3 Real Ways to Find Chamber Member Prospects

Membership recruitment doesn’t happen by accident. If you want your Chamber of Commerce to grow and thrive, you’ve got to be intentional about finding new member prospects and following up with purpose. But let’s also be honest—sometimes we overcomplicate it.

There are simple, effective ways to find great member prospects—you just have to know where to look. And I’m going to give you three tried-and-true strategies that I’ve seen work in Chambers across the Southeast. Plus, if you’re reading this and thinking, “Well shoot, we’re way behind for the year,” I’ve got a bonus solution for that too.

1. Use Local Advertising to Your Advantage

Your first goldmine? Community magazines, billboards, and local advertisements.

Grab a copy of your town’s local lifestyle magazine, your city or county guide, or any other publication filled with local business ads. Drive around and note businesses that have paid for billboard space. Flip through flyers or direct mailers.

Now, here’s the key: **cross-reference every single one of those advertisers with your current membership list.**

If they’re advertising to the community, that means they see value in visibility. And odds are… they spent a whole lot more on that billboard than it would cost to be a Chamber member for the entire year. Membership is often the best bang for their buck when it comes to exposure, networking, and local credibility.

Once you’ve identified which businesses aren’t members yet, make a list and reach out. Your approach can be simple:

“I saw your ad in [magazine name] and loved how you’re getting the word out about your business. I wanted to see if we could set up a time to talk about how Chamber membership could support and expand your visibility even more.”

The key is connection. They already see value in marketing. Help them see *even more* value in the relationship-building and community support the Chamber offers.

2. Request Business License Lists from Your City or County

This one is old school—but it still works.

Reach out to your city or county government (or both, depending on your area) and request a business license list. Most of these are public record, and you can often get them monthly or quarterly. These lists give you names of **new** businesses—people who are just getting started and are looking for community, support, and visibility.

Take that list and cross-reference it with your Chamber membership. Then, create a warm, inviting message:

“Welcome to our business community! You’re invited to join more than [insert number] local businesses who are already part of the Chamber of Commerce. We’d love to have you at our next event and share how we can help you grow.”

Make sure to include a few bullet points about the value of membership—and personalize it when you can.

You can even host a “New Business Welcome” event quarterly or semi-annually and send a personal invite to everyone on that list. Give them a chance to connect before asking them to join.

3. Ask for Referrals from Your Board and Ambassadors

Your best leads? The ones who come from people you already trust.

Ask your board members and ambassadors to write down 3 to 5 businesses they do business with regularly. These could be their go-to hair salon, plumber, printer, or favorite restaurant. They might assume those businesses are members, but many times… they’re not!

Cross-reference those lists with your current membership, and then personally reach out to the ones who aren’t members yet. And here’s the magic part—use the referrer’s name.

“Hi, I’m with the Chamber, and [Board Member’s Name] mentioned that you’re one of their go-to businesses. We’d love to connect with you and share what Chamber membership could look like for you.”

You’re not cold-calling—you’re relationship-building. That connection instantly builds trust and gives you a reason to call.

Bonus: Turn this into a little friendly competition. Have your board and ambassadors track how many referrals they give or how many result in new members. Give out a small prize or recognition at your next meeting. Make it fun!

*****BONUS: Behind on Membership Goals? Don’t Panic.

If it’s August and you’re sitting there with your membership goals looking a little… empty… you’re not alone. Life gets busy. Staff get stretched thin. And membership growth can easily fall to the back burner.

But it’s not too late.

If you’re behind and need a boost, I’ve got one opening left for my S.T.A.R. New Member Program. This is a structured, high-energy, volunteer-led membership recruitment campaign that brings in new members AND energizes your current volunteers.

It’s organized, strategic, and proven. Your volunteers become your membership sales team—and they have fun doing it. I’ll provide the process, materials, training, and cheerleading (because let’s be real, that’s part of it too).

Interested? Just reach out and let’s chat. One spot left this year—the week of December 15th - first come, first served.


Membership growth doesn’t require magic—it requires method. Start with what’s right in front of you: ads, licenses, and relationships. Keep it simple, stay consistent, and always, always make it personal.

And when you’re ready to go big? You know where to find me.