1. Are They Buying What You’re Selling? American Chamber of Commerce Executives August 2, 2012 Presented by: @CarlosPhillips

2. What are you selling? Memberships 2

3. Great coffee & a better world 3

4. Fulfillment of the unexpressed wishes and needs of their guests 4

5. Unequaled personalized service 5

6. The ultimate driving machine 6

7. Access, influence & protection 7

8. How does a membership benefit a business? 8

9. What are you really attempting to sell? 9

10. Prospect/Member dreams? What are their short term dreams? What are their longer term dreams? What assistance do they need to achieve their dreams? 10

11. Chamber as conduit to dreams? What’s in your toolbox? How can your resources assist? What is your differentiator? WHY your chamber vs other organizations? 11

12. Are you… Telling them what you’re going do for them and how it will impact their business? Doing it? Reminding them repeatedly what you did for their business? 12

13. 8 Way to Ensure They Buy 1.Ask the business community what it needs from your chamber. 2.Deliver what you can. 3.Communicate your value proposition constantly 13

14. 8 Way to Ensure They Buy 4. Sell your differentiators 5. Prospect “high value targets” actively and systematically 6. Meet with the right businesses based on your mission and value proposition 14

15. 8 Way to Ensure They Buy 7. Familiarize yourself with the business AND the business leader’s dreams 8. Extend direct invitations for businesses to join your mission 15

16. The Seller’s List 1.Ask 2.Deliver 3.Communicate 4.Sell 5.Prospect 6.Meet 7.Familiarize 8.Extend 16