Eleven surefire offers that prospects won't refuse

Sometimes you need to add an extra incentive to persuade potential members to join. Use a few of these and you'll keep turning hot prospects into new members.

1. Offer a discount on the first year's dues
25% off is a commonly used amount. If you plan to run the offer for an extended time, restate the discount to keep it fresh for prospects. For example, "25% off" becomes "get three months free."

2. Include a "bill me" option
You're more likely to buy a magazine subscription if you can pay later, aren't you? A lot of people are the same way with memberships. Let them sign up now and send an invoice four to six weeks later.

3. Try a payment plan
Give prospects the option of splitting the annual membership fee into four easy payments.

4. "Join now and get the rest of the year free!"
Associations that bill all the members at one time often use this. Make this offer three to six months before the membership year is up.

5. Use a membership/conference package deal
Keep the membership at full price, but combine it with an attractive low registration fee for your next conference. In your marketing materials, aggressively promote the benefits of attending the conference.


Offering discounted memberships can be tricky--occasionally they can really tick off current members who paid the full cost. Here are some very effective alternatives.

6. Offer a trial membership
Extend full membership privileges to potential candidates for three months. This is not a discount! If prospects want to join after the trial period, those three months are included in their yearly membership dues.

7. Include a money-back guarantee
Make membership no-risk, with a "try us for 60 days" type offer. Collect dues up-front, but make a full refund available after the trial period.

8. Promote the dollar value of membership
Let prospects know they're really getting their money's worth with a membership. Highlight all the benefits you can in terms of exact or estimated worth, including magazine subscriptions, workshops, access to a chapter library, publications, and the savings members receive on conference fees.

9. Throw in a free extra
For a limited time, offer a relatively low-cost but exclusive freebie for joining, like an association magazine subscription (if it's not included in the membership fee), a new publication, or even an association t-shirt or cap.

10. Get the prospect's company to pay for the membership
Provide materials for the prospect to give to a supervisor, which discuss the ways a membership will make the prospect more efficient, productive, and valuable to the organization. Include an invitation for the supervisor to attend a meeting, or a contact at the association to answer questions.

11. Hold a sweepstakes
"Sign up now and be eligible to win fabulous prizes!" It doesn't have to be a trip to Paris for two. Offer a range of prizes, starting with a collection of association publications, or 100 "association dollars" to spend on workshops or association books. The grand prize could be an all-expense paid trip to the next conference.

---

To learn about how O'Connell Meier can generate bright ideas and boost sales for your orgainzation, give Rich Meier a call at 703.739.2266 or send us an e-mail. For a preview of the sales-boosting techniques we use, visit the association section of our bright idea generator. And for an overview of our company, our experience, and our creative and marketing services visit the About OM section.