I hear comments like these all the time: “Members tell me there’s just not enough value to justify their monthly continuity.” “Why should members continue paying when they can get the information for free on the internet.” “Members tell me it’s too expensive, we’ve got to give them more value.” Most continuity marketers do one of two things to solve these problems: Sell harder Provide more return on investment Look, selling harder is important. Members have to understand all of the benefits you offer and how they can solve problems within their lives. And, without it, the #2 solution of giving them more just overwhelms the members with more stuff they don’t value, even if it could be valuable. Instead here are the 5 keys to retaining your continuity program members: Connection with others Many years ago I had the opportunity to work with the Florida Society of Dermatology. I … Continued
Too many membership sites are set up in a way that actually increases member drop-outs. How? They make it confusing for prospects to find what they’re looking for; they make the program too long; or they make the program look like too much work. No wonder members quickly become overwhelmed! I recently had the opportunity to work with Ethan Kapp and Brett Kitchen of Safe Money Millionaire, who came to me for feedback about their member site. As it was, their site was much better than most. They put a lot of work into the design to make it look great, and they provided a lot of recognition of successful members.
Would you believe that 88% of continuity programs average retention is less than 2-years? This isn’t a statistic you hear from the gurus selling courses on how to create continuity programs. The whole point of building these subscription and coaching continuity programs is to build a steady income, revenue you can count on and budget for each month. If members are churning out as fast as you can recruit them, it doesn’t produce the security and steady income you were promised. I’m particularly shocked about the results of this survey as I come from the association world. Within associations, what do you think the average member retention is? According to the American Society of Association Executives the average for all associations within the United States is just a tick over 5 years. And, associations strive to get this number to 7 years with the best 25% achieving this number. All … Continued
The instant the whirring noise begins, the quadcopter leaps from the ground and high into the sky. It’s almost faster than your eye can see. My 15-year-old son, Robert William, was excited to fly his first quadcopter. It’s a light, propeller-driven device that includes a video and still camera. The first Saturday after the drone arrived, we took it to a football field near our home. It was a bit windier than we wanted but he was too excited to be deterred.
I experienced a hilarious contradiction of ethics. Hilarious at the time, but now that I think about it more, it was actually pretty scary. Each week during the school year I teach entrepreneurship classes to high school seniors as a Junior Achievement volunteer. Junior Achievement supplies the curriculum, solicits interested high school teachers and puts them into contact with volunteers like me to teach the courses to their students. The entrepreneurship course is an hour a week for seven with topics including market analysis, differentiation, product development, marketing, ethics and business planning. Ethics is always my favorite because of the fun discussions it elicits. One of the activities this week involved role play. I approached each student and said, “I’m your co-worker. I have discovered how to hack the time clock to add 45 minutes to everyone’s pay without getting caught. Now what do you do?” The students’ reactions ranged … Continued
When asked why I choose to run, my standard response is, “I don’t want to be fat and bald.” And that’s a large part of the truth. Fact is, before I started running, I was out of balance. Even though I’d lost 35 pounds, I still had 35 more to go in order to get where I needed to be. I was drinking 150 ounces of Diet Coke a day. To me, at that time, God should have made water taste as good as Diet Coke. I was happy, or so I thought.
Members often tell me, “I wish I had known about info-marketing before; I would have made a lot more money.” I’m always polite when someone says this; however, this type of thinking is a symptom of a larger problem. When we look back on an unpleasant situation in our lives, thoughts like these often occur: I wish I hadn’t said that; I wish I had done things differently; I wish I had stayed home that night. A lot of us have lost our heads in the heat of the moment, and then, looking back, we have thought of the one thing we could have done differently that would have changed everything. That is exactly the wrong way to think. Instead, we should recognize that we created those bad circumstances because we weren’t focused on the present moment. It’s like driving down the road in your car looking only through your … Continued
“Oh yes, I publish a newsletter for my members every month.” That’s one of the most beautiful things I can hear when I’m working with a new client. But all too often, my excitement turns to disappointment when I learn they are referring to an e-zine they publish via email each month. There’s a place for e-zines. I love e-zines. However, an e-zine doesn’t replace a newsletter. And, please, never say the word “newsletter” when referring to something you send via email. “Email newsletter” is an oxymoron. It’s either a newsletter or an email, never both.
Few info-businesses have more longevity than the one I’m about to describe. Launched in 1872, it’s 142 years old, predating the telephone and the electric light bulb. You may be one of its million-plus subscribers or never pay it any mind, but Popular Science magazine is worth studying. The point of your and my info-marketing businesses is to provide value by helping our customers get results. But Popular Science isn’t trying to make its readers into scientists. So, why would someone read it? The fact is 1.2 million “someones” read it, and the magazine has maintained its numbers over the last several years, a difficult time for the publishing industry. Popular Science attracts its large audience because curious people want to know how things work. The magazine provides a lot of illustrations and charts to demonstrate various interesting things, such as how jet engines, stem cell therapies and airline flight … Continued
Willie Miranda built his real estate business the same way he built his Allstate Insurance agency — with referrals. When Willie discovered Craig Proctor-style direct response marketing for real estate agents, the customers he generated were in addition to those he was already meeting through his existing referral marketing systems.