So in planning this celebration in a few weeks, I
want to launch the family membership option
for people My goal is to get 20 families to
sign up. Do I launch it on that day, or
do I give my existing practice members
lead time in being able to purchase that.
And whenever I launch it, I need to brainstorm
some incentives for them to be, like, 1 of the first
20, or do I say that one of the first 10, get an extra
bonus, or what are your thoughts What is your capacity for
this offer? Is 20 your limit? No. But that would be, like,
just about, like, 40% of my time and about
40% of my income. So I think that then leaves
space to do individual memberships
and a la carte. And I don't wanna make it
confusing, but I wanted to have the family
membership option or the individual membership option. I
wouldn't share it, but I would have also, like, a two person option in case
someone is coming in, they don't only have 2 people in their family, whatever.
And then if they wanted to buy a la carte
because the membership would only cover 2 visits a month per
person. And so if they wanted to come in for
additional visits, I wanted to also have a package that they could
offer at a discounted rate versus doing an a la carte but, yeah, I just
don't wanna make it super complicated. And then, one point,
Jackie has suggested that if they were gonna buy it, then
have a buy in full incentive where they would get 1 month free.
But in addition to that for being, like, 1 of the
first 20, 1 of the first 10, something like that,
any thoughts on what would be a good incentive and then
when I should launch it. Yeah. Okay. So let
me go back to the original question around current clients and then at
the event, right, if I understood you correctly, was the question
Should I promote and sell this family membership to my
current clients prior to, like, revealing it at the
birthday party? Was that the question? Correct.
Okay. What anticipated percentage
of your audience at the birthday party will be totally new
versus current clients. Do you know? I don't know. I
haven't actually even sent out the invitation yet. I was gonna send out this morning,
but as part of that, I wanted to include some of the
verbiage on this stuff. So, obviously, our businesses are
very different, but what I shared with our
academy earlier today is that obtaining
new clients, the conversion rate to a sale
is much lower and much harder than
selling internal clients. Right? So what
you're proposing is exactly what we do internally. So just to give you
perspective, Angelie, when we go to market and we try to sell to the
public, the LinkedIn method academy, the conversion rate
on that to a cold audience is about 1 a half to
2% purchase. Once we get
them, And then we pitch them business basics, the
conversion rate goes up to between 25 33%
that an internal client then buys the next thing. And so
what we've decided as a business, you guys have probably
noticed, to this day, we haven't run any ads and we
haven't pushed really hard publicly on business basics or our
mastermind. We actually sell the hell out of it internally.
Right? And then when there's spaces additional, we then
sell it. Right? So, like, we just did our business
basics launch, and sold 20 seats into our business basics
with internal clients. And we did the same thing with a
mastermind. Believe it or not, we've actually already sold 2 seats into the mastermind
next year, but my point is it's very valid to
consider kind of a presale to your internal clients. and
see what you get. I think the question would be, what does that
presale look like? How do you market it? How do you create urgency
around it, how do you get people to take action before
you do go to market sale with your celebration
event, right, So, yes, I think you should totally do it. I do
think there's probably some organized marketing you wanna do around
that at your practice through email or text. However, you communicate,
I know my chiropractor that, I mean, we're on. They send us text messages like
every day. I don't know if you can you interact with them through SMS.
And then the incentive. Right? Like, what do they value most? I know you and
I, I think we talked about this last time, and we had a coaching call
is like surveying them. what do they value most in the
practice? that you could gift them that would incentivize
them. So for instance, slightly parallel to your
practice, but similar model, the chiropractor I go to also
does deep tissue massages. They have therapists there. And
if I buy a bundled package, it's significantly
less than if I pay per session. But it's
also great for their therapist because it's like booked business
and recurring revenue in the practice. Right? So every time
I go to check out, I just buy another 12 sessions. which is why I
go every Wednesday. So is there a way that you like
sweeten that? Right? What can you sweeten the pot on
with them purchasing the membership, creating urgency around it. So
I would create a deadline on it. Like, you can do a pre deadline. You
can even say, give them this early bird special that ends on this
day, before your celebration party.
Right? You could even make it the day or 2 before the celebration party.
Right? Right. And then by all means, we
love a a pay in full bonus. When I say pay in full bonus, it's
more like, plus it's booked business, right, if they pay for
6 months' worth of therapy in advance,
just like I was saying with the massage therapist, like, I get a significant savings.
So I love that. and it creates a steady revenue
stream, you know, book of business. Even if they don't show up, you got the
cash in the bank. Right? yeah, the massage therapist in
the office is an independent contractor. She just runs out space. I know she's an
independent contractor, but you could still contract her out. Could you make the buy now
bonus something along the lines of, like, a massage,
and then you just comp her, like, you pay her, or is that outside the
realm of -- Oh, yeah. That's true. They could get an extra 30 minute
massage or something. So, like, in our business basics, we've had
or even in the or in the mastermind a couple years ago,
people who paid in full got, like, Jackie built them something on
the back end, and then I just paid her the extra hours. They, like, she,
like, built an opt in. And I paid her. Right? But it
was, you know, it was a $15,000 investment to come
in the mastermind, and then I paid Jack a couple extra hundred bucks to do
something for the client, and it was a win win for everybody. Right?
Yeah. Yeah. That's a good idea. I can I can bad in
massages and who doesn't want massages. So -- People love I know. Right?
People love massages. Right?