Happy Friday #ChamberWorld! Have a GREAT weekend!
#BestChamber Practices: (Membership) - Cathy Hight: Psychographics Drive Join and Renewal Rates - (www.hightperformance.com) - her live webinar is June 19th
Most likely, you’re tracking demographics about your members.
If you’re not using psychographics, you really don’t know why members join and why they stay, or not. Knowing more about the “why” than the “what” could also help you attract new members and increase revenue.
Most associations collect basic information from prospects when they fill out the application to join. Aside from the basic “fields” like Company Name, Primary Contact Name, Company address, etc., the application may ask for the contact’s Position, Number of Full-Time Employees (FTE), Industry or NAISC code, Number of Offices/Locations, and other requested information. This information is then uploaded into the Association Management System (AMS) and used to set up the member account, list the member in the Directory, and for other internal functions.
The majority of the information collected from new members are geographic and demographic. If the new member is also asked to indicate the reason for joining, then a psychographic variable is also collected. In other words, geographic data explains where your member is; demographics explain who your member is, and psychographics explains what’s important to them.
When I’ve taught the Marketing Strategies course for the Institute of Organization Management (IOM), I ask students to work in small groups to develop a mini marketing plan for a specific program (e.g., Leadership, Young Professionals). One of the activities is to create 2-3 Target Profiles that include demographics and psychographics. Once the Target Profiles are developed, the groups create Targeted Messages that resonate with different audiences to sell the program. A “one size fits all” marketing strategy doesn’t result in high email open rates or registrations.
Even though I have taught this course for more than 14 years, I find that association professionals struggle with profiling the members they have. Identifying demographics is fairly easy if the information has been collected or is readily available but knowing what certain members value and why is a real puzzler. Is it because we don’t really understand our customers or target markets, or are we lacking the data that would provide the “business intelligence” we could use to develop marketing messages for members?
Demographics Give Us Much of the “What”
It’s easy to buy lists that contain demographic information such as age, gender, ethnicity, income, geographic location, as well as other types of information about where customers live and what they do for a living. This type of information can be found through a variety of sources like the American Fact Finder that is offered through the Census Bureau, for example. You can learn a lot about people, and even your neighbors, just by entering your zip code in Claritas PRIZM. (I found it interesting to learn that I live in a neighborhood where many residents do not have kids at home!)
The Census Bureau conducts surveys every five years to collect business demographics by zip codes. The last was conducted in 2017. Reviewing the Census Bureau Economic Census, you learn how many businesses are in your area by industry, number of employees and more. This is a great way to compare the Census results with your membership base to see how representative it is to the market or to consider possible target markets due to underserved areas in your base.
Although demographic data like the Census will help you know more about the types of businesses in the areas, it will not reveal what influences the business leaders to join or renew.
Register Here: Cathy Hight Webinar $59
The Secret of Joining and Renewing Lies in the “Why”
Psychographics can tell you much more about your members and help you to market to prospects that have things in common. Many businesses use psychographic data to market to consumers based on information about the type of music they like, what car they drive or other brands they buy, how much they spend on entertainment, and where they shop. Services like Claritas PRIZM or Axiom can provide both demographic and psychographic information to help you better understand specific groups of people.
Psychographics can tell you a lot about why prospects join and why members renew each year based on the types of benefits they prefer, what types of committees they engage in, and which links they click on in emails. Psychographics help you to understand what they value and what influences their decisions.
A Member Profile Matrix can help you to distinguish between different types of members and what they value. The sample Matrix does not include demographic variables, although Community Investors and Community Builders tend to be larger enterprises while Business Investors and Business Builders are smaller.
You could create your own Matrix based on segments in your membership base and what they appear to have in common such as pain points, interests and their motivation to be members. Both demographic and psychographic variables should be used to create a sense to describe each segment.
By understanding who you serve, why they are members and what matters most to them, you will be able to develop messaging that resonates with each segment and communicate more effectively.
Here are some ways you can learn more about your members to help create your customized Matrix:
Ask survey questions that collect demographic information as well as psychographic info (e.g., why they are members, which programs they value most), then filter results and use cross tabs to analyze.
