Aenc association sales 101 buzogany
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  • 1. Association Sales Professional 101First Section:History, Structure and Organization of AssociationsHistory of Associations in a Nutshell _____________________________________________________________________________________________________________Impact of Associations in our Daily Lives __________________________________What are the Differences between an Association and a for-profit Business?____________________________________________________________________________________________________________________________________________The Association Advantage over a traditional business?____________________________________________________________________________________________What are the differences in Trade, Professional and SMRF organizations?Trade____________________Professional__________________SMRF____________________________________________________________________________________Organizational Structure – Inverted PyramidResponsibilities in a board driven or staff driven organization.Board responsibilities______________________________________________________Exec Director____________________________________________________________Staff____________________________________________________________________Member_________________________________________________________________Inverted Pyramid – How the numbers help dictate the power. Where the buck stops!________________________________________________________________________ 1
  • 2. Decision Process – Food chain and time needed to close________________________________________________________________________________________________________________________________________________Opportunities & Threats – Environmental ScanEconomy, Technology, Competition, etc.________________________________________________________________________________________________________________________________________________Second Section:Meetings with Successful Outcomes – A Sales PerspectiveHow Adults Learn, Meeting Trends, TechnologyPersonal Learning Styles____________________________________________________Generational & Gender issues _______________________________________________________________________________________________________________________Diet & Nutrition – Carbs out & protein in ______________________________________Physical versus Virtual Meetings – The 6 functions of a meeting.________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________The Future of Meetings______________________________________________________________________________________________________________________________________________ 2
  • 3. Becoming the Preferred Provider – 7 Steps to Sustainability with a client________________________________ ___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________Tips for becoming a business Marketing Expert in your job________________________________ ___________________________________________________________________ ___________________________________Third Section:Relationship SellingTransactional vs Consultative – A move to Partnering________________________________________________________________________________________________________________________________________________________________________________________________________________________Unlocking the Key to all Professional Relationships________________________________________________________________________________________________________________________________________________________________________________________________________________________The Value Proposition Value Proposition & the 7 critical questions Member-Centric versus Organization-Centric 3
  • 4. The Evolution of the Industry – What will determine success?________________ _________________ _________________________________ _________________ _________________________________ _________________ _________________________________ _________________ _________________________________ _________________ _________________Reading Materials to ConsiderPrinciples of Association Management, Fourth Edition, Henry Ernstthal & BobJones, American Society of Association ExecutivesProfessional Meeting Management, Fifth Edition, Professional ConventionManagement Association, Kendall/Hunt PublishingOperating Ratio Report, 13th Edition, American Society of Association Executives Buz Buzogany, CAE, CASE Buzogany Associates 828-652-7259 Direct buz@buzoganyassociates.com www.buzoganyassociates.com 4