Be prepared

Have on hand current information about membership benefits. Download an application and our one-page "cheat sheet" to remind you of all the benefits or access talking points to help you communicate the value of ACC. Give this information to your peers at work, at networking events, and at educational programs.

Take advantage of the wealth of information available on the website

Share a checklist or other information you downloaded from ACC's Virtual Library with a potential member.

Reflect on the primary reason you first joined, and why you continue your membership

A personal anecdote, relating how ACC has helped you, is often most compelling. You know the value of membership-the challenge is to communicate it to your fellow in-house counsel.

Be prepared to answer questions

It's a good idea to have some resources at hand when you are talking to a colleague. A list of the member benefits would be a good start.

Listen to colleagues

Once you've determined your fellow in-house counsel's needs, tailor your message to address those needs, showing specifically how ACC can help.

Be enthusiastic, and don't let objections throw you

Objections - particularly "I don't have the time" or "I don't have the money" - are to be expected. Remind your prospect that membership dues are less than one hour of outside counsel fees and that with ACC membership they have access to hundreds of sample forms, policies, checklists, and practical tips at their fingertips. If they hired a firm to obtain this information, it would cost several thousand dollars, but they receive all of this for only $225.

Another way to deal with objections is the "feel, felt, found" method

For example, if someone tells you that membership is too expensive, you can reply:

"I know how you feel. I felt the same way before I became a member. Since then, I've found that membership pays for itself-from discounts on Chapter programs and national conferences to invaluable networking opportunities and practice resources, I received more than double my $225 annual dues."

"You're right, it can be expensive if you're not receiving any value in return. I felt the same way before I became a member. What I found, though, is that membership is a professional investment in myself. By belonging to ACC, I get the education I need to go further in my career. I also get valuable networking opportunities with my counterparts and additional education by attending local meetings that I can't get anywhere else. I gain critical knowledge, and I have used that knowledge to show my employer that ACC membership is a worthwhile business investment that provides a significant return."

These are just examples. You can give it your own personal touch.

Follow up with your prospect

Inquire if they have additional questions or contact the ACC membership office at +1.202.293.4103 ext. 360 and request that staff follow up on your behalf. Generally you have to reinforce and reiterate the reasons for joining ACC at least once.

Take credit for your efforts

Make sure that you put your name on application forms, or ask those you have recruited to include your name whether they use a paper form or sign-up on the ACC website.

Ask your company to sign up all of the in-house counsel in your department

If you have at least nine attorneys in your legal department, provide your general counsel with information on ACC benefits including the substantial discounts on membership and additional resources provided to our law department members with nine or more attorneys.

Invite colleagues to events

Tell potential members that they should attend local events to see first-hand the value of membership.

Encourage recruitment

Serve as a contact for the new members you recruit and encourage them to recruit others.