Identify benefits used by members and maintain that info with their account profiles.
Track which links members click on in emails and newsletters using a software that attaches “tags” that can be added to member profiles to help you to identify their interests and learn which opportunities matter more to them. The more you know, the better you can meet their needs!
“If it's your job to eat a frog, it's best to do it first thing in the morning. And if it's your job to eat two frogs, it's best to eat the biggest one first.” Mark Twain
Dubuque Area Chamber: Dancing with the Stars: Dubuque Style
Saturday, June 8th, Five Flags Theater, 405 Main St.
The Secret of Joining and Renewing Lies in the “Why”
Psychographics can tell you much more about your members and help you to market to prospects that have things in common. Many businesses use psychographic data to market to consumers based on information about the type of music they like, what car they drive or other brands they buy, how much they spend on entertainment, and where they shop. Services like Claritas PRIZM or Axiom can provide both demographic and psychographic information to help you better understand specific groups of people.
Psychographics can tell you a lot about why prospects join and why members renew each year based on the types of benefits they prefer, what types of committees they engage in, and which links they click on in emails. Psychographics help you to understand what they value and what influences their decisions.
A Member Profile Matrix can help you to distinguish between different types of members and what they value. The sample Matrix does not include demographic variables, although Community Investors and Community Builders tend to be larger enterprises while Business Investors and Business Builders are smaller.
You could create your own Matrix based on segments in your membership base and what they appear to have in common such as pain points, interests and their motivation to be members. Both demographic and psychographic variables should be used to create a sense to describe each segment.
By understanding who you serve, why they are members and what matters most to them, you will be able to develop messaging that resonates with each segment and communicate more effectively.
Here are some ways you can learn more about your members to help create your customized Matrix:
Ask survey questions that collect demographic information as well as psychographic info (e.g., why they are members, which programs they value most), then filter results and use cross tabs to analyze.
Identify benefits used by members and maintain that info with their account profiles.
Track which links members click on in emails and newsletters using a software that attaches “tags” that can be added to member profiles to help you to identify their interests and learn which opportunities matter more to them. The more you know, the better you can meet their needs!
Cathi Hight helps organizations manage constant change, develop customer-centricity and “work smarter, not harder”. She is President of Hight Performance Group and the developer of The Member Retention Kit, A New Approach to Tiered Membership and Work Smarter, Not Harder. Learn more at www.hightperformance.com.
#FamousChamber Of Commerce Quotations: (Be happy!)
Dubuque Area Chamber: Dancing with the Stars: Dubuque Style
Saturday, June 8th, Five Flags Theater, 405 Main St.
6 p.m. In the decade since its inception, the Dubuque Area Chamber of Commerce event has raised more than $2 million for more than 80 local nonprofits. Tickets are $52. For more information, visit FiveFlagsCenter.com.
Jane Hove is new interim president at Aurora Regional Chamber
For more than 100 years, the Aurora Regional Chamber of Commerce has provided leadership necessary to maintain a successful, proactive business environment for Aurora, North Aurora, and surrounding communities in the eight-county area.
Her new contact information: 43 W. Galena Blvd., Aurora, Illinois 60506 (630) 256-3180; Fax: (630) 566-0873 jhove@aurora-chamber.com
The Ridgeland Chamber of Commerce and Keep Ridgeland Beautiful received the 2018 Keep America Beautiful Innovative Partnership Award for Zinnia Fields Forever – a partnership between the Ridgeland Chamber of Commerce, Keep Ridgeland Beautiful and the City of Ridgeland Public Works Department. Zinnia Fields Forever also received Keep Mississippi Beautiful’s First Place Beautification Award. The national awards program (Keep America Beautiful) recognizes the best of the best among their network of community-based affiliates, leading corporate partners and individual volunteers across the country who have committed to creating more beautiful communities. Karen McKie 2018 Ridgeland Chamber President and Ridgeland Chamber Executive Director Linda Bynum teamed up with Keep Ridgeland Beautiful volunteers to create the zinnia fields beautifying Highway 51, School Street and the Ridgeland Library’s greenspace. Accepting the award were (from left) McKie, Bynum, Jane McGee and Ridgeland Mayor Gene McGee. See more: Northside Sun
For more than 100 years, the Aurora Regional Chamber of Commerce has provided leadership necessary to maintain a successful, proactive business environment for Aurora, North Aurora, and surrounding communities in the eight-county area.
