6 Ways To Increase The Monthly Revenue You Make Per Client
6 Ways To Increase The Monthly Revenue You Make Per Client
You’re converting those prospects to clients at a high rate.
Now you need to get them to spend more money when they do spend.
It’s the old “Would you like fries with that?” story. One little sentence adds millions to the bottom line. So easy, so simple!
How can you apply that to your business? Remember these clients are already committed to buying from you, they are in buying mode.
Increase Your Prices
Just do it, add 10% to all your prices today. A small percentage of clients will object but the extra profit from the other clients that don’t care and are happy to pay the slight increase will more than cover this.
Sell by adding value and selling the benefits. Making your service unique so by doing this there is no other product or service to compare it to.
You have very little to lose and a massive amount to gain… so increase your prices by 10% today.
Cross Sell and Up Sell
There are always other add on products or services you can sell your clients like the McDonald’s approach of ‘would you like fries with that?’
If you only offer training sessions, you need to find other products or services to offer as cross sells or up sells. It may mean creating a deluxe version in which you give provide six nutritional during the first six weeks of your clients program to lay the groundwork for their long term success. It may be selling them nutritional products to help them recover from workouts and increase the likelihood of them complying with your nutritional recommendations. You might even form a strategic alliance and sell someone else’s complimentary services, like a dietician or massage therapist, if you don’t have anything else to sell your clients initially.
Often in the sale process it is easy to get caught up in the sale and to forget to cross sell or up sell. I suggest you make a checklist so you and your staff remember to offer the cross sells and up sells at the point of sale – every sale.
Package Deals
Like McDonald’s (and you wonder why our county is fat) offering the customer a #1, #2 or #3 (and probably a half-dozen other package options), how about having a package deal where everything your client needs to be successful is included for a discount of $X.
You can offer training, nutritional coaching, supplements and even a foam roller and training journal – a complete package to guarantee the client’s success. Even if the client starts thinking that they don’t really need everything, the package deal is so good they’ll take it.
This is a great strategy to get clients to try things they might not normally have been interested in – like supplements or nutritional coaching.
Payment Terms
Having payment terms to allow the client to make bigger purchases can dramatically increase what a client is willing to spend. Our company uses EFT billing for everything so clients can break their investment into monthly payments, just like their mortgage or car payment. With this approach a client that might not have been able to invest a lump sum of several thousand dollars can get the services and products they want and only have a monthly investment of a couple of hundred dollars.
“Do X and Get Y Free”
If you typically have clients that choose to work with you twice a week and would like to ‘sway’ them to training three times per week, offer an incentive for only those clients training with you three sessions per week. Something like this: ‘If you choose to work with me three times per week, you also receive our 6 Week Nutrition Coaching Program free. If your cost to deliver the nutrition coaching program is reasonable, this is a great way to get someone in the habit of training with you more frequently long term.
Focus on A-Grade Clients
A-grade clients are the ones that don’t complain, pay full price, tell you how wonderful you are, give you great feedback and then tell all their friends (who likely will be A-grade clients as well) how great you are.
Identify those clients and nurture them like your own family. Provide them with exceptional service and make sure they are the first to know about any new offers or programs, any new deals… they will love it and purchase more often.
Just choose a couple of these suggestions and implement them in your business. You’ll see the average monthly revenue you make from each client go up 10, 20 even 30% or more!
6 Ways To Increase The Monthly Revenue You Make Per Client - To learn more about this author, visit Pat Rigsby's Website.
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You’ve got your marketing in order and have a steady flow of prospects coming in.
You’re converting those prospects to clients at a high rate.
Now you need to get them to spend more money when they do spend.
It’s the old “Would you like fries with that?” story. One little sentence adds millions to the bottom line. So easy, so simple!
How can you apply that to your business? Remember these clients are already committed to buying from you, they are in buying mode.
Increase Your Prices
Just do it, add 10% to all your prices today. A small percentage of clients will object but the extra profit from the other clients that don’t care and are happy to pay the slight increase will more than cover this.
Sell by adding value and selling the benefits. Making your service unique so by doing this there is no other product or service to compare it to.
You have very little to lose and a massive amount to gain… so increase your prices by 10% today.
Cross Sell and Up Sell
There are always other add on products or services you can sell your clients like the McDonald’s approach of ‘would you like fries with that?’
If you only offer training sessions, you need to find other products or services to offer as cross sells or up sells. It may mean creating a deluxe version in which you give provide six nutritional during the first six weeks of your clients program to lay the groundwork for their long term success. It may be selling them nutritional products to help them recover from workouts and increase the likelihood of them complying with your nutritional recommendations. You might even form a strategic alliance and sell someone else’s complimentary services, like a dietician or massage therapist, if you don’t have anything else to sell your clients initially.
Often in the sale process it is easy to get caught up in the sale and to forget to cross sell or up sell. I suggest you make a checklist so you and your staff remember to offer the cross sells and up sells at the point of sale – every sale.
Package Deals
Like McDonald’s (and you wonder why our county is fat) offering the customer a #1, #2 or #3 (and probably a half-dozen other package options), how about having a package deal where everything your client needs to be successful is included for a discount of $X.
You can offer training, nutritional coaching, supplements and even a foam roller and training journal – a complete package to guarantee the client’s success. Even if the client starts thinking that they don’t really need everything, the package deal is so good they’ll take it.
This is a great strategy to get clients to try things they might not normally have been interested in – like supplements or nutritional coaching.
Payment Terms
Having payment terms to allow the client to make bigger purchases can dramatically increase what a client is willing to spend. Our company uses EFT billing for everything so clients can break their investment into monthly payments, just like their mortgage or car payment. With this approach a client that might not have been able to invest a lump sum of several thousand dollars can get the services and products they want and only have a monthly investment of a couple of hundred dollars.
“Do X and Get Y Free”
If you typically have clients that choose to work with you twice a week and would like to ‘sway’ them to training three times per week, offer an incentive for only those clients training with you three sessions per week. Something like this: ‘If you choose to work with me three times per week, you also receive our 6 Week Nutrition Coaching Program free. If your cost to deliver the nutrition coaching program is reasonable, this is a great way to get someone in the habit of training with you more frequently long term.
Focus on A-Grade Clients
A-grade clients are the ones that don’t complain, pay full price, tell you how wonderful you are, give you great feedback and then tell all their friends (who likely will be A-grade clients as well) how great you are.
Identify those clients and nurture them like your own family. Provide them with exceptional service and make sure they are the first to know about any new offers or programs, any new deals… they will love it and purchase more often.
Just choose a couple of these suggestions and implement them in your business. You’ll see the average monthly revenue you make from each client go up 10, 20 even 30% or more!
6 Ways To Increase The Monthly Revenue You Make Per Client - To learn more about this author, visit Pat Rigsby's Website.
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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