Membership Solutions

Important Message: The SMS Blog has moved! Action Required!

2011-02-22T11:59:00.000+10:00

The SMS Blog has moved and is no longer being updated on this site.

To keep up to date with the latest membership and sponsorship resources you can ...

Read the new SMS blog
Subscribe to one (or both) of our Twitter feeds @membershipgeek and @sponsorshipguru
Subscribe to our monthly newsletter - The Income Generator

All those who subscribe to our free "The Income Generator" before 5pm on March 31 will go into the draw for a 16GB iPad with Wi-Fi (valued at $629). So please visit www.smsonline.net.au and take a look. We’d love to hear what you think!

Behind the Scenes at SMS

2010-07-14T11:27:00.002+10:00

Julian is an incurable romantic and he recently brought me home a surprise ... an adorable moodle (maltese X miniture poodle) puppy who was born on our wedding day.

This was particularly suprising to me as I was 5 and a 1/2 months pregnant at the time. It was also a shock as, due to my tendency to adopt strays, we already had 3 dogs in the house and I was on a promise not to rescue any more until at least one had moved to the big kennel in the sky.

So when he said he was bringing home a lovely surprise I was expecting a good Thai takeaway and a back massage. Or at least a pizza and a Macgyver DVD. Perhaps that explains Julian's own suprise when he got home and I called out "Bring it up, the table is set and I'm starving!"

Julian named the puppy "Awesome" for the sole reason that he is an awesome little guy. Despite my initial misgivings at the name I have to admit that he is pretty awesome and has quickly become a much loved member of our family. He's a bright little guy. About 5 seconds after he discovered liver treats he was the easiest dog in the world to train. I particularly appreciated how quickly he took to toilet training. My next training priority is getting him to step over it afterwards.

In the office Awesome snoozes the days away on the bottom shelf of the bookcase storing his energy for a good play in the evenings. What an awesome life!

Lunch with Matt Moran @ Aria Restaurant Brisbane

2010-07-14T11:10:00.001+10:00

Our Lunch with Matt Moran at Aria Restaurant Brisbane booked out in just 3 days with 40 executives from associations, charities, foundations and other nonprofits from around Brisbane attending. Congratulations to Rori from Queensland Alliance and Penny from AFL Queensland who each won a signed limited edition of Matt's latest cookbook. With the phenomenal success of this event we will be running similar events in Brisbane and other locations again in the near future. Stay tuned!

Get Julian's Top Sponsorship Tips at Networx Networking Function (Discount for SMS Subscribers)

2010-05-12T11:59:00.001+10:00

Julian Moore will speaking at the Networx Networking evening on Wednesday 19 May in Brisbane. This is a great opportunity to pick up some useful sponsorship tips while at the same time expanding your networks.

You will take away practical tips, information and advice you can implement immediately to massively increase your sponsorship income.

Tickets are only $55 (inc GST) for SMS subscribers. To get the discount enter the promotional code: SMS

Tickets include pre-event attendance list, drinks and finger food, event giveaways, networking opportunities, Networx tote bag and presentations.

For full event details visit: http://networxevents.com.au/brisbane/events-tickets-networking/view/53

2010-04-22T14:41:00.002+10:00

What a crazy year it's been. So far this year we've moved into new offices (I'm very happy as I now have a window to gaze out of), we got married and ... are we are expecting our first child together in October. So apologies for being a little quiet on the blogs. I promise this will improve now that I am back at work!

We've also been hard at work developing a range of training workshops, consultancy solutions and a couple of other useful resources to assist you and your organisation to be more successful. Stay tuned for more to come shortly!

Want to know who's been giving ... and getting ... the big sponsorship dollars?

2010-04-22T14:09:00.001+10:00

There are a number of Australian associations and charities pulling in significant sponsorship dollars at the moment. Just this month, one state-based organisation went from less than $50,000 per annum in sponsorship to over $200,000 per annum in just one proposal - and three days.

If you would like to learn who is doing this, how they are doing it, and how you could replicate their success in your own organisation - then you should attend Sponsorship Update. This session has been designed to give you the latest information on what corporates are actively looking to invest in sponsorship and how to take advantage of these opportunities.

Sponsorship Update will run in Brisbane (May 25), Sydney (May 26), and Melbourne (May 27) from 9.30am-12.00pm. Book before May 7 and pay only $149 to attend - perhaps the best investment you will make all year. For more information or to book please visit the website or download the PDF. Alternatively you can click here to register online.