Her new contact information: 43 W. Galena Blvd., Aurora, Illinois 60506 (630) 256-3180; Fax: (630) 566-0873 jhove@aurora-chamber.com
The Ridgeland Chamber of Commerce and Keep Ridgeland Beautiful received the 2018 Keep America Beautiful Innovative Partnership Award
The Ridgeland Chamber of Commerce and Keep Ridgeland Beautiful received the 2018 Keep America Beautiful Innovative Partnership Award for Zinnia Fields Forever – a partnership between the Ridgeland Chamber of Commerce, Keep Ridgeland Beautiful and the City of Ridgeland Public Works Department. Zinnia Fields Forever also received Keep Mississippi Beautiful’s First Place Beautification Award. The national awards program (Keep America Beautiful) recognizes the best of the best among their network of community-based affiliates, leading corporate partners and individual volunteers across the country who have committed to creating more beautiful communities. Karen McKie 2018 Ridgeland Chamber President and Ridgeland Chamber Executive Director Linda Bynum teamed up with Keep Ridgeland Beautiful volunteers to create the zinnia fields beautifying Highway 51, School Street and the Ridgeland Library’s greenspace. Accepting the award were (from left) McKie, Bynum, Jane McGee and Ridgeland Mayor Gene McGee. See more: Northside Sun
Wine Tasting, Mouthwatering Food and More; Taste of Dearborn Returns June 19
A Metro Detroit favorite, Taste of Dearborn, returns Wednesday, June 19, 2019, from 6-9:30 pm. Attendees experience the delightful offerings of Dearborn eateries at this annual event, presented by Jim Thorpe, Ameriprise Financial, and hosted by the Dearborn Area Chamber of Commerce.
Dearborn’s annual “Grub-crawl” allows attendees to sample menu items from the bevvy of participating restaurants. General admission tickets are available for $35, and include appetizers from 25+ participating restaurants in West Downtown Dearborn and the Fairlane Town Center complex. General admission and wine tasting tickets are available at www.dearbornareachamber.org or by calling 313-584-6100. Tickets are on sale now. Save $5 with the coupon code: EARLYBIRD!
Les Stanford Cadillac once again serves as the host for the elegant Wine & Beer Tasting Reception. VIP’s begin at this location and enjoy substantial appetizers & samples provided by LaPita Mediterranean Cuisine and live jazz entertainment from the vocal jazz group, Midnight Blue, 5:00-7:30 pm. A limited number of tickets are available for this exclusive reception for only $50! Pre-registration is required to attend the reception.
Event Specifics:
- VIP ticket holders will start at Les Stanford Cadillac Showroom beginning at 5pm. VIP reception ends at 7:30pm.
- General admission ticket holders can pick up their wristbands the day of the event beginning at 5:30pm at the Dearborn Area Chamber Commerce & the PF Chang’s entrance of Fairlane Town Center. You may also pick up your wristbands on Monday, June 17th or Tuesday, June 18th at the Chamber between 8am-3pm.
- Please enjoy appetizers and samples between 6pm-9:30pm! Shuttle service ends at 9:15pm.
The Chamber provide free shuttles, courtesy of LaFontaine Automotive Group, between downtown West Dearborn and the Fairlane Town Center complex until 9:15 pm. Participants receive a menu passport and map at registration beginning at 5:30 p.m. in the Bryant Library at 22100 Michigan Ave. & at the PJ Chang’s entrance of Fairlane Town Center, 18900 Michigan Ave.
