In this episode of the Membership Geeks Podcast, I dive into the controversial tactic of scarcity marketing, especially as it relates to memberships.
I unpack why the “closed door” model and pressure tactics aren’t the magic bullet many gurus claim – and how they can actually do more harm than good to your membership business.
Instead, I share a more sustainable approach focused on trust, value, and genuine urgency. If you’re tired of being told you “must” use countdown timers and manufactured FOMO, this one’s for you!
In this episode:
- Do you really need scarcity tactics – like limited-time enrollment – to grow a successful membership?
- What are the risks and downsides of relying on pressure and artificial urgency to sell memberships?
- How can you create genuine urgency that leads to better, more engaged long-term members?
- What marketing strategies actually work best for building a thriving, sustainable membership business?
Key Quotes & Takeaways:
“The urgency to join your membership shouldn't come from some arbitrary deadline or some daft countdown timer. It should come from your product. The urgency should come from having a compelling product that people just have to have. From the fact that what you offer helps people solve a real problem.”
“But if your entire sales strategy hinges on act now or else, then you're not giving people time to actually evaluate, trust, and commit.”
“Quite often, marketing tactics that apply pressure, that manipulate your potential members with false scarcity or leaning too heavily on scarcity quite often will convert very well in the short term. You will see a big influx of members during your limited open period if you have a closed door membership.”
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