We’ve been talking about how to increase your revenue. To recap, the first thing is to increase the number of clients coming into your business. The second is increase the average spend per client. The third is increasing the frequency of visit.
When I went through this a couple years ago and I was like, “How do I increase the frequency of visit? I already have clients coming in now three months, six months, and 12 months.” I thought, “Why don’t I increase it to 18 months, 12 months, and six-month agreements?” Bingo, that increased the frequency of visit or the longevity of that client. It really made a huge difference in the bottom line, in selling those 18-month agreements. It’s a commitment that they’re making to be with you for 18 months, or 12 months, or six months. It was a really easy way of increasing the frequency of visit of that client.
If you have a service-based business, increasing the frequency of visit is really about staying in contact and giving your clients a reason to come back. Let’s say you’re a personal trainer and you’re doing a training session. At the end of that session you might say, “Let’s connect again in a month to make sure that you’re filling in those … You follow through on the action plan that you laid out and you increase the average time that person comes in.
If you don’t setup that session and you wait for them to contact you, it might be two months, three months, six months down the road. If you stay on top of it and have a process in place to make sure that you have those clients coming back, it’s going to increase the frequency of visit. If you do dental or cosmetic surgery, like the fillers, and the Botox, you need to book them for their refill, stay in contact with them, and make sure that they come back in.
I’m not ashamed to admit, I use Botox. I’m do for a touch up. You know what? The person that I go to doesn’t always tell me when I need to come in. If she actually phoned me up and said, “Hey Tom, it’s about time. How are things working with you? Do you need a touch up?” “Oh yeah I do,” and then book the appointment. I’d becoming in a lot more frequently I think. Wouldn’t you? How about that dental appointment you’re supposed have every six months? If you forget, you have to delay it for two months, or two weeks. You’re not really going in every six months, you’re going in every seven months, or eight months. The dental office is going to see you twice in that first year, and once in that second year. That’s really not appropriate. Why not start those reminders at month four, and then the phone calls, and the text message, and make sure that those processes are working properly so that you are increasing the frequency of visit of your clientele.
Those are just a few little nuggets on how to do that. I’d love to talk to you a little bit more about your specific work and how I might be able to give some suggestions on how to increase frequency. It only takes about 30 minutes and it’s a free call. Email me at tom@tomjackobs.com and request a strategy call. On Facebook, Tea with Tom is the group that I moderate. I’d Love for you to join that group and learn to increase your business, and increase your freedom at the same time.
