I’d estimate this strategy is responsible for about $2M per year in recurring revenue for our agency. Some of our best business comes from the industry associations & groups that we are involved in.
What industry groups have you joined in your niche? How are you engaging / participating?
Here is what’s worked best for us:
✔️Join the association / group
✔️ Get the list (mail / phone and hopefully email – reverse scrape if they don’t provide it)
✔️ Sponsor the events (booth, lanyards, etc) and actually show up (hang out in the evening and mixers)
✔️ Look for opportunities to speak at their events
✔️ Run webinars / trainings specifically for their group (this works pretty well)
✔️ Send an intro package to the members (Be sure to get the new member list every month and send them a nice welcome)
✔️ eMail them on a consistent basis with value added content
✔️ Get added to the Facebook Group if they have one
✔️ Upload the member list as a custom audience in Facebook for targeting
✔️ Add then to your direct mail list (this is huge). Send them a quarterly printed newsletter.
✔️ MAIL THEM – If you run webinars burn the content to CD and send it to them in the mail with a print out of the workbook. If you do industry interviews (you should) burn those to CD and mail them out to them.
You want to become known, liked, trusted, proven…dare I say omnipresent to the members & leaders of the association (at their events, in their inbox, on their social feed, in their mail box). You do that by doing what I’ve outlined.
I’m thinking of doing a deep dive training on how to leverage associations and groups to accelerate the growth of your agency. If you’d be interested in seeing that post a comment below…👇