Give Less to Increase Sales

During a Jump Start Coaching Call coaching call, a relatively new info-marketer wanted to know why he wasn’t generating any sales from his website. He asked me to review his site for him. While the opt-in page looked ordinary enough, he had five different training videos on his sales page. He wanted to prove he would over deliver, so he … Continued

When You Let Up Before the Finish Line, You Lose the Race of Member Retention

They drove 2,634 miles within 24 hours, non-stop. This is more than the distance between Daytona Beach Florida and Los Angeles California. Each team had three to four drivers taking shifts completing 740 laps around the Daytona International Speedway road course. Meanwhile, my son, Robert William, and I enjoyed watching the race from brand-new suites at the speedway. We even … Continued

The Best Type of Value to Provide

I first noticed it in my dad’s tire store. I worked there during summer vacations from high school, changing tires and doing oil changes. There were some guys in the shop who worked hard and got a lot done, and then there were others who smoked cigarettes more than they worked on cars. Because the hard workers were almost always … Continued

What’s in it for them?

As selfish people, we are always thinking about what we want. We want our customers to complete surveys, to confirm their opt-ins and to upgrade their memberships. Our customers are selfish people, too. While they may like us and may be willing to do us a favor, they are much more interested in doing themselves a favor. Every time you … Continued

Eight Goals of Your New Member Welcome Package — How Many Have You Included?

The most important part of your new member orientation system is your member welcome package. For the Auto Training Institute, a new member welcome package contributed to longer retention, increased member lifetime value, and $1.4 million in revenue the first year it was implemented. You don’t have the opportunity to have a member for 10-months or 10-years unless you properly … Continued

Your staff can create systems for you

Tammy was at her wit’s end. Not only was she trying to keep up with two jobs, but she also had to take care of two Labrador Retrievers. In 2006, shortly after starting the Information Marketing Association, Bill Glazer and I had an idea: Let’s provide training for info-marketers’ staff. Because info-marketers are preoccupied with marketing, maybe if we trained … Continued

Generating Product Sales and New Memberships by Giving Away Books

The most expensive part of running a membership program is recruiting new members. Willie Miranda is generating leads, product buyers, and new members in the real estate niche using his new book, “How to Not Get Your Ass Kicked in the Real Estate Business.” After creating his own successful real estate brokerage company, Willie has been a coach to the … Continued

Forging a new identity, while being yourself

I get frustrated when I hear about the social structure in high school. But then I realize it is the same everywhere else, if you let it. When my daughter, Samantha, was in high school, she had several classmates she had known for many years. They went to elementary and middle school together. But she doesn’t talk to them. Confused, … Continued

The Member Retention Secret That Doesn’t Require Creating More

I have taken the family to New York City between Christmas and New Year’s a few times, but we’ve never been there for the big night — the ball drop on New Year’s Eve. This year I decided to brave it. We stayed at the Renaissance Times Square. This made waiting a lot more convenient since we didn’t have to … Continued