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WELCOME! Please Complete Your Information Form

WELCOME! Please Complete Your Information Form. About the Campaign. Total Resource Campaign. Campaign Chair: Greg Winkler, Wells Fargo Sell ALL Chamber products Finances Chamber programs 35% of Chamber’s operating budget Renewals from 2010 – 2012 count Earn cash incentives.

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WELCOME! Please Complete Your Information Form

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  1. WELCOME! Please Complete Your Information Form

  2. About the Campaign

  3. Total Resource Campaign • Campaign Chair: Greg Winkler, Wells Fargo • Sell ALL Chamber products • Finances Chamber programs • 35% of Chamber’s operating budget • Renewals from 2010 – 2012 count • Earn cash incentives

  4. $1.7 Million Goal • New Memberships – $80,000 • Membership Renewals – $60,000 • Sponsorships – $1,100,000 • Board of Advisors – $115,000 • EDGE4 – $75,000 • Other – $270,000

  5. Sales History • $1.701 million in 2012 • $1.664 million in 2011 • $1.611 million in 2010 • $1.612 million in 2009 • $1.870 million in 2008 • $1.772 million in 2007

  6. Schedule of Events Complete list of events on page 1 • Kickoff Luncheon – Feb. 21 at noon • Bring Your Boss – March 28 at 8 a.m. • Renewals Release – April 25 at 5 p.m. • Last Day to Report Sales – May 20 by 5 p.m. • Victory Celebration – May 30 at noon

  7. Your Role as a Team Member • Sell Chamber products • Report sales to your team leader • Attend report sessions • Achieve individual and team goals • Enjoy recognition and rewards

  8. About the Prizes

  9. What’s in it for You? • Networking • Recognition • Build sales skills • Cash incentives

  10. Cash Incentives • Two schedules based on method of payment • Incentive checks distributed weekly • 1099 forms issued • $20 and $50 cash bonuses • Additional prize giveaways

  11. Punta Cana Trip for Two • July 28 – Aug. 1, 2013 • Paradisus Palma Real, Punta Cana • All-inclusive hotel: includes all food and beverage and 24-hour room service • Plus airfare, transfers, opening and closing dinners, two cocktail parties • Royal Service Experience

  12. Winning the Trip • Trips are awarded by teams from team sales • Trip for Two=$20,000 in cash sales or $35,000 in trade sales • Trip for Two + $250 Room Credit=$25,000 in cash sales or $50,000 in trade sales • Trip for Two + $500 Room Credit=$30,000 in cash sales or $65,000 in trade sales

  13. About the Products

  14. Young Professionals Network Greg McNamara Educational Programs Manager

  15. Regional Transportation Alliance Natalie Griffith Operations Manager

  16. Greater Raleigh Sports Council • Promotes our region as a major market for youth, amateur, collegiate, and professional sporting events and organizations • Brought the CIAA basketball tournament, USA Baseball’s headquarters, and the IRONMAN 70.3, 2011 NHL All-Star Weekend

  17. Why Join GRSC? • Interact with fellow sports enthusiasts • Gain insider perspective • Attract world-class sports events • Support local franchises • Gain new insight

  18. GRSC Membership • Individual Membership - $300 • Quarterly meeting registration for one • Sports Night Out events • Subscription to e-newsletter • Corporate Membership - $1,500 • Individual membership for six people • Complete the GRSC Activation Form

  19. Evening of Champions • Honors the Triangle’s top athletes, teams and sports moments of 2012 • Feb. 20, 2013 at PNC Arena • Keynote: Lee Corso, ESPN broadcaster • Table sponsorships are still available • See pages 18 – 20

  20. We Love the Hurricanes Luncheon • Season kickoff with Carolina Hurricanes players and coaches • January 30, 2013 at PNC Arena • September 2013 at PNC Arena • Full Table sponsorship is $2,000 • Half Table sponsorship is $1,000 • See page 21

  21. Additional GRSC sponsorships • See page 20 • GRSC membership is not required • Chamber membership is not required • Complete Sponsorship Application • Contact Janet Carr

  22. Chamber Membership • Any business or professional firm is eligible for membership • More than 37,000 businesses in Wake County–2,200 are Chamber members • Use the online membership directory

  23. Reasons to Join the Chamber • New Sales Brochure • Make contacts and promote your business • Save money • Support job creation • Grow personally and professionally • Improve business climate

