1. The Price, People & Process are Right! Membership Blueprint Presenters: Pat Frew & Lori Janson

2. Price, People, Process are Right! Membership Board in a Box Truths Great AMA Membership Leaders: …are recruited carefully. …know that membership requires total board engagement. …make a strong connection with programming. …focus on recruitment AND retention. …use targeted, integrated marketing communications. …know membership is a personal sell. …keep local membership relevant.

3. Membership Cycle Recruitment Retention Recognition Involvement

4. Membership Blueprint Recruitment Round 1  Staff Membership portfolio with adequate team Bonus Round  Recruit right personalities Showcase/Jackpot  Written Expectations for your team  Signed commitment

5. Membership Blueprint Recruitment Chapter/Chapter Resources Tools:  Committee commitment agreement (adapted from Board Commitment agreement on Volunteer Management section of CR)  Membership strategic plan from your board

6. Membership Blueprint Member ReferralInquiry from Website/IH Past Event Attendees Past MemberCongrats! From Biz. Press Within 24 hoursWithin 1-2 HoursWithin 1 week after Within 3 MonthsWithin 1 Week Phone, email or letter Follow-up with phone call, asking them for questions they have Share 3 benefits of membership Invite to meet you at the next meeting Email personal message with membership details and 3 benefits of membership Invite to meet you at the next meeting Send Letter thanking them for attendance Invite to join/share 3 benefits Invite to meet you at the next meeting Send get "reconnected" mailing (paper clips), reiterating benefits and new initiatives Make personal phone call for plea at least once a year Send letter discussing advantages of expanding their circle of colleagues Invite to next meeting

7. Board in a Box Truth #2 Total Board Engagement Round 1  Write membership and recruitment responsibilities in every board job description  Utilize committee members/Past Presidents for meeting volunteers  New member letter-writing campaign

8. Board in a Box Truth #2 Total Board Engagement Bonus Round  Recruitment/Retention Flow Chart Showcase/Jackpot  New member tool kit

9. Board in a Box Truth #2 Total Board Engagement Chapter Resources Tools:  Membership Drive Promotion Template  Member Welcome Letter  Please Join/Please Renew Scripts (all found in Membership portal of marketingpower.com/cr)

10. Board in a Box Truth #3 Strong Programming Connection Round 1  Membership-related promotional materials at all events Bonus Round  Obtain non-member attendee list and call within 24 hours  Remind members at each event the value proposition of membership

11. Board in a Box Truth #3 Strong Programming Connection Showcase/Jackpot  Mentor program  A/V loop slides during event down-time Chapter Resources Tools  Top 10 Reasons to Join, Value of Membership and Member welcome Powerpoints

12. Board in a Box Truth #4 New Members Lost/Lapsed Members Membership Number 800+ – 700 – 600 – 500 – 400 – 300 – 200 – 100 – Renewal

13. Board in a Box Truth #4 Recruitment/Retention Round 1  Set specific goals for both Bonus Round  Participate in fall/spring acquisition drives

14. Board in a Box Truth #4 Recruitment/Retention Showcase/Jackpot  Separate communication plans for each Chapter Resources Tools  Membership drive promotional copy  Membership acquisition campaign  Membership retention program

15. Board in a Box Truth #5 Targeted/Integrated Marcom Round 1  Membership VP attends program reviews  Hold new member event twice/year  Celebrate and honor members regularly Bonus Round  Build your database

16. Board in a Box Truth #5 Targeted/Integrated Marcom Showcase/Jackpot  Timely communication based on member and prospect behavior and activity Chapter Resource Tools  Missed you at the meeting and reconnect letters

17. Board in a Box Truth #6 Personal Sell Round 1  Walking, living, breathing brand champion Bonus Round  Call prospect or renewing member  Send a thank you note when members renew  Ask member to be on a committee

18. Board in a Box Truth #6 Personal sell Showcase/Jackpot  FAQ & testimonial sheets Chapter Resource Tools  Thanks for attending scripts  Will you renew script

19. Board in a Box Truth #7 Local membership relevance Round 1  Event price differential  Exclusive local benefits Bonus Round  Call prospect or renewing member

20. Board in a Box Truth #7 Local membership relevance Showcase/Jackpot  Overcoming objections  Tangible ROI from membership testimonials Chapter Resource Tools  Event survey template  Monitor and measure what members value

21. Super Jackpot AMA Group Membership Basics  Minimum - 4 people on same payroll  Pricing: 4-9 members $208, 10+ $184  Signup: www.marketingpower.com/groupmembership www.marketingpower.com/groupmembership  Admin: Key contact at company completes application on website, AMA Customer Service contacts individuals and invoices them

22. Super Jackpot AMA Group Membership By the numbers – to date:  14 group memberships  117 members  $23,223 in dues revenue

23. Super Jackpot AMA Group Membership By the numbers – in production:  19 group memberships  148 members  $25,000 in dues revenue

24. 3 Quick Ways to GET Members 1.Members-only Events, discounts Especially during acquisition campaigns Hot topic Happy Hour 2.Special Interest Groups (SIGs) Diversify your programming 3.Use Your Board Members Commitment form Contests Just by answering your phone

25. 3 Ways to KEEP them 1.Be Personal Know your members Respond to them quickly Contact non-participating members 2.Get them involved! Personal invitations (see above) Member Orientations; Committee Involvement 3.Gratitude and Recognition Thank you, thank you, thank you Award longevity Celebrate Successes

26. 3 Quick Ways to LOSE Members 1.NOT surveying your membership 2.NOT coming up with innovative/timely programming 3.NOT being responsive

27. 30 Great Membership Ideas in 30 Minutes

28. Thank you for coming and participating! Pat Frew Frew.pat@gmail.com Lori Janson ljanson@globalterminals.com