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Working With Boards of Directors
This is the eleventh article in a series of Target Marketing ideas that I hope will help you to think differently and set yourself apart from your competition. In this article I will deal one of the most important parts of establishing a target marketing program through an association; and that is dealing with their board of directors.
Over the years I’ve made a lot of presentations to various boards of directors and have leaned quite a bit about how to deal with them successfully. There are several key things that you must understand BEFORE to make any presentation or give them a conceptual idea. Here are just a few:
1. Since you have been working with the executive director to establish a program, ask him/her to give you a bit of background on each of the members. Some members never say a word at a meeting, some ask all of the questions, some will be very agreeable and some maintain the negative position in ALL matters.
2. DO NOT go into the board meeting with the attitude that you are there to solve all of their problems. Make them feel that this is a partnership and that together you can help solve member difficulties and provide member benefits. Member benefits is also part of my seminar, along with the “words that work.”
3. You will need a professional presentation for the board meeting. As a result of one of my seminars a producer began prospecting a 12 state association and used my presentation (Proposal & Agreement) in obtaining the endorsement. I used this same proposal when I made a presentation to an association for a client agency. They too obtained the endorsement.
Dealing with boards of directors is a major part of my Target Marketing Seminar. If you are interested in this seminar please give me a call at 714 813-3221. Four hours could change your entire career. (4 CE credits available in California)
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