My husband made a comment recently that made my soul so very happy. It was a simple observation, but the words were meaningful to me. He said, “you sure do have a lot of really nice clients.”
He’s absolutely right. When I think about the organizations that I’ve had a chance to work with, even just over the past year, the roster is full of caring professionals who are remarkably committed to making good things happen in their industries and for the causes that they gather their community around.
The composition of my clientele most likely has a lot to do with the way that I approach serving and selling. On the selling side of the equation, I give a lot of credit to Nikki Rausch, this week’s podcast guest, as well as to a few other mentors that I’ve had over the years.
Nikki and I had a conversation about selling as it applies to the types of things that membership organizations might be trying to sell – not just membership, but sponsorships, event tickets, donations, etc. Often the people who are placed in the position of needing to sell these things have no sales experience and that can be an intimidating experience.
Nikki shared her tips on how to warm up a relationship to create an opening for a sales conversation. Her philosophy of “relationship first, rapport always” has always resonated deeply with me. That’s a great motto for us all to embrace, don’t you think?
If you didn’t catch the episode with Nikki, you’ll find it here.
If building relationships and rapport is important to you, I’d love to invite you to check out JourneyCARE.
One of the primary reasons why I developed the JourneyCARE platform is because I wanted my clients to have a better way to build their member experiences. I wanted it to be as simple as, “if we know ‘X’ about someone, then do ‘A’, and ‘B’, and ‘C’… but if we know ‘Y’ about someone, then do ‘D’, and ‘E’, and ‘F’ instead”.
In a nutshell, we’re using tools inside the JourneyCARE software to automatically do what you’d probably love to do on a one-on-one basis with every person you serve. The effect is simply magical.
As Nikki pointed out during the podcast episode, there are some things that can happen in a sales conversation that will either attract people toward you or repel them away and the same holds true for the entirety of the member experience. There are plenty of things you can do that will either attract members, donors, or sponsors toward you or repel them away.
The whole idea behind JourneyCARE is to make all of the attractive stuff very easy to do.
If you’d like to see a tour of what JourneyCARE can do, you’ll find a recorded version here.
Or, you can book a private demo and I’ll show you around the tools myself!