Strategy - associations from Anonymous: MarketingProfs Question 31698

Topic: Strategy

Associations

Posted by Anonymous on 12/29/2009 at 2:53 PM ET 25 Points

How to sell to associations

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Posted by Peter (henna gaijin) on 12/29/2009 at 3:22 PM Member

Very generic question, and one that will be difficult, if not impossible, to provide any useful answer to you as it is. Please provide more information - who, what, where, why, etc.
Posted by Gary Bloomer on 12/29/2009 at 3:28 PM Member

Dear Donna,

What KIND of associations? And what are you selling? What are its benefits? What do you do that others do not do? What pain do you salve? What itch do you scratch?

You need to be much more specific.

Gary Bloomer
Wilmington, DE, USA
Posted by Frank Hurtte on 12/29/2009 at 5:29 PM Accepted

Donna,
Associations are actually the easiest group to sell to if you know their issues and motivations. And, typically those issues are pretty transparent.

Here are the steps that work for me.
Google the Association --- look for Ex. Director, Ex VP or someone with similar title.
Research the Ex. ---- many companies run multiple associations. Its embarrassing if you call the same person multiple times.
Ask if they will share previous newsletters, etc.
Read the newsletters....

Call back...

And btw, thse people are busy beyond belief. Dont get discouraged if you must call multiple times.