{"id":16354,"date":"2025-04-21T08:18:30","date_gmt":"2025-04-21T12:18:30","guid":{"rendered":"https:\/\/dev.mypar.org\/?p=16354"},"modified":"2025-04-21T14:10:31","modified_gmt":"2025-04-21T18:10:31","slug":"3-prospecting-tools","status":"publish","type":"post","link":"https:\/\/dev.mypar.org\/3-prospecting-tools\/","title":{"rendered":"3 Prospecting Tools You Could Be Missing"},"content":{"rendered":"\n\n\t

\"\"<\/p>\n

Whether your association is looking to bring in new members or attract strategic partners, your ability to identify and engage the right people is essential. And while traditional prospecting tactics are evolving with the help of technology, there’s one that you shouldn’t be quick to replace: good old-fashioned people skills.\u00a0<\/strong><\/p>\n

It’s true that tools like LinkedIn Navigator are game changers for helping us identify prospective members and partners. But effectively utilizing that tool and others requires a prospecting strategy, and often the most impactful strategy stems from utilizing trusted insights from within your existing network.<\/p>\n

Here are three prospecting tools your association might be overlooking – each one designed to help you strengthen your outreach and grow your reach with intention.<\/p>\n

1. Find New Fits Through Current Fits<\/strong><\/h3>\n

When your partners clearly understand your association’s mission and their role in supporting it, they’re often eager to bring others into the conversation.<\/p>\n

That’s been the experience of Tripp Taylor, SR VP Business Development <\/a>of the Retail Industry Leaders Association (RILA)<\/strong>. Following RILA’s association events, Taylor says they include one simple question on every post-event survey: “Who didn’t you see here that should have been here?”<\/em><\/p>\n

He notes that even five thoughtful responses can generate more qualified leads than a broad search, giving business development teams a powerful way to connect with a prospect by referencing a peer who thought their voice belonged in the room.<\/p>\n

“That speaks volumes and might get their ears open a little bit more than just cold calling a prospect,” he says.<\/p>\n

Melissa Matalon, VP of Membership<\/a> at the Consumer Technology Association (CTA)<\/strong>, says she sees the same pattern. The CTA governing boards represent different technology verticals and identify resources that would be most beneficial to their area of impact – which means they’re actively thinking about who’s missing from the conversation.<\/p>\n

“Our members really want to be thoughtful about who else is missing from the conversation and bring them into the organization,” she says.<\/p>\n

The lesson:<\/strong> Internal referrals often carry more weight than any other prospecting outreach.<\/p>\n

2. Step Out of the Way<\/strong><\/h3>\n

Working so closely with our association’s mission can sometimes lead to tunnel vision and seeing only what our association has to offer. But sometimes, the most compelling stories come from a different perspective.<\/p>\n

John Bacon, MBA, AAiP is the VP Sales and Partner Experience<\/a> at ASAE<\/strong> and says the right partners can turn into your biggest champions. Allowing them to tell your story to a prospective partner can have a greater impact than trying to tell it yourself. Recognize the partners who are already advocating for your work, and invite them to be storytellers on your behalf.<\/p>\n

“A lot of times, they want to hear from others like them, and that’s a great way to be able to do that,” he says.<\/p>\n

The lesson:<\/strong> When it’s time to turn a prospect into a partner, let your champions do the talking.<\/p>\n

3. Candor Builds Credibility<\/strong><\/h3>\n

If prospecting is all about connecting with the right fit, then we also have to be able to identify the wrong match. Sales can quickly lose credibility when it’s more about pushing a product than serving the buyer. That’s why sometimes, the most strategic words you can say to a prospect are, “We’re not the right fit for you.”<\/em><\/p>\n

Dan Cole<\/a>, who leads the PAR Business Development Accelerator Group<\/strong>, recently reminded attendees in a meeting that candor builds credibility. Saying “no” to a prospect can lay the foundation for more meaningful relationships, while enhancing your association’s reputation in the process.<\/p>\n

“This is what our members’ objectives are (or our clients’ objectives), and if they don’t align with yours, I want to make sure I’m doing right by you,” Cole says.<\/p>\n

Taylor agrees, noting that a “no” today can lead to a “yes” tomorrow. In a recent example, Taylor candidly told two prospects their companies weren’t a fit for RILA’s offerings. Later, both individuals moved into roles at new companies – ones where RILA could be a better fit.<\/p>\n

“Because we were candid and frank with them and let them know [a partnership with us] wasn’t going to succeed, they respect our organization and are coming back,” he says.<\/p>\n

The lesson:<\/strong> Candor creates lasting impressions, and those impressions often find their way back to you.<\/p>\n

The future of your association’s growth doesn’t depend on more outreach, but on better outreach. By tapping into internal referrals, empowering your champions, and practicing honest communication, you can build stronger relationships, attract the right partners and position your association for growth.<\/p>\n\n","protected":false},"excerpt":{"rendered":"

Whether your association is looking to bring in new members or attract strategic partners, your ability to identify and engage the right people is essential. And while traditional prospecting tactics are evolving, there\u2019s one that you shouldn\u2019t be quick to replace: good old-fashioned people skills. Read the article for 3 tools you could be missing.<\/p>\n","protected":false},"author":11,"featured_media":16355,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_bbp_topic_count":0,"_bbp_reply_count":0,"_bbp_total_topic_count":0,"_bbp_total_reply_count":0,"_bbp_voice_count":0,"_bbp_anonymous_reply_count":0,"_bbp_topic_count_hidden":0,"_bbp_reply_count_hidden":0,"_bbp_forum_subforum_count":0,"inline_featured_image":false,"om_disable_all_campaigns":false,"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[39],"tags":[],"class_list":["post-16354","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business-development"],"yoast_head":"\n3 Prospecting Tools You Could Be Missing | Professionals for Association Revenue<\/title>\n<meta name=\"description\" content=\"Whether your association is looking to bring in new members or attract strategic partners, your ability to identify and engage the right people is essential. 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