One metric we watch closely at Grunder Landscaping Co. (GLC) is our average revenue per client. It’s, of course, critical to proactively and continually seek new prospects, but your current client base can also be an important source of additional revenue if you’re smart and intentional about it. Here are three tactics we take at Grunder Landscaping Co. to improve these numbers:
Incentivize your crews to look for enhancements.
Your crews are your eyes and ears on properties. Teach them to look for additional opportunities on the sites they work at that will deliver value to your clients. Would your clients benefit from the additional ground cover? A new patio? Better drainage? At GLC, we pay crew members a 2 percent commission if their recommendation to our sales designers leads to a sale.
Revisit proposals that weren’t successful.
Don’t entirely abandon proposals just because they weren’t successful the first time around. Many folks have canceled their vacations this summer due to the coronavirus pandemic and now have extra funds to spend on their properties. Follow up with clients who weren’t ready to commit last year and see if the time is right now.
Audit properties that you installed more than 10 years ago.
For both homeowners and commercial clients, the way that people use a property often evolves over time. They may need an update or an addition now, even if the landscaping has aged well.
Spend some time this week identifying steps you can take to increase your revenue per client and work these steps into your sales team’s regular process. As always, if we can help you in any way, email us at grow@growgroupinc.com.
