As a member of the NJSBA, you are in a unique position to discuss the real
benefits of joining from the perspective of someone who has already made
the investment. However, no matter how positive you may be about your
membership in the NJSBA, potential members will always have an objection.
We’ve compiled a list of the top four objections, with some advice on how
to overcome them.
OBJECTION #1: “IT’S A LOT OF MONEY TO JOIN” OBJECTION #3: “I’M A MEMBER OF ANOTHER BAR
The most common objection to joining any professional organization ASSOCIATION”
involves money. The key to overcoming this objection is to recognize Many potential members are active in other bar associations or pro-
that it’s not the amount of money potential members are really con- fessional organizations. In this case, you should avoid comparing
cerned about, it’s the fact that they don’t know what they get for the organizations, and instead focus on the fact that several of our
their money. Take the time to explain the benefits of membership, members are active in other associations or organizations. Point out
not only in tangible dollars, but also in the networking and leader- that they receive different benefits from each organization, and that
ship opportunities available through the NJSBA. Value is a subjective you are not suggesting they drop membership in other groups.
thing. To some potential members saving $20 on an educational Explain that the State Bar offers numerous exclusive benefits that
program is a big benefit, while others are looking for opportunities provide real value to our members; however, in certain cases some
to make professional contacts. The important thing is to agree with of the niche needs of some members can only be met by other bar
the prospect that it is a big investment, but suggest that as an active associations and organizations, so we recognize and encourage
member that investment will yield a significant return. dual memberships.
OBJECTION #2: “I AM TOO BUSY TO GET INVOLVED” OBJECTION #4: “I STILL DON’T SEE THE BENEFIT TO ME”
This common objection is actually a positive statement, in that the When the potential member states that they’ve heard what you’re
potential member feels if he or she can’t be actively involved there saying but just don’t see the benefit, they are saying that none of
is no sense in joining. Active, involved members are the foundation the benefits mentioned meet a specific need they have. In this case,
of the NJSBA, so concern that they may not be able to get as ask the prospect about his or her current needs. The answer may
involved as they would like is very encouraging. When promoting lead to a benefit we do indeed have, but haven’t mentioned. If the
membership in this case, focus on the benefits the person can take potential member mentions something the NJSBA does not current-
advantage of without ever leaving their office or home. The NJSBA ly offer, explain that you will pass the information along to the lead-
has numerous money-saving programs members can take advan- ership. Explain to the prospect that new benefits are added on a
tage of with minimal effort or time. For instance, a potential mem- regular basis, and that the NJSBA is always open to suggestions for
ber can receive the NJ Lawyer Daily Briefing electronically, saving new benefit programs and welcomes the input of its members.
time and effort in research. Also, the New Jersey Lawyer Magazine
is a benefit they can take advantage of in their own time.