Very few members bring a reasonable (in my mind ‘reasonable’
equals between six and twelve visitors each year) number of visitors to their
chapter. I have covered the possible reasons as to why this might be the case before,
but I now have, what I think, is the true reason.
Because, let’s face it, there cannot be a single member who
doesn’t know that we need to grow our chapters and why - more business for all.
The trouble is that ‘more business for all’ is too generic. What members really
want to know is ‘What’s in it for me?’ Now obviously the easy answer is – more
business. But as I say, that’s too abstract.
The real reason, I believe, is that most members don’t really
know what they want. Therefore, they have no need to try and get it. So, it’s
about having a target; or in this case not having a target. Because if you
don’t have one. How can you aim for it?
You see most members, I know, are just happy to get whatever
value of business that comes their way each year. But how different would it be
if they had a (real) target?
Say it was something pretty low like £12,000 a year (£1,000
per month). What would they need to do in order to get that level of business?
Simple answer – get a certain number of referrals. Now what’s the best way of
getting lots of referrals? Answer: having lots of members. And how do you get
lots of members? By having lots of visitors.
So, if every member had a target for the amount of business
they wanted from their chapter each year, and had a plan for getting it (number
of referrals needed), visitors would become important to them, and they would
invite more.
The “What’s in it for me?” question would be answered, as visitors are the best way of reaching your
business target – if you have one!
So, if your chapter is looking for more members, why not
have a session (maybe the 10 Minutes) on setting a business target for every
member of the chapter?
Please let me know what you think and how you get on.
