As an executive, you are on the front line of convincing members you matter. You are not alone. In the words of one of your colleagues: Association executives across the country face similar challenges: “We as associations need to differentiate ourselves in a highly competitive market … [Read more...] about Stories from the Value Proposition Front Line
After my recent presentation at TSAE on Communications as a Business Asset, I spoke with several Executive Directors who related to the idea that Naylor has studied for many years: I had more than the usual questions about where to start in order to get better at the “8 ways” to engage more … [Read more...] about Show Your Value – It Won’t Just Happen by Itself!
ASAE’s Association’s Now magazine published an article this month called Is Your Staff Trained to Sell Membership? Here is a summary of the article with six ideas to prepare you for dues renewal season: 1. Any association staffer who interacts with members and prospects influences the … [Read more...] about Is Your Staff Trained to Create a Culture of Member Service?
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 … [Read more...] about Value is in the Eyes of Your Customer
Ask five association executives what their value proposition is and I’ll bet they will reply with some version of these: We engage in legal and legislative activities on behalf of members’ business interests. We provide quality education on important industry topics. We deliver data and … [Read more...] about Talk Value to Your Members, Not Benefits
We launched the new website MemberValue.org to arm association executives and leaders with a process to discover what members value most. Our goal is to help you discover and then put your value into words. DANGER: This process could: Disrupt the status quo Make you question where you spend … [Read more...] about Introducing MemberValue.org!