- Increase the number of clients
- Increase the average transaction value
- Increase the number of times they purchase
There are many activities you can execute to increase all 3 outcomes. Consider the activities that you execute that influences these outcomes. Here’s some thoughts to get you started, as starting is the difficult bit!
Increase the number of clients
- Leverage Personalised Outreach: Understand that your clients seek a personal touch. Craft personalised emails or messages that resonate with their specific needs and challenges.
- Optimise Your Online Presence for Local SEO and Pixels: Your clients are likely searching for solutions locally. Ensure your website and social media profiles are optimised with local keywords and phrases. Have your pixels embedded to remarket to those people who visited your online presence but were not ready to buy.
- Network especially at Niche-Specific Events: Attend and even speak at events where your target clients are likely to be. This positions you as an authority in your field and puts you directly in front of potential clients or those who know them,
- Offer Value-Driven Content: Create and share content that addresses the specific pain points and aspirations of your target clients. Make sure the content is actionable and demonstrates your expertise and understanding of their unique challenges.
- Referral Program with Incentives: Encourage your satisfied clients or network to refer others by offering them something of value in return. Word-of-mouth, recommendation, is powerful, especially when it comes from a trusted source within their own network.
Increase the average transaction value
- Bundle Services into Packages: Create tiered service packages that cater to varying needs and budgets. Encourage clients to opt for premium packages by highlighting the comprehensive benefits and long-term value.
- Implement Upselling Techniques: Train your team to identify opportunities to offer advanced services or add-ons that complement the client’s current selection. This should be done by understanding and aligning with the client’ goals, ensuring the upsell is seen as a value addition rather than just an extra cost.
- Offer Exclusive Memberships or Retainer Agreements: Develop exclusive membership programs or retainer services that provide ongoing support, advice, or premium content. This approach suits clients who value consistent, high-quality service and are willing to pay for the convenience and assurance it brings.
- Create a Loyalty Program: Reward repeat business with a loyalty program. Offer discounts, special access to events or resources, or other perks that incentivise larger or more frequent purchases. This not only increases transaction value but also builds a long-term relationship.
- Provide Customised Solutions with a Consultative Approach: Use a consultative approach to deeply understand each client’s unique needs and offer customised solutions. Everyone prefers services that are specifically tailored to their challenges, and they are often willing to invest more.
Increase the number of times they purchase (lifetime value)
- Develop a Subscription Model: Introduce a subscription service for your offerings. This ensures regular engagement and recurring revenue. Tailor the subscription tiers to various needs and budgets, encouraging clients to remain connected with your services on an ongoing basis.
- Implement a Customer Loyalty Program: Create a loyalty program that rewards clients for repeat business. Offer incentives like discounts, exclusive access, or additional services after a certain number of purchases. This not only encourages repeat business but also fosters a sense of belonging and appreciation.
- Regularly Update Service Offerings: Continuously evolve and update your services to meet the changing needs of your clients. Keep clients engaged and interested by introducing new aspects to your services or by improving existing ones.
- Engage with Personalised Communication: Maintain regular, personalised communication with clients. Use email marketing, social media, or direct contact to keep them informed about new services, updates, and special offers. Make your clients feel valued and keep your services top of mind.
- Offer Exclusive Deals or Early Access: Provide existing clients with exclusive deals or early access to new services. This not only makes them feel privileged but also encourages them to take advantage of these offers before they’re available to the general public, thus increasing their purchase frequency.