My friend and fellow DIY musician, James here with the final installment of the Building Super Fans series.
Before we dive into how to move Committed fans up to Engaged fans, I want to give you a quick real-world example of how this ethos can make a huge difference for your career.
My band TEOA has always been fan-centric. Though we now play indie-folk, we came from the punk scene, where there was no separation between artist and fans. The stages weren’t raised above the audience, we played on the floors. When we toured, we’d sleep on show-goers’ couches. When members of the scene experienced loss or hard times, we’d throw benefit shows. It’s just the way it was.
That ethos has carried over with us to the indie scene and we find it so surprising that people are taken aback with how “approachable” and “down to earth” we are. Isn’t that the way everyone should be? It’s the way our punk rock heroes were to us.
We’ve always gone the extra mile to make sure that anyone who wanted to interact with us felt honored and appreciated. Shit, we know we wouldn’t be making a living playing music it if weren’t for them! And now, because of that mutual respect, there’s a thriving community surrounding our band that carries us emotionally and financially.
And here’s the thing: behaving this way and putting your fans first isn’t only the right thing to do, it’s also the smart thing to do.
If you plan on paying your bills with your music, you better not be an asshole. The industry has changed and now 80% of your income will come from 20% of your supporters. Today, we’re selling less, but earning more per transaction.
In an economy like this, the need to create super fans, or Committed fans is vital.
But it’s not easy because you’re not actually creating fans at this highest and final level, you’re developing relationships…
… and with this type of relationship comes responsibilities from both sides.
What are your fans’ responsibilities? Well, that’s easy: to attend your shows, share your music, purchase your goods, and upgrade to the premium offers.
What are your responsibilities? In other words, how do you turn Engaged fans into Committed fans (and keep them there)?
Here are some tried and true methods:
Respect your fans’ time and energy by becoming outstanding at your craft.
Yes, stand out from the rest of the pack by going above and beyond with your music. Hone your playing, your singing, your song writing, your stage banter, your branding, your presentation, and every other artistic aspect of your project.
Think about it, would you become a super fan to a band that doesn’t care enough to get their shit together? People only want to support things they believe are on the rise. Be on the rise by making sure you are outstanding at your craft.
As an aside to this concept, don’t just be outstanding at your craft. Be outstanding at every touchpoint with your audience. Throw personalized notes in your merch orders, reply to emails quickly and warmly, hang longer at the merch table, remember peoples’ names. This energy will pay off in spades, which leads me to my next point…
2. Create genuine friendships with your most committed fans.
For my band, TEOA, when we roll into a city on tour, we already know which of our super fans will be at the show that night. That’s because we’ve taken the time to actually become friends with these people over the years and we now communicate through personal email or text.
This may be one of the most important concepts in this blog series: You aren’t really creating super fans, you’re making real friends. Decide to go deeper in the conversations you have at the merch table or through email. Ask questions, be genuinely interested. You are providing something vitally important to these people and they want to repay you for it somehow. When they don’t know you very well, they can’t be as generous with their support. It just doesn’t feel socially acceptable.
3. Give your Committed fans a way to be more generous in their support.
This is a basic retail concept and it applies to your music career as well: offer goods at multiple pricing tiers so that the people who want to be more generous with their financial support can do so without feeling like creeps.
How can we musicians do such a thing?
Create a price range of offerings so people can drop tons of money if they want to. Create a Patreon page so people can become investors. Create a tab on your website that let’s people know they can book your for house shows for $1000. Offer premium ticket packages that include pre or post show access to the dressing room. Host exclusive Zoom hangouts where your fans get to interact with you and get to know you personally. There are tons of ways to offer people the opportunity to support you more generously, and when you’re outstanding at your craft, this structure just feels right.
Before we close out here, I want to overstate my point: the way to make it in the music industry is to focus on creating Committed fans (quality over quantity).
You do this by helping people see the truth about themselves: they are unique, they are special, they are valuable. It’s not blowing smoke up peoples’ asses to make them feel this way. It’s reality.
Don’t misread me, you’re not making fans pay for you to be nice to them. Yes, you will earn more money this way. Awesome. But you’re also offering them the opportunity to show you how much they appreciate what you do and in turn, you give them the energy and time they deserve.
Don’t ever feel like offering higher priced / increased access options is cheesy or immoral. Musicians are fucking miracle workers and people are dying to find an artist that makes them feel like they belong and to support them so they can continue making their magic.
It’s your responsibility to create a sustainable career so you can continue to afford to make the art that changes peoples’ lives. It’s your responsibility to create super fans.
// James
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