Waiting for new members to find you is slow.

JTCC drew 938 membership inquiries on about $16 a day.

The Junior Tennis Champions Center (JTCC) in College Park, MD, sells memberships the way many clubs do: someone raises their hand, and the membership team follows up to find the right plan. The hard part is getting enough of the right people to raise their hand in the first place, month after month, without relying on word of mouth.

Since May 2025, we’ve handled the marketing side: the Facebook and Instagram campaign, the ad creative, the promotional pushes, and a new membership page with an inquiry form built to qualify every lead. We also track and read every inquiry that comes in. From there, JTCC’s membership team takes over the follow-up and closes the sale.

Sixteen months in, this is what it looks like.

Step 1: A Small Budget That Never Switches Off

The campaign runs on about $16 a day, all year, rather than starting and stopping with the season. We also didn’t try to hand-pick audiences. We gave the platform strong creative and a broad audience and let it find the people who respond, which these days usually beats tightly built targeting. What you get is a steady flow of about 59 prospects a month instead of a burst followed by silence.

One of the membership ads. The offer leads, the facility sells it.

Step 2: Promotions That Give People a Reason to Act Now

On top of that steady flow, timed offers create spikes. January 2026 was the busiest month in the data, with 74 inquiries, when the campaign carried a “Kick off 2026” offer of 26% off the first four months. The busiest single week, with 22 inquiries, came right before Memorial Day, when a $125 summer membership had a deadline attached. People who were already thinking about joining tend to move when there’s a clear offer with a date on it.

Step 3: A Form That Qualifies the Lead

The inquiry form asks every prospect what they’re interested in: adult programs, court time, training, leagues, junior programs or member events. It sounds like a small thing, but it means the membership team never has to call anyone cold. Before they pick up the phone, they already know whether they’re talking to a league player, a parent, or someone who mostly wants indoor court time this winter.

The Results

Those 938 are actual form submissions from 891 different people, counted from the form itself rather than the ad platform’s report. Over the same stretch of each year, inquiry volume grew 17% from 2025 to 2026.

The biggest difference is who’s on the other end of the form. People come to us already telling us what they want, whether that’s winter court time, a clinic at their level or a plan for the whole family, so my first conversation starts in the right place. And the inquiries keep coming between promotions, not just during them.

Jon Hall

Director of Sales, Junior Tennis Champions Center

Why These Are Qualified Leads

A lead is only worth something if the person on the other end is serious, and there are good signs that these are:

• 45% took the time to write a question, not just leave a name, and the most common one was about price, which is a buying question
• Each person checked an average of 2.6 interests, so the membership team knows what to lead with on the first call
• Nearly one in ten who wrote in already plays at JTCC as a non-member and is working out whether membership pays for itself
• Almost one in five who wrote in is a parent, often asking about family plans, which means a bigger membership than a single adult

What 938 Prospects Taught Us

Every question is a clue about what’s keeping someone from joining on the spot. Of the 420 prospects who wrote one, here’s how often each topic came up:

Reading all 938 inquiries also turned up a few patterns any club can use:

• Four in ten who wrote anything asked about price, and right after a promotion that jumped to 58%. People who see a discount want to know what it’s a discount from.
• 40% of inquiries came in before 8 a.m. or after 6 p.m., and 29% arrived on a weekend. Prospects don’t keep office hours, so an instant automatic reply with the basics catches them while they’re still interested.
• Parents ask different questions than other adults do. They’re half as likely to lead with price and twice as likely to ask about family plans, so they need their own message.
• Interest in year-round court time peaks from August through January, when players start looking for somewhere to play indoors.

Court time messaging belongs in the fall and winter calendar.

Why It Works on $16 a Day

Sixteen dollars a day comes to less than $500 a month. What makes it work is consistency and a clear path: an ad that reaches the right people, a page that explains the membership, and a form that tells the club who’s asking and why. A club with a handful of courts could run the same campaign and scale it up once it’s working.

The ad’s job is to start the conversation. After that, how quickly the club replies, and whether the reply answers the question the prospect actually asked, decides how many inquiries turn into members. That’s why we read every inquiry instead of just counting them.

Want to Know What Your Ads and Pages Could Do?

Whether your ads aren’t producing leads or registrations, or you’ve never run them because you weren’t sure where to start, we’ll look at it with you. Book a free landing page audit, and we’ll walk through your page, your ads and your registration flow together on a 30-minute Google Meet, then tell you what we’d fix first.

Book Your Free Landing Page Audit