for their sponsors – in terms of better inventory. And I’m beginning to see more genuine interest in helping sponsors achieve their goals. That's great. So, here are three activities that...
Stepping Out of Your Comfort Zone
The last few weeks our sales team has been discussing new ways of reaching prospects other than phone calls and email. Video and texting emerged as the two best options. While texting is easy, filming yourself during a sales pitch can be awkward. I found myself...