After a meeting, your approach to a guest can make a significant difference in their perception of the group and their likelihood of joining. Follow these steps to create a welcoming and professional experience that sets your chapter apart.
Engage with a Positive Outlook
Always smile and focus on the positive when chatting with a guest! When engaging in conversation, ask open-ended but focused questions like, “What did you like best about the meeting?” Avoid generic questions such as, “What do you think?” as these can lead to comments that may not align with your goal, such as “I think networking is just for pushy salesmen.” Directing the conversation toward positive aspects helps the guest focus on the benefits of joining.
Share High-Quality Materials
Ensure the guest leaves with a clear understanding of the value PRE offers. Be prepared with materials such as monthly newsletters, member testimonials, or the “Referrals Received By Category” report, which highlights the potential business value of PRE membership. These resources can provide additional reassurance and demonstrate the tangible benefits of being part of a referral group.
Use Positive Reinforcement
Frame PRE in a way that highlights its collaborative and supportive nature. For example, share insights like: “PRE chapters foster a culture of helping others. The members who thrive are those who give the most referrals because generosity is always reciprocated. That’s why members are always on the lookout for opportunities to help each other succeed.”
You can adjust the message to suit your style, but keep the tone focused on collaboration and mutual growth.
Taking the Guest’s Temperature
To gauge a guest’s interest level, ask:
“On a scale of one to ten, how would you rate your interest in PRE?”
This question is noncommittal but allows the guest to express their thoughts.
9–10: They’re ready! Proceed with confidence toward the application process.
7–8: They’re interested but may need more time or reassurance. Ask a follow-up like, “What would it take to get you to an eight and a half?” said with a smile. This often reveals their concerns or hesitations.
Below 7: They may not be a good fit at this time. That's okay! Encourage them to connect with the other members after the meeting. There might be some mutual referral synergy.
Discuss Member Commitments
Review the expectations clearly, such as producing two referrals per month and having a 75% (or better) attendence rate. . If a guest expresses concern about this, explain concepts like second-generation referrals and the sphere of influence, emphasizing the wide network they already have access to.
When the application and payment are submitted, express enthusiasm with statements like:
“Congratulations on making a great decision! I know PRE will be an excellent resource for you.”
Follow-Up: The Three-Touch Rule
Effective follow-up is key to converting guests into members. Within two days of the visit, aim for three personalized touches:
Call from the inviting member
A brief and positive check-in to thank the guest for attending.
Handwritten note from the Membership Chair
A personal touch that leaves a lasting impression. If you're not doing this yet, we definitely recommend that you start!
Email from the President or designated member
A professional thank-you note reinforcing the guest’s importance to the group.
Empowering Your Membership Chair
A committed and well-trained Membership Chair plays a pivotal role in guest conversions. This position is second only to the Chapter President in importance — if not equally vital. A strong Membership Chair ensures every guest feels valued and supported, dramatically increasing the chances of membership.
By following these steps, you’ll create a professional and engaging experience that highlights the value of PRE and fosters meaningful connections. Remember, every interaction with a guest reflects the culture and strength of your chapter, so approach each conversation with confidence and enthusiasm. Go for it, you incredible PRE leader, you!