Inside Your Prospect’s Mind: questions they ask themselves before investing in you
Let’s look inside the mind of a prospective chamber member to get a better understanding of how our chamber shines or falls short in meeting their needs.
Put yourself in their shoes. As a business person, comparing the benefits and unique value propositions of local business support organizations, invokes a lot of questions. Be it your chamber, the visitors & convention bureau, the technology association, a local service club or economic development office, here is a list of questions that prospects may ask to determine which organization best serves their needs and is worthy of their time and financial investment:
Goals and Objectives:
What are my primary goals and objectives for my business?
Which organization aligns best with my business goals and objectives?
Networking and Collaboration:
How important is networking and building connections with other businesses?
Which organization provides the most valuable networking opportunities for my industry or target audience?
Are there any specific collaboration opportunities that I am seeking? Which organization offers the most potential for collaboration in those areas?
Industry Insights and Resources:
How important is access to industry insights, market research, and resources?
Which organization offers the most relevant and up-to-date industry insights and resources for my business?
Are there any specific research or resources that I require? Which organization can fulfill those needs?
Business Support and Development:
What kind of support do I need for my business? (e.g., mentoring, training, financing)
Which organization provides the most comprehensive support services that align with my business needs?
Can the organization assist with specific challenges I am currently facing or may encounter in the future?
Advocacy and Influence:
How important is it for me to have a voice in influencing local policies and decisions?
Which organization has a strong track record in advocating for businesses and influencing policy changes?
Can the organization effectively represent my interests and those of my industry?
Visibility and Exposure:
How crucial is visibility and exposure for my business to attract customers or clients?
Which organization provides the best opportunities for brand visibility and exposure to the target audience or market?
Are there any specific marketing initiatives or platforms offered by the organization that can benefit my business?
Community Engagement and Impact:
How important is it for me to contribute to the local community and make a positive impact?
Which organization offers the most meaningful community engagement opportunities aligned with my values and social responsibility goals?
Can the organization help me fulfill my desire to give back to the community?
Membership Investment and ROI:
What is the cost of membership for each organization, and what are the associated benefits?
How does the potential return on investment (ROI) of membership compare among the organizations?
Can I quantify the potential value I would receive from each organization based on the benefits they offer?
Reputation and Track Record:
What is the reputation and credibility of each organization within the local business community?
Are there testimonials or success stories from businesses that have benefited from each organization's services?
Can I gather feedback from other business owners or industry peers regarding their experiences with each organization?
Alignment with Values and Culture:
How well do the values and culture of each organization align with my business's values and culture?
Which organization's mission and vision resonate most strongly with my own business philosophy?
By considering these questions, business people assess the fit and value proposition of each organization and make an informed decision about which one is best suited to support their business needs and goals. What can you do as a chamber executive to ensure your prospects’ response to these questions point them to your door? I’ll explore closing the gap between prospect expectations and chamber services in my next blog.
