Two of the questions that always seem to pop up in my DMs are: “How do I attract new clients?” and “How do I make more money?”
While you should always be on the lookout for new clients, there are a few ways I would love for you to use your current clients to boost your sales and increase your revenue. So, today, let’s talk about increasing your… frequency of visit!
Why You Need to Work on Your FOV (Frequency of Visit)
This is such a game-changer, and it’s a great way for you to focus on growing your business by looking internally. Now, don’t get me wrong, attracting new clients is key for any business. But think of all the time, money, and energy that goes into it.
Focusing on frequency of visit is a quick and cost-effective way for you to grow by spending time with the people who are already your perfect target client. Let’s dive into the details to get you on your way to making more money in sales in no time.
Let’s say Linda comes to you every six weeks but tells you every time that she wishes she’d come to see you sooner. Boom! That’s your cue.
What I mean: If Linda starts to come in every four weeks as opposed to six weeks, you will see her 13 times a year rather than 8 (8.6, but let’s say 8 for math purposes) times a year. At a $100 average ticket, you’ll increase your sales per year from $800 to $1300.
Do this with 10 other clients, and you’ve just increased your sales by $5000 per year — and maybe more based on your average ticket. I mean, who doesn’t want an extra $5000 per year in revenue?
Pro tip: Looking for a scheduling software that allows you to manage your client list and your payments? Schedulicity offers built-in payment processing, so you can book and charge your clients all in one place!
How to Increase Every Client’s Frequency of Visit
So, $5000 is great motivation, but how do you tell Linda to bump up her appointment frequency?
Point Out Why It’s Great for Them
I would say, “Hey Linda, I know you love when your hair is freshly colored. I also know when you come in every six weeks, you always say you wish you were here sooner. I think it’s time for us to bump up your appointments from every six weeks to every four weeks. This will mean no more grey popping through, and you’ll feel so much better about the way your hair looks, too.”
Pre-booking your guests is the most important strategy. – Nina Tulio
Offer “In-Between” Appointments — And Book Them Before They Leave Your Chair
Do you see a lot of lived-in looks and balayage clients? I got you, too. You lived in clients only come in every four-to-six months. This can be problematic when it comes to growing your revenue, right?
It doesn’t have to be. When your clients are checking out, pre-book them for one of the following services:
- Deep conditioning mask and haircut
- Gloss treatment to refresh their color with a blowout or haircut
Offering a “refresh” appointment with a gloss and tone and either a haircut or fresh blowout, refreshes your revenue as well. If you can schedule your clients two more times a year at $100 per session, that is $200 per year in revenue. Do that with 15 of your clients, and you just increased your revenue by $3000 for the year!
This is such a great way to boost your sales simply by increasing the frequency of visit with the clients that already know, love, and trust you.
Your clients will appreciate you and they definitely want to have that fresh look in between their services. Remember: Pre-booking your guests is the most important strategy. You don’t want them to leave without scheduling one of these services in-between their regularly scheduled appointments.