Associations Behaving Like Businesses – Association Field Report (October 23, 2020)
https://youtu.be/UPKIzrRqVAM Over the last decade, consultants such as myself have been talking about association needed to behave, act, perform more like a business, and be more bottom line oriented. We’re beginning to see this happen across the industry for a...
How to Prepare Your 2021 Sponsorship Prospectus
Your sponsorship prospectus may look different next year and there’s no better time than right now to put it all together for your supplier community. If you’ve been thinking about offering a full year partnership, this the year to do it. Here are some things to...
How are you adapting your sales for success in the current environment? – Ask JP #38
https://youtu.be/DzrYFx3bhH4 I had somebody asked me the other day, "How are you changing association sales in the environment that we're in right now? Specifically, as we’re entering Q4?" Be a differentiator with a phone first approach. There’s a variety of...
It’s Time to Prepare Your Sponsorship Prospectus for 2021 – Association Field Report (October 16, 2020)
https://youtu.be/w3aIQHe9LZ0 Your sponsorship prospectus may look different next year; now is the right time to put it all together for your supplier community. If you've been thinking about offering a full year partnership, this the year to do it. Here are...
How to Recruit New Members in the Fourth Quarter
Membership recruitment is going to be incredibly important as we approach 2021. Here are three tips that I hope you find helpful in your recruitment efforts during the last quarter of 2020: 1. Make a “15 for 12” offer to companies that that are already in the...
How Do We Sell in Person Event Sponsorships and Exhibits for 2021? – Ask JP #037
https://youtu.be/ehc-SuZz1BQ Today’s question is simple question yet very important, "How do I sell in-person event sponsorships and exhibits in 2021?" Before I answer, here are some observations. Events are going to face significant headwinds. Your...
2020 Is the Most Important Year for Membership – Association Field Report (October, 9, 2020)
https://youtu.be/9NHBFg50bp4 Today, I want to bring some energy to you! We're heading into the most important membership season and year ever in the history of organizations. Why? Because our industries really need us, they see the importance of our work, and...
How to Sell a New Membership or Sponsorship Program
There's no doubt that associations have had to adjust, adapt, and pivot this year. This included the need to create new membership and sponsorship programs. Here is a six step plan for selling your new programs: 1. Create a plan. Spell out the sequence of events and...
JP Moery’s Top Five Podcasts
I’ve gained a lot of insight, information, and ideas from podcasts. I listen to them almost every morning. My top five at the moment are: The GaryVee Audio Experience by Gary Vaynerchuk – entrepreneurship, branding, and more. Sell or Die by Jeffrey Gitomer –...
How do you launch a new sales project? – Ask JP #036
https://youtu.be/ZP4VA4ojaJQ Today’s question came up during one of our recent sales meeting: "How do you launch a new sales project?" The answer applies whether it's a new membership category or a new sponsorship program. Sometimes, we're selling things that...