Marketing and Membership
Students will often hear that membership is the lifeblood of clubs. This simply means that without members, clubs would cease to exist. This is true for both not-for-profit and for-profit clubs. The focus of this chapter is on membership, that is, who are the members and why do they join; and marketing, that is club activities directed at retaining existing members and recruiting prospective members. The reason that we are combining a discussion of marketing with one of membership, is because it is hard to separate the two functions in clubs. When we use the word ‘marketing’, we are referring to marketing to members, either current or prospective. At one time, marketing was not within managers’ lexicon. However, as we have alluded to several times, clubs must be much more outwardly focused now than they were a generation ago. We will talk more about marketing, but let’s first examine why members join clubs.