|
Your Incentive Program, basically refers to How you
Work with the RipCard™ and what you write in
the box in the lower left hand corner where you see
the small picture of the little pencil.
Allow me to give you some examples so that you can see
how it would be used in practical terms.
Let's say you are the owner of a Manicure Salon or even
a Manicure Specialist that works at the Manicure Salon
- it would work the same way for both of you. Your goal
is obviously to get more Clients, right? So let's say
you have the following RipCard™ already made:
Front
Side:

Backside:

...so
here comes a client in to your salon and let's say they
have been a regular client of yours for a while so you
have a Great relationship with them.
You tell them that you are doing a special promotion
via your existing Clients and since we like to attract
like-minded clients such as them we thought it would
be wise to ask our clients if they would know of someone
that they could think of would like our service too?
This
is when you show them your New RipCard™ and tell
them that where the little Pencil is on the Backside
/ Left lower corner is where I, the Manicure Specialist,
will Initial with my name and add an incentive on the
card for This Existing Client to Give to a Friend. The
writing could be as follows: A.M. (for Alf Marcussen)
then: 50% off for first time visitors!.
Then you tell the Existing Client that you give this
card to, that you would like to collect their personal
information on the Right Side of the Card, even if of
course if you know their name already, so that you can
also Give Them an Incentive as well when the
Other Half comes back with the identical numbers on
them. Important: YOU write in their Information
so that you will have No Trouble deciphering the handwritten
text later on. Tell them to NOTE the two identical numbers
printed at the Bottom of the card on either side of
the perforation line. Then you basically TEAR the card
in half and Give your Existing Client the Left Side
with your Initials on it and the Incentive, and You
(The Manicure Specialist) will keep the Right side.
When the card comes back with a New Client you simply
match up the numbers for easy tracking of whom sent
you this New Client.
Now,
Let's say you have a client in your chair that you think
would be able to refer you MORE than one new client
or would want more cards to help you out....you simply
give them let's say 5 or 10+ cards that are intact (not
torn in half yet)....and you (The Manicure Specialist)
will make a note of which card #'s you gave them as
well as the Last card # you gave them (ex. you gave
them card # 101 to 111.
Your next question of me might be: Well, do I
give them the Complete Cards or do you tear all the
other cards you gave your Existing Client in half as
well?
Well, I would actually give them the FULL / Complete
card (except the first one you gave them where you collected
their personal information*), However, I would Still
Write / Initial and Put down with a Pen, In Handwriting
what your incentive would be on ALL THE CARDS YOU GAVE
THEM.
WHY would I Initial each card and put an incentive
on each card? Because it is Much more personal....I
would Not use a Stamp as it takes away that One On One
Interaction that makes these cards so powerful in the
first place.
*Tips for Success:
When you Collect your existing customers personal information:
Offer to Write it Down on the Card Yourself....WHY...because
I can almost Guarantee you that more often than not,
you will NOT be able to read their handwriting and you
will be Bummed later on realizing that you can not enter
them in to the "Track Your Referrals"
field on the RipCard Website as you had incomplete data.
Just take my advice on this as I have worked with these
cards for a long time.... The Exception to the Story
is when you are in a Very Noisy Room / area, then it
is better to have them Write it in, However, you would
want to Read it back to them to make sure you can READ
their handwriting.
So your next question might be:
What do you Give your Existing Client once they start
bringing you New Clients?
Well, the natural thing to do is to offer them part
of your own product extensions. It could be a free skin
treatment, a free Foot Bath, a free shampoo etc. etc.
And you obviously want to take Very good Care of them
since they are doing you a Really Great Service....Bringing
you a brand New Customer.
** Read Further below the LIFE TIME VALUE OF A
CLIENT (very important to understand) as it relates
directly directly to what you want to give away.
HOWEVER....you can get more creative than that....what
if you found out that your client was in was in the
market for getting a new hair cut and was in search
of a great new hair stylist and ....well... I am pretty
sure you would know of someone down the street that
you could recommend...right?
So how about if you made a relationship with That Hair
Stylist that you obviously thought was Very Good and
would be Perfect for your Client and you went to them
and said: "Hey, I have clients coming to me that
might be on the look for a new great Hair Stylist, well,
I have very high end clients that I think would fit
in perfectly with the type of work you do here...if
I were to refer them to you...would you be willing to
give on a First Trail basis 50% off if I "personally
recommended" them to you? And the cool part is
that this would not cost you a dime, but either way
would have created a lot of goodwill for you.
Most likely they will say YES.....if not....find another
Hair Salon that knows "Better" ;-).
Bottom line is...you will most likely find one that
that will say YES...very quickly.....and now you can
Give GREAT value to a Client of yours that will be very
happy to get 50% off at a great Hair Salon they were
searching for anyway.
Let me take it one step further... instead of
only referring them to a Hair Salon, you could have
set up the same relationship with a Dentist, Restaurant,
Plumber, Real Estate Attorney, a Theme Park, a Mechanic....the
list goes on...and I am sure you could find out a lot
of things that your existing clients were in search
of while you had their full attention in your chair.
** Life Time Value Of A Client:
Again, allow me to explain a very important concept....which
might be very obvious to you, but not many fully understand
the full impact of it...The Power of when an Existing
Customer actually brings you in a New Client that actually
STAYS with you...and becomes a REGULAR Client...it is
what I call: Life Time Value Of a Client (LTV).
Again, allow me to explain.
The life time value of a client would MEAN the following
to me:
First you have to Fully understand your Own industry.
Meaning, if you get a Client that will become a regular
Client (Customer) of yours.
What does this mean..in terms of Dollars and Sense........
You must know the following about YOUR industry and
What the Average is for YOUR customers, AKA "Life
Time Value" of your customers:
1. How much do you make per session, per client, on
the average?
2. How many times do they come to you per year?
3. What other products or services do they buy in addition
pr. year?
4. How many years do they stay with you, on average?
---Now add up what that TOTAL income is.
** This is your Life Time Value of a Client (LTV).
And This is the Number you have to Keep your Eye on.
This is the Value that Your Existing Customer is brining
in to you....by the use of the RipCards™.
Understand that POWER...and Reward Accordingly. The
ONE that fully understands this ...and Rewards accordingly
will be Very, Very....no...Really, Really Successful.
We will help you do that, if you allow us to?
Will you?
PS. I calculated the LTV for one of my clients
and it came out to be $3,400! That is a good chunk of
change.
** Kicker: One scenario that we have NOT factored
in here is:
Do
the NEW CLIENTS refer other NEW clients to you again
as well...just naturally, without any RipCards™
techniques involved? Most likely YES....
....just contemplating that thought is HUGE in itself...and
then when you start using the RipCards™ with
them as well....now we are talking MULTIPLES.
Happy Rippin'
|