Back to Basics: Finding the "Hot" Button

One of the most important skills any successful Recruiter has is the ability to identify a customer's "Hot Button." Each members signs up for a variety of different reasons. Recruiters must identify which reason resonates with the potential member standing in front of him or her.

This is where finding the "Hot Button" can help you sell the membership. Which membership benefit or NRA program can best serve them? Are they new to firearms and want to find an Instructor? Are they fired up about anti-gun legislation in their state? Or are they interested in programs geared for hunters, women and youth? 

So how can we identify each individual "Hot Button?" The first step is simple; ASK! Open-ended questions can provide a wealth of information. When someone tells you they are not a member, try asking "Why not?" Step two is even easier; LISTEN CAREFULLY! Find out what benefits he or she is in need of. Once that is established, you can move on to step three; FILL THE VOID. Offer one of our many benefits you feel is most important to them and they will probably join!

By tailoring your message to the individual needs of each potential member, your membership totals should increase. You will never get 100% of the people you ask to join, but as you get better at identifying the "Hot Button" you will get much closer.

Visit NRA Explore to familiarize yourself with the various programs NRA has to offer and NRA Member Benefits for our current list of NRA membership benefits.