MEMBERSHIP RECRUITING TIPS
• Have a membership application with you.
• Listen carefully to learn the person's concerns or interests.
• Stick with those key issues once they're identified.
• Show your personal conviction for the association, but also show respect for the other person's views.
• Be prepared to answer predictable questions and overcome the potential objections.
• Help potential members find the information they seek.
• When talking to a potential member, avoid asking, "Would you like to join?" It's too easy for the person to say "no."
• Make personal contact with the prospective member.
• Get to know the prospective members, asking open-ended questions and listening to the answers.
• Continue the conversation and attempt to learn the prospect's interests and concerns.
• Find a position on an issue or concern that can lead to a successful membership sale.
• Explain the advantages of association membership, specifically concentrate on the prospect's key areas of interest.
• "How do you feel about …?"
• "What would you suggest …?"
• "What is your opinion …?"
• "I see."
• "Tell me more."
• "I understand."
Objection: "There isn't any reason for me to join, I will get all the benefits the association works for anyway."
Response: "We should all be working together to make our organization the very best it can be at representing all of us."
Response: "As a member, you can take an active part in decision-making, vote, hold office and have a voice."
Objection: "I don't agree with a lot of things that the association does."
Response: "It is your right to disagree. But the association prides itself on being a grassroots organization. As a member, you have many opportunities to influence and change the direction of the association if you disagree. But if you're not a member, you can't change anything.
Hopefully, these suggestions will help in your recruiting efforts. Listen to the potential member's concerns and objections, plan a strategy to deal with objections, try to overturn the objection by giving additional information and show value in membership and unity.