Marketing gurus are always shilling their “next great thing”. But let’s get “back to basics” with one simple fact:
Repeat business is 500% more profitable than a first time customer!
500%? Yep! Repeating clients a) know what to expect, b) trust you, c) know your pricing and d) don’t have a high marketing cost. So promoting repeat business (while increasing your client’s service frequency and spending) is a no-brainer! How can you do this…
- Gently offer Additional Service Options on the first visit. Even if they don’t “bite” you will have planted the seed for next time.
- Deliver Value Added Service. Nothing beats creating a Cheerleader that becomes an “unpaid salesperson” for you!
- Offer “forward scheduling”. Hey, it works for dentists and people hate going to the dentist even more than getting their carpets cleaned! 🙂
Commercial HINT: Yes, you can forward schedule your commercial accounts on a day and time that works for you. I even did a video up on “Creative Commercial Scheduling”!
Restoration HINT: OK, their insurance company might get suspicious of an insured who becomes your “regular” restoration client! All the more reason for restoration contractors to become a “3-Legged Stool” operation.
Good ideas above? Sure. And yet we still haven’t addressed the #1 reason your first time client doesn’t call you back! Stay tuned!
Steve