Club Marketing

Membership Recruitment: A Strong Brand Identity Recruits the Right Members

This article originally was written for and published in the Club Membership and Marketing Magazine, an online resource for Private Club professionals. The article appears in full below, as the magazine is subscription only. The Magazine is a resource provided by PCMA, the Professional Club Marketing Association.
In a world that has gone almost completely digital, it is easy to get caught in the online current of promoting your Club through various social channels. It’s a natural tendency to advertise the Club’s events, golf tournaments and membership programs, to show the public how great it is to be a Member at your Club. Without doubt, Private Club Membership is rewarding on many levels. However, before you post another status update, craft that 140 character tweet, or share another photo, take a few steps to make sure you are recruiting the right Members for your Club.

Review your Club’s core values
Every Club most likely has a vision or a mission statement somewhere. Perhaps it’s written on a plaque which hangs in the library or it may be collecting dust within the founding documents box. Where ever that may be, it is time to find it and read it. Your Club’s vision is based on the core values of your Club’s brand. It’s a good idea to discover what those are, too. If you haven’t reviewed the Club’s core values and vision in a while, then it is time for a re-education. This is the heart of your brand. This is the foundation for all of your communications. And the Members you want to attract should connect with those core values. The Club’s values are the most significant component of your brand identity. Your Membership is the embodiment of your brand identity.

Take a temperature on your Club Culture
Is your Club culture in-line with the core values of the Club? If your programming has fallen a bit out of touch with the vision of the Club, then work with the executive team to get it back on track. Determine what events best promote the vision of the Club. Tweak some of the less successful events to better represent your values. For example, if your Club is founded upon being a family-friendly retreat and you have very few kid-friendly events, they you may want to add activities that kids will love to the appropriate festivities.

Be a good listener
Most of a Club’s advertising and promotions tend to be all about the Club and what the executive team wants or needs to push. But let’s change that focus to be more about what Members and prospective Members want and need to hear. Do your programs truly add value to their life? In what way? Does it offer a solution? Make their life easier? These are some things to consider. Your brand messaging should definitely be infused with your core values, but it should also address your Members’ core concerns. Online, it’s easier than ever to understand what people want. They talk all the time! This is a key step in finding prospective Members who have a need for your Club. Listening to what people want, need and are concerned about will help you reach out to them with all the great answers wrapped up in a Membership at your Club. Spend more time listening online to discover who is a match for your Membership.

Choose the right channels
While you might love posting every event and program to Facebook, your Members and prospects may be checking their LinkedIn profiles three times a day and Facebook only three times per week. Part of listening is also learning where your Members are living online. You will better connect with your audience if you find them, versus them having to search for you. Learn and understand your Members’ social habits to better promote your Club culture and find new Members who are a good fit.

When you and the staff are living and breathing the Club’s core values, you’ll find the culture warmly reflects this vision, the Members embody it and that your communications reach prospects who want and need what you offer because you address their core concerns. This is the strong brand identity that will recruit the right Members for your Club…and keep them.
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Shanna’s private club experience includes an award winning role as Member Relations Director at City Club on Bunker Hill, a ClubCorp Club in downtown Los Angeles, California. Shanna is pleased to be presenting Private Club IPO: Go Public With Your Club Culture at the PCMA Convention in Las Vegas on September 25th, 2012.