3. Why do we do it?
Why Customers (Members) Leave …
They die 1%
They move away 3%
Their favorite salesperson leaves 5%
The price is too high 9%
The quality of product is low 14%
Indifferent customer service 68%
4. The Facts
A club needs 20 to 30 people to run
Members leave for a variety of reasons.
Expect 20-30 percent attrition annually
Reduce the reasons you can control
Have a plan for replacing
those that leave!
6. Set Realistic Goals
Distinguished Club Program
4 New Members
4 More New Members
Set a realistic goal.
Do just what the DCP suggests
Or, what is realistic
for your club.
7. Doing the Math
Club Goal – 1 New Member / Month
Assume 25% success rate at recruiting
Operational 10 months of the year.
10 new members means 40 guests
Or, 4 guests per month
8. Who’s job is it?
Is it the V.P.
Is the executive’s
It is every
9. V.P. Membership’s Role
Like a Sales Manager
Trains the sales staff.
Develops resources to aid in selling.
Motivates the staff.
Helps with closing the sale.
10. Training Your Members
Make sure they understand the need.
Help the members to overcome fears.
Knowledge is not a barrier.
What they know is enough.
Teach them to “communicate their belief” in the
Use tools available.
“Finding New Members For Your Club”
from the Successful Club Series
12. Give Them Resources
Members will feel more comfortable if
they have tools to help them.
Other Ideas …
13. Motivating Your Recruiters
Have a contest
Timing is important.
September and January good target
Keep the length of the contest reasonable
(6 – 8 weeks).
Have worthwhile incentives
Formally recognize active participants.
Formally recognize the winners.
14. WE ARE IN BIG TROUBLE.
WHAT DO WE DO?
OK. We are doing all that, but it is not enough …
15. Roll Up Your Sleeves!
Strike a membership building team.
VP Membership Chair
VP Public Relations
2 or 3 Interested / Veteran members.
Hold regular planning / execution meetings.
Coordinate and attack the problem.
Don’t be Proud - Ask for help from District
Get in touch with Area Director.
They can help you to access resources from District.