In this briefing you will learn critical information that you can apply immediately to your organisation including:

• What corporates are currently spending;
• What dollar amounts are being paid;
• Who is currently most successful ... and why;
• How to actively show your sponsor return on investment through a simple measurement process.
• Current opportunities available for proactive organisations.

This is your opportunity to benefit from the country's leading not-for-profit sponsorship professional and learn how organisations are applying the techniques Julian teaches in his Sponsorship Fundamentals workshop.

As per all our events, scholarships apply for low income organisations and those travelling by air to the event (email info@smsonline.net.au for more information about scholarship eligibility).

For more information or to book please visit the website or download the PDF. Alternatively you can click here to register online.

Job vacancy in Queensland

2010-04-17T22:48:00.000+10:00

If you are excellent at running events, managing volunteers and growing membership ... and are interested in a new challenge ... then read on! One of my clients has an interesting position opening up in Brisbane for a branch manager. Whomever takes the role would need to be a self starter and have the ability to effectively manage relationships while running a busy office. This is a great opportunity for someone who is looking to step up in their career to a new challenge. I've worked with this organisation for a long time and would highly recommend them as an employer. If you are interested in more information please drop me a line at belinda@smsonline.net.au.

How to decimate your membership in one easy step ...

2010-02-23T08:49:00.001+10:00

An association based in New South Wales had a new accountant who had been there for about three months and had yet to talk to a member. It was time for renewals to go out and, being conscientious, he had read the constitution where it clearly stated that "members must be given six months written notice should they wish to resign their membership". So he sent out the renewals with a bright yellow sticker attached that stated "Payment required within 7 days or legal action will be taken". Without speaking to a member he had single-handedly managed to devastate their membership numbers that year (and for several years afterwards).

Renewals are a form of direct mail ... and one that this organisation had roundly stuffed it up. This was unfortunate because direct marketing is not difficult. It is simply a matter of understanding how the different factors work together to produce a successful outcome.

Free trip to the IMEX conference in Frankfurt

2010-02-19T12:35:00.001+10:00

After a lovely long break over Christmas we returned to immediately move offices. So it's been awhile since I've had a moment to sit down and blog - and it's good to be back!

Every year we select a group of 10 people to come with us to the IMEX conference in Frankfurt.

All flights from Australia to Frankfurt, accommodation and transfers are free to those accepted as part of the group. To be eligible you need to be involved in planning, organising or running events outside of Australia and New Zealand.

We're currently taking applications from people in Australia and New Zealand who would like to be included on the program. If you would like to apply for the association hosted buyer programme please click on this link ...

http://www.imex-frankfurt.com/register.php?unique=4afc2460d914b&type=buyer&exc=0

Your registration includes attendance at IMEX and the Association Day and Evening on Monday 24 May (the day before the exhibition opens in Frankfurt). It also includes complimentary:

• Economy flights from Australia
• 4/5 star accommodation in Frankfurt
• Transfers airport-hotel-exhibition
• Exclusive association education programme and networking
• Hosted Buyer Lounge access
• Fast-track access to the show
• Dedicated IMEX support team
• Efficient online IMEX appointments system

To qualify for the hosted buyer programme you must be responsible for planning, organising, recommending or making financial decisions for events outside your home country.

IMEX has 3,500 exhibitors from over 150 countries who showcase new and exciting destinations and services. The association day provides you with the opportunity to network with other association people from around the world.

If you have any questions please contact me on 0413 190 197 or belinda@smsonline.net.au.

2010 Events Calendar Launched

2009-12-01T18:20:00.003+10:00

2010 Events Calendar launched! - Register 3 delegates for the price of 2 anytime up to January 22, 2010. 2010 presents a unique opportunity for your organisation to leverage the improving economy and ensure that this is your most successful year ever. Our workshops have been designed to provide you with practical tools that can be immediately implemented into your organisation - delivered by informative, entertaining and high quality presenters. Our 2010 lineup includes: * Creating Profitable Boards * Direct Marketing Fundamentals * Membership Fundamentals * Meet The Sponsors * Integrated Direct Marketing * Risky Business - Risk Management for NFPs * Creating Active Online Communities * Membership Materials Workshops * Sponsorship Fundamentals * 100 Great Member Recruitment & Retention Ideas * Sponsorship Masterclass*

New SMS Branding

2009-12-01T18:19:00.001+10:00

Over the past couple of years we've found that the scope of our work has expanded beyond our name. So we've shortened our name to SMS and tweaked our logo and colours. Speaking of which, when talking to Belinda it's "pink" ... but if you are talking to Julian it's "ruby red".

