The Secret Ingredients Radio Show Hosts and Smart Membership Marketers Use to Build a Loyal Membership

Leave a Comment

There’s no one in a better position to help people than membership marketers. You are giving people the tools and motivation to help them improve their lives. I want to congratulate you and reward you with a secret of how to make your membership program grow. Popular radio hosts take on an advocacy position for their audience; they discuss a topic and stake out an opinion the majority of their audience will readily agree with. There’s no one better at this than Rush Limbaugh. He repeatedly tells his listeners he’s fighting for them against injustice and praises the intelligence of his listeners by denigrating non-listeners as the “low-information crowd.”

Benefits Don’t Improve Retention, Only This Does

Leave a Comment

I think of myself as similar to a bug man. Think about it for a second — what would be the perfect testimonial for a bug man? Perhaps something like, “My house was full of roaches until I called Bug Man. He came in, killed the roaches, and vacuumed up the carcasses, and now when we turn on the light to our pantry, none of those buggers scurry around.” Who on earth is going to sign their name to that testimonial? No one wants to admit to their friends and neighbors that they had such a terrible roach problem in their home. I have a similar challenge as the “bug man” for membership programs. It’s hard for my clients to admit they need help. For membership marketers, their number of paid members and number of dropped members each month, as well as their rate of membership program growth, are very … Continued

How to Achieve a Monthly Churn Rate of 1% or Lower

1 Comment

The biggest story during the Apple Watch’s release had nothing to do with the watch’s features — it was all about the price. While Apple released the Sport model in the $349 to $399 range, it also released the Edition model, with a starting price of $10,000, and a maximum price of $17,000. The $17,000 watch generated outrage and mockery from many. Of course, these commentators completely missed the point. The $17,000 watch serves the same purpose for its audience as the Corvette for Chevrolet, the Viper for Dodge, and the GT for Ford. The guy driving down the road in his Chevrolet Malibu can look over with admiration at the Corvette passing him and think, “The same company that designs and builds that car, made my car.” It makes his car look like a great value by comparison. Now an Apple watch customer can feel like he got a … Continued

Crushing it in Nashville: Generating $75,866 in One 75-Minute Presentation

Leave a Comment

“What a weekend and experience. Sold 38 packages ($1,997!) to a room of 125 CPAs/EAs. I never experienced a rush to the back of the room like this. What a feeling! Better than drugs!! Thanks for all your help and talk soon!!” Michael and I have invested a lot of time on his product, offer, and presentation. Plus, Michael spent several weeks studying other successful presentations and top presenters, looking for ways to improve his pitch. After trading emails, Michael later wrote:

Transforming Referral Partners Into Proud Members of Your Exclusive Club

4 Comments

When a dentist sees a patient with disease or the need for a dental implant, they often refer that patient to a periodontist who specializes in those cases. How do you become the periodontist a dentist choses to refer his patients to? Most periodontists believe you do this by dropping off a box of doughnuts, making visits, and networking at dental meetings. Problem is, everyone uses the same tactics that don’t work. When Dr. Jeff Anzalone, a periodontist in Monroe, Louisiana, reached out to me for a consulting day, we took a different direction. Dr. Anzalone created a one-of-a-kind training event for dentists and their staff within Monroe, Louisiana. This event featured a high-profile, in-demand speaker and a fun atmosphere — plus, Dr. Anzalone offered it for free to dentists who were referring a certain number of patients to his practice every month. How did he know who those dentists … Continued

“Don’t Tell Anyone We Suck at This” The First Step for Improving Member Retention

Leave a Comment

I think of myself as similar to a bug man. Think about it for a second — what would be the perfect testimonial for a bug man? Perhaps something like, “My house was full of roaches until I called Bug Man. He came in, killed the roaches, and vacuumed up the carcasses, and now when we turn on the light to our pantry, none of those buggers scurry around.” Who on earth is going to sign their name to that testimonial? No one wants to admit to their friends and neighbors that they had such a terrible roach problem in their home. I have a similar challenge as the “bug man” for membership programs. It’s hard for my clients to admit they need help. For membership marketers, their number of paid members and number of dropped members each month, as well as their rate of membership program growth, are very … Continued

Attracting Your Tribe with Mission Based Marketing

3 Comments

Chris Griffin, DDS is the smartest guy there is for dental office systems. Not only does Chris offer systems for marketing and running an office efficiently, but he also delivers great systems on the clinical side of the practice. In fact, one dentist used Chris’ systems to earn more money working 3 days a week in his dental practice than he was previously able to make working 5 days a week. What did that client do with all his extra time off? He became a professional bass fisherman

Using Proof to Grow a Monthly Coaching Program

Leave a Comment

Over the last several months, Jim Augustus Armstrong has been building a nice inventory of client success stories. Although he wanted to incorporate them into his sales funnel, the typical “Success Stories” booklet didn’t make sense to him. Jim created a special issue of his newsletter, featuring his client success stories within the first 8 pages. Then he used the final 4 pages to present

Launching Your Tribe Quickly With an Industry Event

Leave a Comment

An in-person event can be a powerful way to launch a new tribe. The marketing for your event generates a list of opt-ins.Registration fees can fund marketing expenses. And, at the event itself, you can invite attendees to join your new coaching program to build your tribe. Tribe member Dr. Darold Opp turned to Jerry Jones, an expert copywriter within the dental profession, to create the marketing for his in-person event. I’m currently working with Dr. Opp to

Getting Your New Members Engaged Quickly So They Retain Their Membership

Leave a Comment

Too many info-marketers assume the sales process is complete when they get a new customer. They immediately flip to fulfillment and training mode. However, after he sale is when you need to ramp-up the sale. Michael Rozbruch recorded a sales video to get his clients excited after purchasing his program. It resells his new member on the program, reminds them why they invested in the program, and shows them exactly how to