A small sample of confirmed restaurants include Andiamo-Dearborn, Bangkok 96 Street Foods, Benihaha, bd’s Mongolian Grill, Brome Modern Eatery, Buffalo Wild Wings, Noah’s SmokeHouse, JP’s Bar & Grill, Lue Thai Cafe, PF Chang’s, StrEats of Detroit, Unburger Grill, Common Grace Coffee Company, Dearborn Brewing, Del Taco, Famous Hamburger, Ford’s Garage, La Pita Mediterranean Restaurant, Mint 29, Olga’s Kitchen Dearborn Heights, Trio Eats and Matador Restaurant. Additional restaurants are joining daily! Contact: Kelli Vanden Bosch, Director of Events and Media Relations, Dearborn Area Chamber of Commerce Dearborn Area Chamber of Commerce
Hampton Roads Chamber-Virginia Peninsula Chamber: P4 Partnership Opportunities Available with Department of Defense Installations
Naval Air Station (NAS) Oceana - the U.S. Navy's premier Master Jet Base - invites the private sector, Government Agencies, the State of Virginia, and local municipalities to partner with Commander, Navy Installations Command and Commander, Navy Region Mid-Atlantic as part of a Public - Public / Public Private (P4) Partnership opportunity.
Attend the P4 Industry Day to learn more about NAS Oceana and available P4 opportunities for your business. Potential opportunities include compatible development of underutilized NAS Oceana facilities and real estate. See background paper for additional information.
A P4 Partnership enables multiple stakeholders to work together to achieve a common goal by leveraging the capabilities, resources, and availability of military installations, state and local governments, commercial entities, and non-profit organizations.
Don't miss this opportunity for your business to participate in economic development opportunities through a P4 Partnership with NAS Oceana!
To access the base: Individuals without a DoD I.D. card must provide their name and driver's license number with their RSVP.
When: Friday, June 14
Time: 1:00pm - 4:00pm
Where: Naval Air Station Oceana Club
Address: 906 G. Ave, Virginia Beach, V.A. 23460
RSVP to Ronnie Parker at 757-664-2535 or rparker@hrchamber.com
Note from Andrea Biwer: Spring into Summer with the Des Plaines chamber
As the beginning of summer approaches we are heating things up at the Chamber. Please join us for the two spectacular events below:
Note from Andrea Biwer: Spring into Summer with the Des Plaines chamber
BE OUR GUEST!
As we celebrate the opening of our new offices and officially inaugurate our NEW location with a Ribbon Cutting with the City of Des Plaines on Tuesday, June 11th, from 5-7 p.m. Learn about all of our new benefits and services and non-compete networking groups while enjoying food and beverages from our amazing members, networking, entertainment and more!
We will also be presenting the Des Plaines Chamber of Commerce & Industry Award of Excellence to one of our distinguished members.
New offices: 1400 E. Touhy Ave, Ste. 145, Des Plaines
To RSVP click here: Des Plaines Chamber of Commerce & Industry
On June 19th, we will be hosting our 3rd Annual Multi-Chamber Mid-Year Ecomomic Summit featuring Illinois State Treasurer Michael Frerichs and Carol Portman, President, Taxpayers’ of the Federation of Illinois as well as 18 other Chambers of Commerce & Industry’s across the region.
We are looking forward to seeing you all this summer and helping you grow your network!
Warm regards,
Andrea Biwer
Executive Director
New Manager For Kokomo Chamber
Town Square Publications (www.townsquarepublications.com) can help you accomplish your chamber's gloss map, directory, community profile or publication needs at no expense to the chamber. Please email John Dussman at jdussman@tspubs.com or call (847)-427-4633.
Future Fox Cities Regional Career Expo for Local Students Seeks Business Participants
To RSVP click here: Des Plaines Chamber of Commerce & Industry
On June 19th, we will be hosting our 3rd Annual Multi-Chamber Mid-Year Ecomomic Summit featuring Illinois State Treasurer Michael Frerichs and Carol Portman, President, Taxpayers’ of the Federation of Illinois as well as 18 other Chambers of Commerce & Industry’s across the region.
We are looking forward to seeing you all this summer and helping you grow your network!
Warm regards,
Andrea Biwer
Executive Director
New Manager For Kokomo Chamber
The Greater Kokomo Economic Development Alliance has named Elizabeth Kerns manager of the Greater Kokomo Chamber of Commerce. Kerns previously acted as director of local chamber relations and events for the Illinois Chamber of Commerce and as president of the Illinois Association of Chamber of Commerce Executives.
Kerns will be responsible for supporting the Greater Kokomo Chamber's growth, membership engagement, programming and development.
