Are You Fishing With Holes in Your Cast Net? Is Your Recurring Revenue Slipping Away?

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Is Your Recurring Revenue Slipping Away?

Even though I grew up in Florida, I never learned how to fish with a cast net. You are supposed to throw the net into the water, it’s water-laden and made heavy by the lead weights meant to drop the net to the bottom as you let out the line you are also holding in your hand. The net is meant to trap fish on its way down. Then you use the line to haul the net back up. As the net emerges, you look to see what fish you caught. I couldn’t figure out how to toss the net so that it landed on top of the water in a big circle, casting the widest possible fish-catching surface. For me, the net flew from my hand and dropped into the water in a big, useless ball of tangled net. I’d drag the thing back to the surface and untangle … Continued

What I Learned as an Amway Distributor That Will Help You Grow Your Recurring Subscription Membership Revenue

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Grow Your Recurring Subscription Membership Revenue

While Florida State University awarded me a master’s degree in accounting, I earned a “doctorate degree in life” as an Amway distributor for three years. One key lesson I learned as an Amway distributor makes all the difference between success and failure in the subscriptions business. While I was shopping in Dillard’s about a month after graduation from FSU, some guy stopped me and asked, “Where do I know you from?” I had no idea. I didn’t recognize him, but I tried to think and make a few suggestions. He told me his name was Steve and that he owned an international import/export business in town. After a few minutes of small talk, he asked if I was ever open to “opportunities,” as things often come up in his business. I told him, “Sure” and gave him my phone number. Two days later, Steve called me and we met at … Continued

How to Finally Grow Your Membership and Recurring Revenue, Simplified

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Grow Your Membership and Recurring Revenue, Simplified

I just got off the phone with a prospective client for the first time. His team is generating more than 10,000 new members a month. That’s awesome — a great effort and commendable result that’s getting them featured in many marketing industry speeches. What isn’t getting featured is the fact that this same company is losing 9,500 members each month. This means they spend 95 percent of their marketing efforts replacing the members who quit. Because 27 days of each month are spent replacing canceled members, their marketing department has 30 days of monthly expenses with only 3 days of growth. If you know of anyone who’s in this position — or if you are in this position — I’m sharing more than 25 years of membership growth experience in a new book I authored called Retention Point: The Single Biggest Secret to Membership and Subscription Growth for Associations, SAAS, … Continued

Monthly Recurring Revenue (MRR) Is Not About the New Members You Get, It Grows Only With the Members You Keep

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Monthly Recurring Revenue (MRR) Grows Only With the Members You Keep

I am your favorite person — the one you have invested precious time and money to find. I am your next new member. It’s time to type my credit card number into your order form. Oh shoot, my card is in the other room; I’ll go get it. Your promises are so exciting. Your membership is the answer to many of my problems. Your message is inspiring. I’m curious about what you have to offer. I wonder, though, if your membership is really a good fit for me. I’ve tried many others. Usually, I buy and it’s disappointing. I get all this stuff, and I love collecting stuff, but I never get around to using it. It just stacks up on a shelf. Or, I download everything to my computer but never look at it. Will this time be different? Probably not. I’m really busy right now and I’m not … Continued

How to Compete and Win Against the Biggest Publishers in the World

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What if you had to compete against the Wall Street Journal, Investors Daily, Financial Times, Barron’s, MSNBC, Yahoo Finance and thousands of other paid and free resources. Dan Fink, managing director of Money-Media, offers innovative solutions and lessons learned from his years of competing against some of the biggest publishers in the world, and winning. “It’s really about having a 365-day mentality that if you’re going to try and renew these people a year later, your job starts in day one to make sure that they have a good experience all year long. And then the pressure’s off when renewal time comes.

It’s 2018. Are You Choosing High Membership Churn or Fast Membership Growth?


