This document discusses strategies for modernizing membership organizations. It recommends engaging members without requiring in-person participation through tiers that allow members to choose their own investment level. Upper tiers should provide recognition and networking benefits. Benefits should be quantified and testimonials used to promote the organization's value in solving business problems and connecting other businesses. Automated technology can help standardize sales, generate leads continuously, and reward referrals.

1. Kyle J. Sexton | Fast ChamberTomorrow’s MEMBERSHIP Organization

2. TOMORROW'S MEMBERSHIP ORGANIZATIONHave a S.E.A.T.Service & Sell With The Latest TechnologyEngage Members Without Asking Them to Show UpAllow Members to Choose Their InvestmentTeach Members How to Talk About Us

3. Seth GodinBest-selling author and top daily business blogger in the world:

4. THE WANT-TO'S ARE OUR FUTUREThe “have-to's”The “ought-to's”The “want-to's”

6. ENGAGE MEMBERS… without asking them to show up!Participation vs. PartnershipMembership does not require participationPrevent drops due to “no time to participate”Health club comparisonChamber Church Confessional

7. BUYING AND JUSTIFYING Businesses: People BUY emotionally, JUSTIFY intellectuallyChambers: People JOIN emotionally and JUSTIFY upon renewal Who MUST you reach in order to be successful? Who will have the most impact over the long-term?

8. ALLOW MEMBERS TO CHOOSE THEIR OWN INVESTMENTCommon Dues Structures:Fair Share (usually based on number of employees)

9. Special Formulas (usually for certain industry categories)

10. Tiered Dues Structures

11. Negotiated Dues

12. Dues/Non-Dues Package (such as Chairman’s Clubs)MEMBERSHIP TIERSOffer something for everyoneCreate “upsell” opportunitiesCreate a sense of privilege, recognition and exclusivity with upper tiersCreate benefits that require little or no hard costs to the chamber

13. UPPER-TIER BENEFIT OBJECTIVESSelf-SegmentationPro-active leadership roleAbove “Cost-per-member” benchmarkIncreased membership stature and personal/professional recognitionImproved personal and professional skills and networking contacts

19. QUANTIFY YOUR BENEFITSHow much does membership cost?How much is membership worth?Quantify it and sell it!Add to the value with media partners and give-aways

20. TEACH MEMBERS HOW TO TALK ABOUT YOUGenerate talk about your product or service amongst peer groupsSome products/services will only be sold with referralTestimonials: People trust other people’s opinionsIf you don’t tell your story, the public will make one up about you

21. YOUR MARKETING MESSAGEThe Wrong Pitch:The chamber is a private non-profit membership organization that works to ensure a healthy local economy.The chamber is a group of businesses that share common community goals.

22. YOUR MARKETING MESSAGEThe Right Pitch:The chamber solves common business problems like not having enough time to lobby the government for less red tape and taxes.

23. The Chamber connects businesses to consumers and each other, in order to help them grow.

24. The Chamber helps people who are tired of doing business out of a phone book. TESTIMONIALS: GET THEM STARTED!“As a service business, membership in the Chamber is especially valuable because…”“The Chamber helps me to…”“The Chamber saves me time/trouble by…”

25. SERVICE AND SELL MEMBERSHIPS WITH THE LATEST TECHNOLOGYWho is GoDaddy and why are they number 1?Gain the service advantage enjoyed by other industries

26. ARE THESE YOUR SALES CHALLENGES?Information OverloadSales Department Turn-OverPrinted Materials Out-of-Date“Foul Language” of Volunteers

27. THE SOLUTIONNever ComplainsNever Asks for a RaiseWorks 24-7-52Captures Your Web TrafficStandardizes Your Sales LanguageHas sold up to $25,000 in new member dues per year

28. AUTOMATED MEMBERSHIP SALESGenerate leads 24/7Be notified the INSTANT someone is interested in membershipSend an automated email message weeklyReward your members for recommending their contacts for membership

29. Database/CRM SolutionsMust be web-basedMust be liveMust allow members to access/change infoMust provide promotional opportunitiesMust have search-engine-optimized directory