“Elizabeth will bring a wealth of knowledge and experience to the Kokomo chamber,” President and Chief Executive Officer Charlie Sparks said in a news release. “We expect the chamber to thrive under her strong leadership.”
Kerns earned a master’s degree in communication from the University of Illinois at Springfield and a bachelor’s degree from Arkansas State University.
She will step into her new role on June 3. Read more: Inside Indiana Business
Kerns will be responsible for supporting the Greater Kokomo Chamber's growth, membership engagement, programming and development.
“Elizabeth will bring a wealth of knowledge and experience to the Kokomo chamber,” President and Chief Executive Officer Charlie Sparks said in a news release. “We expect the chamber to thrive under her strong leadership.”
Kerns earned a master’s degree in communication from the University of Illinois at Springfield and a bachelor’s degree from Arkansas State University.
She will step into her new role on June 3. Read more: Inside Indiana Business
IACCE 2018 Chamber of the Year Jefferson County Chamber Community Guide
The Jefferson County Chamber Community Guide is available at the chamber of commerce today! Thank you to Philip "Mike" Beard and the Chamber team for their help and direction putting this together!
Town Square Publications (www.townsquarepublications.com) can help you accomplish your chamber's gloss map, directory, community profile or publication needs at no expense to the chamber. Please email John Dussman at jdussman@tspubs.com or call (847)-427-4633.
Future Fox Cities Regional Career Expo for Local Students Seeks Business Participants
Annual career exploration and development event gets new name for 2020
APPLETON, Wis. (June 6, 2019) – The Fox Cities Chamber of Commerce’s annual career expo event for local students, now titled Future Fox Cities, will be held on March 4 and 5, 2020. Applications are now being accepted for business vendors at foxcitieschamber.com.
Under a new name in 2020, this annual event provides area students with an interactive platform to explore careers available in the Fox Cities Region. The 14-year event allows middle school students and high school students to connect with and learn from regional employers within the following six career clusters: health sciences; communication and information systems; industrial, manufacturing and engineering; human services and resources; business, marketing and management; and environmental and agricultural systems.
On the first day of the event, Wednesday, March 4, 8th grade students from several area middle schools will have the opportunity to interact with career professionals from a wide variety of regional employers to learn about career opportunities, expected starting salaries, skills and interests of employees and post high school training or education requirements. These interactive experiences will prepare students as they transition into high school and continue their academic and career planning.
The second day of the event, Thursday, March 5, welcomes high school students from area schools to experience a skills development format that focuses on students making meaningful connections with local employers at designated booths, as well as opportunities to attend a variety of breakout sessions focused on soft skills and career-based learning opportunities to enhance their career development.
“The name speaks for itself,” shared Amy Andersen, Director of Talent & K-16 Relations at the Fox Cities Chamber and Regional Partnership. “Businesses in the Fox Cities Region who want to develop and grow their talent need to cultivate their relationships with our future workforce while they are exploring opportunities as 8th through 12th graders. If employers wait, it may too late to attract this local talent later.”
Applications are now being accepted for businesses interested in participating in this annual event. This interactive event allows employers to get in front of their future workforce and provides awareness to the career opportunities available in the Fox Cities Region. Applications can be found at foxcitieschamber.com.
Future Fox Cities, previously known as Your Future LIVE!, is scheduled for Wednesday, March 4 and Thursday, March 5, 2020 at the Fox Cities Exhibition Center in Downtown Appleton. Businesses can register and pay online through a simple registration form. The fee for businesses is $350 per booth for Fox Cities Chamber members and $450 per booth for non-members. Businesses who register will be committed for both days of the event. In addition, there will be limited special pricing available on a first-come, first-serve basis for the following categories of business/organization: five booths will be reserved for charitable non-profits at no cost; five booths will be reserved for military groups at no cost; five booths will be reserved for state agencies (such as the Department of Natural Resources) for a discounted rate of $150 per booth; and five booths will be reserved for higher education organizations for a discounted rate of $150 per booth. Separate online registration forms will need to be completed in order to receive this special offer.