Social Media - Time To Start

2009-12-01T18:17:00.004+10:00

New article just loaded onto our website ... Social media seems to be the "hot topic" these days. With curiosity peaking in almost every organisation we speak to, we find ourselves being asking for either evidence of its purpose or advice on where it could impact the organization. Some commentators seem passionate, others submitting themselves to the inevitable and getting on with the job of exploiting it. Most of the criticism of social media comes from the armchair observers, because to understand it fully you simply must get involved. But what does it really mean to the NFP sector? Where should we go for practical examples of its use? Is it safe to be an early adopter and / or should we wait and see if it loses momentum?... read more.

Masterclass in Advanced Nonprofit Strategy, Risk and Governance

2009-11-05T13:48:00.001+10:00

Steven Bowman, a leading international adviser in corporate and nonprofit leadership, is presenting an intensive 1 day Masterclass that will shake long-held beliefs about strategy, risk and governance. CEOs, senior executives, chairs and board members should not miss this event. Places limited to 40 people. Registration is $550 for an individual, or for two or more people from same organisation, $475 per person. Perth 9th Nov, Melb 24th Nov, Syd 1st Dec, Bris 2nd Dec 2009. For more info click here!

If it only took Facebook 9 months to get to 100 million members, why is it going to take associations 5 years to add 4 million

2009-11-03T10:30:00.004+10:00

On LeaderConnect Rebecca Rolfes asks a great question ... if it only took Facebook 9 months to get to 100 million members, why is it going to take associations 5 years to add 4 million. A couple of interesting thoughts here... read more

Funding - times are changing and we need to keep up

2009-10-29T10:27:00.002+10:00

Recently news.com published an article about how a Corporate Deal Sees War Memorial Last Post Ceremony Sponsored. The article seems to be somewhat negative about the idea of companies supporting the War Memorial Last Post ceremony - favouring instead Federal Government funding. It seems to assume that the sponsors will "festoon the Australian War Memorial with logos". This seems a very narrow view that assumes a lack of consideration and respect by sponsors. Surely it would be logical to believe that a sponsor will publise its support of these kind of institutions in a manner that will not offend (otherwise it negates the purpose of the sponsorship).

I would suggest that the author of this article is living in the past and still believes that the national government will not only fund war memorials but also his pension. I'm here to tell you that times have changed and the goverment does not have endless funding. It is imperative that organisations wanting to secure their long term future look to private funding initiatives such as sponsorship.

What I also found interesting is that the article states that more than 87 companies including Qantas, Coles Myer, Commonwealth Bank, ANZ, News Limited, BHP, Boeing, Rio Tinto, Fosters and Telstra sponsor galleries and other displays at the national memorial in Canberra. They even quoted that the eternal flame is brought to visitors by the Australian Gas Association under a $50,000 deal. This suggests that there are still sponsorship funds to support these kind of institutions - but as always these will only be acquired and retained by those organisations who can provide value to their sponsors.

Forecasting Membership Levels

2009-10-29T10:05:00.001+10:00

UK membership expert Sue Froggatt has put together an excellent report on forecasting membership levels. If you are interesting in understanding the statistics that will enable you to better track and manage your membership statistics please click here for more information.

8 tips for a successful fundraising gala dinner

2009-10-29T09:56:00.003+10:00

I've been to more than my fair share of gala dinners, gala balls and other gala events lately. Some have been fabulous. Others have been simply horrendous (and by goodness I hope you know who you are!).

A successful gala event is one where the delegates have a great time, the sponsors achieve their aims, both delegates and sponsors want to return ... and you have generated bucket loads of cash to put towards your programs. Achieving just one or two of these will not give you a successful event.

As both an organiser and a perennial delegate, here’s a couple of tips on how to ensure a successful event ...