Are You Choosing High Membership Churn or Fast Membership Growth

Thousands of people died from infections in 1846, while doctors refused to admit they could be spreading disease from one patient to another. Yet when Hungarian doctor, Ignaz Semmelweis, promoted the idea that doctors wash their hands and medical instruments with soap and chlorine between patients he was ridiculed, even after he was proven to be correct. The way we do things gets ingrained, we develop patterns for completing projects quickly. And with the never-ending anxiety from approaching deadlines, it’s a lot easier to get something done, than rethink why and how you are doing it. Over the last 12 months I’ve encountered hundreds of instances of membership programs doing things because that’s the way they’ve always done them. And they’ve showed me, with pride, the onboarding campaigns they’ve created for their newest members that ignore all of what we’ve discovered that generates engagement, retention and increases revenue through upsells. … Continued

5 Secrets for Breaking Through Your Growth Barriers to Maximize Membership and Subscription Growth

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Maximize Membership and Subscription Growth

While the functional value of your subscription membership is an important element, the key drivers for breaking through plateaus and maximizing subscription and membership growth are all about emotion. How does your subscription solve problems for your members? How do your customers feel about the problems they face? What mistakes do your prospective members make that they don’t know they are making? While its competitors advertise their motorcycles’ features, horse power, and price, Harley-Davidson promotes the feeling of freedom you’ll experience when you ride a Harley. That feeling drives more sales than all the features and price data. Do your promotions focus on what you deliver to your members or on how they’ll feel after becoming your member?[/cs_text][x_custom_headline level="h2" looks_like="h5" accent="false"]2. Your race to maximize lifetime member value begins right after the sale.[/x_custom_headline][cs_text]Too many subscription marketers are focused on what I call “a series of one-night stands.” Once they get … Continued

Yours FREE. Three Decades and Several Billions of Dollars of Subscription Revenue Growth Secrets

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Subscription Revenue Growth Secrets

Georg has been an executive at the highest levels of some of the largest, fastest-growing subscription businesses for the last three decades. And, for you, he reveals the biggest subscription mistakes to avoid, how to deliver value subscribers will eagerly pay to receive, and the single most effective strategy in jump-starting membership growth after it has plateaued. And for inventory, Georg advises against getting carried away. “People say, ‘No, I’ll have 100,000 members immediately,’ and then they buy inventory like crazy, and they sit with a pile of stuff they can never sell, which is a sad story. I would always encourage people to be conservative in the beginning, rather work with scarcity and build up slowly. Conserve your capital. Be very cognizant of capital and spend it in media, and try all kind of channels you can try.” He suggests adding surprise to pique interests. “A little cliffhanger, little … Continued

How to Attract and Retain Customers in Your Non-Membership Business by Creating a Membership

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How to Attract and Retain Customers

However, a membership program instantly positions you as an expert in your field, making your communication welcomed by your prospective customers. It makes you a celebrity in the eye of your consumer. And, when it comes time to sell your business, you generate the sales price from your core business and you can sell your membership as well. My longtime client, David Lucca, was co-owner of an investment management firm. His firm worked exclusively with airline pilots, and he was looking for a way to attract airline pilots to become clients of his firm, versus all of the financial investment choices out there. David launched a new stand-alone company, the Airline Pilot Financial Association, to become the marketing arm of his financial management firm and provide great custom created financial resources for airline pilots across the country. I recently interviewed David for my Membership and Subscription Growth podcast. He has … Continued

Secrets That Helped 10X Beachbody That Can Enable You to Quickly Grow Your Monthly Recurring Subscription Revenue

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Quickly Grow Your Monthly Recurring Subscription Revenue

Your subscription product is more than a simple transaction and needs to be treated differently. Rather than selling that product, you need to be selling results. The results that your customers are going to personally experience by using or receiving your product are where the focus of your sales message should be. Every time you mention your product, rather than talking about it, talk about the transformation or how that customer will feel because of your product. “You’ve got to be different from what everyone else is talking about,” suggests Babak. “I am talking so much more about brand and, really, the sense of experience, because that is one of the bigger things that I’m starting to see across pretty much every industry. That focus on creating an experience and creating a memory and stories around it is a big deal, but at the end of the day, it’s, what’s … Continued