High visibility sponsorship opportunities are also available for this event. Please contact Nora Langolf at the Fox Cities Chamber to learn more. (920) 734-7101 or nlangolf@foxcitieschamber.com.
Visit the Fox Cities Chamber website to learn more about Future Fox Cities at http://foxcitieschamber.com/talent/future-fox-cities-fox-cities-chamber/ or contact Amy Andersen, Director of Talent & K-16 Relations, with any event questions at (920) 939-6403 or amy@foxcitiesregion.com.
Jim Waters will be keynote speaker for June 11 Southern Kentucky chamber luncheon
Jim Waters will be keynote speaker for June 11 Southern Kentucky chamber luncheon
The president of a conservative-leaning Kentucky think tank, that specializes in government policy toward economics and education, will be the featured speaker next Tuesday at the Southern Kentucky Chamber of Commerce membership luncheon in Williamsburg.
Jim Waters, President of the Bluegrass Institute — described as “Kentucky’s first and only free market think tank” — said he would give an aspirational presentation entitled “Blazing New Trails in Kentucky” at the luncheon. It will include will include comments regarding taxpayer-friendly ideas on how to effectively address the public pension crisis as well as the need for reforming public education as well as giving parents more choices regarding where their children attend school. He will also be advocating for making government more transparent and accountable at every level and how the issue of transparency affects each of the Institute’s key policy areas.
Waters writes the Bluegrass Beacon — a popular column, which appears in newspapers and publications statewide. He’s also an award-winning communicator, having finished second in the 2015 Great Communicators national speaking tournament in Grand Rapids, Michigan, which included 500 entries from around the nation. Candidates were judged on their ability to communicate effectively with millennial and persuadable voters on complex policy issues.
Waters is a frequent guest – and guest host – on talk radio, including on Louisville’s 84WHAS and is in demand as a guest speaker, moderator of political debates and policy forums. His articles have appeared in national publications, including the Wall Street Journal and USA Today, and he has appeared on CNN television and national radio talk shows, including the Lars Larson radio show.
Waters is in demand as a speaker and panelist. He has appeared as a guest speaker on the same platform with many nationally known figures, including Gov. Matt Bevin, U.S. Sen. Rand Paul, Congressman Thomas Massie and Fox News anchor John Stossel.
He was also invited to join the American Enterprise Institute’s Leadership Network this year and recently spoke on school choice at the network’s summit in Washington, D.C.
Bruce Carpenter, Executive Director of the Southern Kentucky Chamber of Commerce, said he’s excited to be able to schedule Waters to speak to the chamber.
Bruce Carpenter, Executive Director of the Southern Kentucky Chamber of Commerce, said he’s excited to be able to schedule Waters to speak to the chamber.
“It’s something I’ve been wanting to do for a long time, and thankfully we were able to bring Mr. Waters to speak to our chamber,” Carpenter said. “He’s a energetic, interesting speaker, and he will be discussing timely topics for which I think there is great interest right now in our community. Even if you never attend our chamber luncheons, this is one you might want to make time for.” Read more: News Journal
Town Square Publications Chamber Membership Directories and Community Profiles: The best in the U.S.
Town Square Publications, a division of the Daily Herald Media Group, is a national chamber custom publishing group that specializes in developing partnerships by producing high-quality print and digitally integrated publications along with other added value programs dedicated to creating relevancy for local chambers of commerce and other membership focused organizations interested in raising non-dues revenues.
Town Square Publications parent company, Paddock Publications, has over 100 years’ experience of print product development and dedicated customer service in communities throughout the Midwest. Our experience allows Town Square Publications to offer you attractive royalty and non-dues revenue share streams, provide direct distribution of your custom designed printed publications, including digital and mobile integration, and all with the quickest turn-around times available in the industry. Town Square also offers multi-media maps in both print and online formats, both with our No-Cost guarantee. More information: Town Square Publications
Chambers of Commerce and member focused organizations serve as a valuable resource in the local marketplace. The networking opportunities and representation with a wide variety of diverse businesses in your community is the catalyst of a successful organization. For further information about Town Square's publishing partnership with chambers of commerce and our No-Cost guarantee and Earned Revenue Share Program, To request your chamber publication or map proposal, contact Town Square Chamber Proposal
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