Don’t mass market the event – Don’t just do up one flyer, send it to everyone and hope the registrations will roll in. I receive at least 10 invitations to gala events every week. I only to accept those where I’m approached personally by someone I know or when its caught my attention because there is something “unusual” about the event.
Invite the right people - You will have greater success in generating delegates who are able to spend more money at the event by selling corporate tables (generally or 8 to 10). People who are coming along for “free” (the guest of the corporate) are more inclined to spend as they haven’t put out any money on the evening as yet. The best corporate to approach are those who rely on maintaining good relationships with their existing and prospective clients – such as accountants, lawyers, etc. With the right relationships in place you can sell the majority of tables before you've even confirmed the venue.
Have a process for developing your amazing mailing list - You will have more success maintaining a relationship with 200 senior people who each have the ability to buy at least one table than maintaining a relationship with 10,000 people who might by one or two tickets every couple of years. You will already know a couple of well connected people. Call them and personally enlist their help. Let them know that you are putting on a fantastic event that will give them an opportunity to show their clients are really fun night. Ask them to commit to a table ... or two. Since you already know this person it should be relatively easy. Once the deal is done (and you have either taken their credit card details over the phone or organised to send them an invoice) ask for their help. Ask them if they can recommend another three people who might be interested in taking a table. Do it in a fun way ... you’d be amazed at what you can get away with by putting a cheeky grin and a chuckle at the end of a sentence. Then you call the people whose names you have just received and repeat the process. Keep going until you've sold out the event. You then have a brilliant list to use for all future events. Speaking of which ...
Keep detailed records - Keep a database with the full contact details of each person you call – along with detailed notes for future use.
Let people know what to expect on the invitations – Let people know what to expect. The invitation should at least include: the type of event (cocktails, dinner, ball, etc), start time, finish time, dress code, venue address, phone numbers, prizes, auction items, etc. The more information the better!
Don’t gross me out – I don’t want to see dead or dying children, animals or people. I’m trying to keep down my food. Make your gala event inspiring. If you do need to illustrate the cause use an engaging speaker. There is a huge difference between touching the hearts of an audience and making them vomit.
Find out what the sponsors are looking for – Sometimes someone will sponsor an event because they just want to meet one person. You can give them an amazing return on that investment just by seating them at the right table. You need to understand why your sponsors are there and ensure they get value to keep them coming back year after year.
Provide opportunities to donate – I can’t count the number of fundraising dinners I’ve been to where there was no easy way to donate. Put envelopes on the table with slips of paper that enable people to make a credit card donation, run a silent auction, run a live auction, make it fun to donate, pre-arrange for someone to make a large donation ... on the condition someone else matches it. The possibilities are endless! Use as many as you can!

The list above is not exhaustive - feel free to add your own tips (whether learned for running or attending these events) in the comments section below.

Why charging for online content (mostly) won't work

2009-10-29T09:50:00.003+10:00

Judy Shapiro has written a great article about how charging for online content doesn't generally work, but using online content to develop a community can lead to profitable revenue streams ... click here to read more.

Hillarious photo - giant association fail!

2009-10-29T09:15:00.001+10:00

I loved the photo below that Ben Martin found on Failblog ...

Nonprofits and Social Media - Seth Godin's Comments and the Huge Response that followed

2009-10-28T21:54:00.003+10:00

Seth Godin (famous social marketing blogger) wrote a blog not so long ago called "The Problem with Non" (as in nonprofits). He talks about how ineffective nonprofits have been in using social media to achieve their objectives and how most nonprofits are afraid of change. On the Midstream Corrections blog you can read the original post as well as find links to the barrage of responses...

Why your sponsorships aren't selling

2009-10-28T10:16:00.001+10:00

Sponsorship is hot right now - for those who are providing real value to their sponsors. If your sponsorships aren't selling following could be some of the reasons why:

The Economic Downturn - Sponsors are still out there. But the economic climate means they are looking at proposals carefully to judge the return they are getting. Are you delivering a real return back to your sponsors?
Wrong focus - Your proposals should NOT be about what the sponsorship income will help your organisation achieve. They should be about how sponsoring your organisation will help the sponsor achieve their objectives. Trying to guilt the sponsor into partnering with your organisation will only offend.
All those other organisations competing for the same sponsorship dollar - There are a lot of organisations out there competing for sponsorship income. Competition is part of this industry. Get to work on ensuring that you deliver better value than the rest.
Too much time in the office - Building relationships is an integral part of generating sponsorship. If you aren't out there networking and engaging with your existing and prospective sponsors then you are creating opportunites for your competitors to get the edge. Get out there!

Feel free to add any other reasons in the comments below.

