• When talking to a potential member, avoid asking, "Would you like to join?" It's too easy for the person to say "no."

     • Make personal contact with the prospective member.

     • Get to know the prospective members, asking open-ended questions and listening to the answers.

     • Continue the conversation and attempt to learn the prospect's interests and concerns.

     • Find a position on an issue or concern that can lead to a successful membership sale. 

     • Explain the advantages of association membership, specifically concentrate on the prospect's key areas of interest.

     • "How do you feel about …?"

     • "What would you suggest …?"

     • "What is your opinion …?"

     • "I see."

     • "Tell me more."

     • "I understand."

     Objection: "There isn't any reason for me to join, I will get all the benefits the association works for anyway."

     Response: "We should all be working together to make our organization the very best it can be at representing all of us."

     Response: "As a member, you can take an active part in decision-making, vote, hold office and have a voice."

     Objection: "I don't agree with a lot of things that the association does."

     Response: "It is your right to disagree. But the association prides itself on being a grassroots organization. As a member, you have many opportunities to influence and change the direction of the association if you disagree. But if you're not a member, you can't change anything.

Hopefully, these suggestions will help in your recruiting efforts. Listen to the potential member's concerns and objections, plan a strategy to deal with objections, try to overturn the objection by giving additional information and show value in membership and unity.