Despite your positive attitude, not everyone will join. But many of those who are reluctant now will join if we continue to ask them.
A person’s reasons for not joining the Association are often not strong.
The first objections given are often not the real reasons for not joining.
Often objections are because of incorrect information or a lack of information.
Look at your task as one of identifying the real objections, providing sufficient or adequate information to overturn or minimize the objection as compared to the value of membership.
Excuses may be a result of fears, uncertainties, and doubts about the recruiter, the organization, the programs and benefits of membership, or the cost of membership and timing of the contact.
An excuse for not joining may be the result of not having spent sufficient time establishing a positive relationship and finding out the prospect’s needs, wants, and concerns.
Reluctant prospects have often joined when recruiters continue to ask them, even though they continue to hold the same objections.
Overturning Objections
Keep asking. Make the potential member your project until he or she joins.
If a potential member attempts to get you to argue or defend your position, respond with a question or offer to provide more information.
Listen to what the potential member is saying. Continue to use listening skills while the person fully expresses his or her objection.
Refrain from giving an immediate response to an objection.
Keep the potential member talking after he or she has raised an objection. Ask open-ended questions that reflect on what the potential member said. This helps the person talk it through without arguing or defending.
Determine if the potential member is firm in his or her objection by observing if he or she sticks to it.
Listen carefully until it is your turn. Then check out your statement of what you believe the objection is before you respond.
Share your own reasons for joining. An enthusiastic member is the best person to promote the organization.