How to acquire multiple high-value, long-term sponsors

2009-10-27T10:12:00.001+10:00

Sending out mass emails for sponsors doesn't work. If you are serious about gaining and retaining long-term, high-value sponsors you can do so far more easily and cheaply through following this simple proven process:

Identify which industries you wish to seek sponsors - think about the people who would like to contact your members. Be creative.
Select the top three organisations in those industries you would like to partner with.
Identify who you need to talk to inside each of those organisations.
Identify the outcomes each organisation would be looking to achieve from partnering with your organisation (annual reports are great for this!).
Call the contact within each organisation and say "We've identified you as a key player in our industry. Our newly developed products have been designed to make you more successful. If we send a proposal through will you take the time to read it?" Generally about 80% of people will agree to read the proposal. Remember you aren't selling sponsorship on the phone (you wouldn't buy a new car on the phone). The purpose of this process is to get the meeting.
Produce a high quality proposal tailored specifically to their needs which demonstrates how you can help them achieve their outcomes. Send it through within three days of them agreeing to recieve the proposal.
Call them 7-10 days after sending in the proposal. Ask if they have any questions and if you can come in to discuss the proposal. If you get the meeting you know they are keen. It then comes down to negotiating the details.

We know this process works because we use it every day to generate sponsorship income for our clients in Australia, New Zealand and Europe. If you would like more information on how we can assist you please email me on julian@membershipsolutions.net.au or give me a call on +61 (0) 401 648 533.

Why resigned members won't tell you why they've left

2009-10-27T09:22:00.002+10:00

I found an article called "Why I cancelled my gold membership" and it sent a shiver down my spine. The author wanted to resign his Xbox Gold Membership. First, he outlined how difficult they make it to resign. Then he admits that he knew they would ask him why ... and the fact he had no intention of telling them. He then goes on to say that he is willing to share his reasons with the rest of the word. And he proceeds to do just that ... in detail.

Most people are not comfortable sharing negative opinions directly with the entity or person they have that opinion about. For example, if I were to ask you what you thought of me then you are unlikely to turn around and say "Frankly I think you are a skanky ho." Few people operate like that.

It is important to understand why your members resign. Tracking the true reasons for this may enable you to identify serious issues that will cause your membership to further decline. It is essential that you have processes in place to ensure your resigning members share their true reasons with you.

Posting them a resigned member survey is not the answer. If they don't care enough to renew why should they care enough to return the survey. Only those who really hate you will do that. The others will forever remain a mystery.

Telephoning and asking is better than posting a survey. But if an organisational representative is calling you will still encounter that resistance to truly share the reasons why they are resigning.

A phone call from an independent representative works better. That person can be a paid consultant or one of a group of members who have volunteered to make those calls.

How do you find out why your members resign? Is it effective?

American Chamber of Commerce shows how NOT to handle the press and members

2009-10-26T12:49:00.002+10:00

The American Chamber of Commerce has not been having a good time of late ... and below you will find the video to prove it.

First of all, they've taken a position on climate change that is at odds with a number of their bigger members. This has caused a fairly public stoush with some members including Apple (who resigned their board position and membership as a result of the issue). On October 9 the Enterprise IT website published "What's in a Membership?" talking about the chamber position and the issues being cause by their stance. In the meantime the chamber insisted that they were simply representing the views of their 3 million members.

Then on October 13 Mother Jones exposed the fact that the chambers' membership numbers were closer to 200,000 in The Numbers Game. Things weren't looking great.

By the next day the Mother Jones reported that the US Chamber Reduced Numbers 90% immediately following publication of the article - despite not making any comment to address the allegations. While an argument could be made to say that the chamber represented the local chambers and their members, this argument was damaged when local chamber members were quoted saying that the American Chamber doesn't represent their interests and they have no membership connection with them.

Then, to top off an amazingly bad run, corporate pranksters "The Yes Men" held a fake newsconference where they claimed to be from the American Chamber. In that news conference they announced that their stance on climate change had changed. However halfway through that newsconference someone from the chamber runs into the room. This is all captured on video. What I find astounding is the way in which the American Chamber representative handles the situation. In terms of the guy impersonating the chamber he doesn't do too badly. But he lets himself down at the end when reporters start asking for his card - and he refuses to hand out cards until they tell him where they are from. Did he intend refusing a card to a media outlet that he doesn't like? Click here to read the article. Click here to watch the video.

Wow ... this organisation seriously needs an intervention! Or at least some training on how to better manage the media and communications with stakeholders!

The Death of Membership

2009-10-26T10:33:00.004+10:00

Scott Briscoe’s started an interesting discussion regarding his perspective that membership is dying as a model on the Acronym website. I've provided my views in the comments section (as have many of the top membership thought leaders in the world) and if you rely on membership in any way the article and comments are well worth a read ... read on.