Blog

Value is in the Eyes of Your Customer

Sales: the process of establishing credibility and rapport in order to further a relationship. When all is said and done, we are all in sales. Yes, you, association leader and staff. Your value proposition is a version of a sales pitch – a sales pitch based on what you deliver to your member based on Continue Reading...

Survey Speculation

An Association Executive recently said this in a Board of Directors meeting: “While I do believe in member surveys, it’s the involved members who answer, not the un-involved ones. Consequently, I’m not a fan of surveys.” Is this objection a valid reason to doubt or avoid member research? 1. AEs who research every year with Continue Reading...

Return on 75,000 Miles

My customers frequently ask me how many miles I travel per year. I’m not proud to say this – I have no idea. Do you keep track of that kind of thing? I know how much I spend in airfare and other travel expenses per month, but only out of necessity, I don’t track it Continue Reading...
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