While their foundational tactics are very much the same, association and private sector sales strategies differ. The private sector often focuses on selling as much – as quickly – as possible. Conversely, associations must be mindful of limited resources and pursue a relationship-based approach to achieve their revenue goals.
Successful association sales require collaboration between internal teams like marketing, professional development and membership to ensure execution of sponsor deliverables, alongside a high level of personalized service throughout the sales cycle.
Ultimately, associations aren’t just selling a product; they are selling a relationship, and their internal teams are key partners in that effort.
– Chris Amos, Senior Director of Business Development, The Association of Fundraising Professionals (AFP)