  24. Included in Membership • Three category listings in online directory • Free access to Member Marketplace • Free events: New Member Breakfast, Business After Hours, Networking with Power • Invitations to 120+ other events & programs • Discounts on office supplies, shipping, telecommunications, & computer equipment • And much more

  25. Membership Application • Base rate is $400 • Formula to determine additional investment • Complete the Membership Application • Include billing or payment information • Include your name and team name

  26. Board of Advisors • Annual Membership – $2,500 • Join BOA to: • Build new business relationships • Better understand community issues • Influence • Job development strategies • Give back

  27. BOA Membership Includes • One or more monthly events • Online Board of Advisors Directory • Link to career page • Recognition at Annual Meeting • BOA membership plaque

  28. Board of Advisors • List of current members at raleighchamber.org • Complete Membership Application for new members • Upgrade existing members • Complete Board of Advisors Upgrade Form

  29. Board of Advisors • List of current members at raleighchamber.org • Complete Membership Application for new members • Upgrade existing members • Complete Board of Advisors Upgrade Form

  30. Sponsorships • Annual Meeting – Sept. 2013 • Board of Advisors/Board of Directors Meetings – 4 times a year • Chamber Executive Women’s Luncheons – 4 times a year • Economic Forecast – Jan. 2014 • First Responders Appreciation Breakfast – Sept. 2013

  31. Sponsorships • Golf Tournament – Oct. 21 • Inter-City Visit – April 20 – 23 to Oklahoma City, Okla. • Legislative Reception – March 20 at NC Museum of History • Pinnacle Business Awards – May 29

  32. Business Expo May 1 | 9:30 – 4 p.m. Jim Graham Building, NC State Fairgrounds • Free, Ample Parking • Meet the Purchasers • Lending Fair • Standard booth prices from $570 • Chamber membership required • Program Manager: Katelyn Crouse

  33. Sponsorships • Call event managers prior to selling a sponsorship • Complete the sponsorship application • Payment must be received before campaign credit is awarded

  34. Payment by Trade • Companies can trade goods and services • A list of trade needs on pages 27 – 29 • Call staff for pre-approval • Complete the Trade Application

  35. Protected Renewals • Campaign transactions from 2010 – 2012 are protected • Don’t work renewals unless assigned to you • Members can pay invoices online • Renewals are protected until April 25 • Be respectful of other volunteers

  36. The Sales Process

  37. The Best Prospects are: • Clients and customers • Competitors • Vendors • Other companies in your office building • Relatives, neighbors, and friends • Your personal “accounts payable” list • Other professional organizations • Ask for referrals

  38. The Sales Process • Know why companies join the Chamber • Know the Chamber’s products • Know how to answer “What’s in it for me?” • Determine who in the company has the authority to make purchasing decisions • Introduce yourself and your company as a Chamber volunteer

  39. The Sales Process • Ask questions about your prospect’s business needs • Share how the Chamber’s programs match up with their needs • Ask for the prospect’s commitment • Complete applications, secure signatures, confirm billing procedures, request invoices, and secure payment

  40. Understanding Prospect’s Needs • See page 17 for questions to ask your prospect • Use guide on pages 18 – 20 to match up your prospect’s needs to Chamber products • Also pages 2 – 8 of Sponsorship Opportunities brochure

  41. Overcoming Objections • Pages 22-23 in training manual • Our budget is tight … we can’t afford it • I don’t have time • We’re members of another chamber • It’s just for big business

  42. Closing the Deal • Proposal or summary • Use deadlines as closers • Deliver an invoice • Offer to pick up a check • Get a credit card number over the phone • Complete an application

  43. Resources to Help You Sell

  44. www.raleighchamber.org • Calendar of events and event registration • Membership Directory • Member Marketplace • Program information

  45. www.raleighchamber.org/campaign • Campaign schedule of events • Links to applications and brochures • Link to Sponsorship Opportunities

  46. Additional Resources • Chamber staff is always available to assist you • Full roster on page 4 in your manual • Use a sales representative on two sales calls and receive full campaign credit • After two calls, campaign credit is split 50/50

  47. Next Steps

  48. How to Begin • Learn more about the Chamber—www.raleighchamber.org • Identify prospects • Cross-reference membership and protected lists • Take time to understand your prospects’ needs and match products • Start selling now!

  49. When You Have Questions • Review manual or ask your team leader • To request an invoice, call Hunter Corn 919.664.7035 • To see if payment is received, call Hunter Corn 919.664.7035 • Anything else—Ginger Baxley 919.664.7052 or Janet Carr 919.664.7053

  50. QUESTIONS?

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