marcia woodbury

Marcia Woodbury

• Sales Manager• Boise ID Metro

Chamber of Commerce

WACE WebinarSeptember 15, 2008

Presented by: Marcia Woodbury

Sales Manager – Boise Metro Chamber of Commerce

e-mail: mwoodbury@boisechamber.org

Number of Chamber members: 1,850

Annual Operating Budget: $1,666,000

Due Revenue: $1,076,000

• Chamber Connect

• Voice to Voice

• Face to Face

• 2008 Summer Sales Splash!

Presentation at a glance…

Chamber Connect is a program to encourage our existing members to send our sales team referrals for potential new members. This is an easy program, referral forms can be downloaded through ENews or on our website

It is set up on our website so that members can just key in the info and send it directly to the sales assistant to give to the sales team. Members can also download a .PDF form and fill it out and mail it in, fax it in – we don’t care – as long as it’s a good referral and we get some new members!

Here is what members get for good referrals that end up getting closed by the sales team:

$15.00 for non-profit members$25.00 for referred members with $370.00 - $550.00 dues$40.00 for referred members with $551.00 - $840.00 dues$60.00 for referred members with dues over $841.00

We even have a logo to promote this program . . .

Chamber Connect Program

Retention Program

Voice to Voice $1,000.00 - $2,499.00

1. Executive Committee Membership Liaison will recruit members of the Board of Directors to serve as Membership

Retention Specialists. These specialists will be utilized to conduct phone retention calls with dues paying members of $1,000 to $2,499.

2. On a monthly basis, cards (much like Ambassador Cards) will be created of all members in this dues range 90 days prior to renewal date. This list will include Company Name,

Primary Representative, Phone and e-mail Contact, and the join date. In addition, there will be a list of talking points and questions that can be followed in the conversation. This card will then be returned by the Board Retention Specialist to the Membership Assistant. The Membership Assistant will add comments under contacts in

WebLink Connect, make needs or requests of the member,

and distribute to staff members who may need to respond to specific needs or requests of the member, and distribute

a copy to member representative who retains the member account.

3. Goals of calls will be the following:

• Thank you for membership• Status report on the member company and ways we can be helpful to their business or industry cluster.• Discuss additional ways for employees to be involved with the Chamber on all levels.

Identification of any issues for resolution critical to renewal.

Sample - Voice to Voice Calling Card- front side -

Sample Voice to Voice Calling Card- back side -

Retention Program

Faceto

Face

Face to Face $2,500 +

1. Executive Assistant creates a tracking spreadsheet listing all members at Board of Advisors ($2,500 dues value) and higher dues level. The tracking sheet will include the following columns:

• Company Name, Primary Representative, Telephone, e-mail, Date joined, Date of scheduled visit, check box for visit completed name of Board Member and senior staff that made the call.

2. Executive Assistant schedules lunch or coffee with primary representative at an agreeable date for CEO. The goal is to schedule one / week 4 to 8 weeks out. The list of scheduled appointments will then be brought to the Executive Committee meeting and members will be expected to sign up for those appointments that they can join the CEO. Additionally, other staff members (i.e. BVEP Ex. Dir. And Sales team) will be recruited to join the meeting when strategically appropriate.

Face to Face $2,500 + Contd.,

3. Executive Assistant will also prepare a one page briefing report on all the activities of that member company in relation to their Chamber Membership to be distributed to those people making the retention call. On the backside of the briefing report the Executive Assistant develops a condensed version of the Chamber’s Annual Report to be used as talking points.

4. Executive Assistant will enter results of the meeting into WebLink Connect.

5. The goals of this retention call are the following:

• Thank you for membership• Status report on the member company and ways we can be helpful to their business or industry cluster.• Discuss additional ways for employees to be involved with the Chamber on all levels.

Retention Report & Graph Showing Chamber involvement & Number of Contacts