Are They Buying What You’re Selling?

American Chamber of Commerce Executives

August 2, 2012

Presented by: @CarlosPhillips

What are you selling?

Memberships

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Great coffee & a better world

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Fulfillment of the unexpressed wishes and needs of their guests

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Unequaled personalized service

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The ultimate driving machine

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Access, influence & protection

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How does a membership benefit a business?

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What are you really attempting to sell?

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Prospect/Member dreams?

• What are their short term dreams?

• What are their longer term dreams?

• What assistance do they need to achieve their dreams?

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Chamber as conduit to dreams?

• What’s in your toolbox?

• How can your resources assist?

• What is your differentiator?

• WHY your chamber vs other organizations?11

Are you…

• Telling them what you’re going do for them and how it will impact their business?

• Doing it?

• Reminding them repeatedly what you did for their business?

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8 Way to Ensure They Buy

1. Ask the business community what it needs from your chamber.

2. Deliver what you can.

3. Communicate your value proposition constantly

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8 Way to Ensure They Buy

4. Sell your differentiators

5. Prospect “high value targets” actively and systematically

6. Meet with the right businesses based on your mission and value proposition

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8 Way to Ensure They Buy

7. Familiarize yourself with the business AND the business leader’s dreams

8. Extend direct invitations for businesses to join your mission

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The Seller’s List

1. Ask

2. Deliver

3. Communicate

4. Sell

5. Prospect

6. Meet

7. Familiarize

8. Extend

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