Mine The Gold in Your List

As we have discussed before, there are only three ways to increase your revenue:

1. Get more clients, ideally right fit clients
2. Increase the monetary value of your current clients’ visits
3. Increase the frequency of your current clients’ visits

That’s it.
No other options.

You need to have a system in place to properly onboard new clients (both retail and route) so you give them a warm welcome, and they give you all of their contact information, including their Name, Address, Email, and Cell Phone #.

If you do this (which most drycleaners don’t, by the way), you have created a list with unlimited potential. Today, I am going to share with you how to mine the gold from your existing clients.

From above....
 
2. Increase the monetary value of your current clients’ visits: 

• Improve your team’s selling techniques to effectively upsell and cross sell, including complementary services, weekly specials, and monthly specials
• Use point of sale promotions, including bounce back offers on outgoing orders
• Package or bundle services together into subscriptions or individual promotions
• Increase your pricing (and in turn, your margins)
• Convert clients from retail to route, so they are more likely to give you additional household items
• Offer an in-home audit so they know all the ways you can serve them

 
3.  Increase the frequency of your current clients’ visits 

• Convert clients from retail to route, so you take a more active role in the relationship, including giving them pickup reminders
• Schedule pickups of specialty items on Wednesdays, when your route drivers are not running a route – patio cushions, window treatments, and area rugs
• Communicate regularly with your clients by text, email, and social channels to maintain a positive, caring relationship
• Run special events, like three-day flash sales, and seasonal specials
• Offer price inducements for greater frequency
• Program your clients to pick-up and drop off items at the same time
   

It is very expensive to attract and acquire new clients. You have to gain their trust and educate them. You are trying to change their behavior.
 
It is much easier to get your current clients to come more often and spend more each time they come. They already trust you.
 
Hopefully these thoughts stimulate ideas of how you can increase the revenue your current clients give you by increasing the value you give to them.
 
Have a great week, my friend!
Dave