Conference Recap: 2025 Membership and Revenue Development

More than 180 chamber professionals recently participated in ACCE’s Membership & Revenue Development Conference in Cobb County, Georgia. This year’s sold-out event featured sessions and discussions on the latest trends and innovative strategies for membership management and non-dues revenue generation.

The conference also included a special awards luncheon honoring the 2024 Sales Contest winners. The top performers in total number of new membership sales, dollar amount of new membership sales and dollar amount of sponsorship sales were recognized.

Here are some additional highlights and takeaways from the conference.

Rethink Selling: Converting the Unreceptive 

Many prospects today often choose to do their research independently rather than engage in direct, sales-focused conversations. Recognizing their preference is important. Tom Stanfill, co-founder of ASLAN Training & Development and author of "UNRECEPTIVE: A Better Way to Lead, Sell & Influence," emphasized the importance of shifting from a traditional sales approach to one that builds receptivity. He outlined three key elements to framing an effective pitch: 

• Point of view. Focus on the prospect’s perspective and challenges to establish common ground. 
• Disruptive truth. Share a compelling insight that challenges their current thinking and creates urgency. 
• Proprietary benefit. Present a unique solution that differentiates your offer and demonstrates clear value. 

With these techniques, sales professionals can successfully engage hesitant prospects, break through resistance and create meaningful sales conversations. 

Make Your Buildings Work for You

Chambers across the country are finding innovative ways to generate non-dues revenue by making the most of their real estate assets. Ashley Alford Glance from the Putnam County Chamber (W.Va.) and Patricia Sledge from the Gwinnett Chamber (Ga.) shared some ways their organizations have generated revenue from their buildings:

• Coworking spaces
• Multiuse mobile trailer
• Coffee shop
• Commercial kitchen
• Private office rentals
• Sell naming rights
• Filming opportunities
• Conference room for members
• Outdoor space for events

By utilizing a little creativity and strategic planning, your building can become a valuable asset that supports your mission and boosts your bottom line. Take inspiration from these ideas and explore what makes the most sense for your chamber and community.

Closing the Deal

An interactive “Closing the Deal” session focused on refining closing techniques through hands-on exercises. The session was inspired by the Greater Houston Partnership (Texas), whose entire staff, and not just the membership team, engages in role-playing twice a week. Attendees practiced overcoming common objections, analyzed different closing approaches and learned from one another’s techniques. Presenters LiKeam Jackson from the Greater Houston Partnership and Cam Jackson from the Eastern Shore Chamber of Commerce (Ala.) shared their strategies to boost confidence, ask the right questions and improve sales effectiveness in a dynamic, peer-driven learning environment.

• Practice makes perfect. Consistent role-playing and internal training across departments can build a culture of confidence and ensure streamlined, effective messaging.
• Handle objections with ease. Identifying common objections and working with your team to proactively troubleshoot responses helps move those conversations forward with clarity and confidence.
• Know your close. Tailor your closing strategy to each conversation. Asking the right questions not only increases your chances of gaining new members but also deepens your understanding of your business community.

Attendee Reflections

During the closing session, attendees shared some of the other valuable insights they gained from the conference:

• The power of ambassadors. Many recognized the value of ambassadors in growing membership, engaging new members, making referrals and assisting the membership team.
• Creative non-dues revenue ideas. Participants appreciated discovering new ways to generate revenue, including sponsorship ideas, monetizing ribbon cuttings and offering individual ROI brochures for top investors.
• The value of peer learning and networking. Participants found value in connecting with other chamber professionals, exchanging ideas and realizing how different chambers operate while facing similar challenges. One attendee reflected on her conference experience and remarked, “So many answers to questions I didn't know I needed to ask!”

Thank you to our sponsors: 

Gold Sponsor: PR Shield

Silver Sponsors: POWER 10, GrowthZone and App My Community

Special thanks to the Cobb Chamber for hosting.