M2 MONEY In: L5 DRIVERS & DASH BOARDS

Client Count

The number of clients you see within a specific timeframe; one of the two primary components of total sales.

Drivers of Client Count

1. Referrals: Gaining new clients via existing client recommendations.

2. Retention: Keeping clients returning for services and products.

3. Rebooking: Booking the next appointment before the client leaves.

Average Ticket

The average amount of money each client spends per visit.

Drivers of Average Ticket

1. Add-ons (Up-selling): Offering extra services to enhance treatments.

2. Products: Recommending home care items to support results.

3. Pricing: Setting profitable rates based on skill, time, and costs.

Sales Formula

\text{Client Count} \times \text{Average Ticket} = \text{Total Sales}

Referrals

The strongest and most trusted way to grow a business because clients value recommendations from people they know.

Retention

The practice of maintaining long-term client relationships through results and customer service to ensure steady income.

Benefit of Rebooking

It helps maintain a full, consistent schedule and reduces the number of new clients required to stay busy.

Add-ons / Up-selling Strategy

Techniques used to increase service value and satisfaction; they should be recommended based on specific client needs rather than just sales goals.

Criteria for Successful Product Recommendations

1. Education: Teaching clients about product benefits.

2. Matching: Aligning products with client concerns and goals.

3. Maintenance: Explaining how the product preserves treatment results.

Client Count

The number of clients you see within a specific timeframe; one of the two primary components of total sales.

Drivers of Client Count

1. Referrals: Gaining new clients via existing client recommendations.

2. Retention: Keeping clients returning for services and products.

3. Rebooking: Booking the next appointment before the client leaves.

Average Ticket

The average amount of money each client spends per visit.

Drivers of Average Ticket

1. Add-ons (Up-selling): Offering extra services to enhance treatments.

2. Products: Recommending home care items to support results.

3. Pricing: Setting profitable rates based on skill, time, and costs.

Sales Formula

\text{Client Count} \times \text{Average Ticket} = \text{Total Sales}

Referrals

The number one way to grow a business because clients value and trust recommendations from people they know.

Retention

The practice of maintaining long-term client relationships where clients keep coming back for both services and products.

Benefit of Rebooking

It helps maintain a full, consistent schedule and stable income. When clients rebook, you actually need fewer new clients to stay busy.

Add-ons / Up-selling Strategy

Also known as Up-selling; these are extra services recommended based on specific client needs to increase satisfaction and service value.

Criteria for Successful Product Recommendations

A successful recommendation includes:

1. Education: Teaching benefits.

2. Matching: Aligning with client goals.

3. Maintenance: Explaining how to preserve results.

Total Sales Calculation

True or False: Client Count times Average Ticket equals Total Sales.

Answer: True; increasing either component helps grow your total income.

Rebooking and Business Growth

True or False: When your clients rebook, you need MORE clients to stay busy.

Answer: False; rebooking creates a stable schedule, meaning you need fewer new clients to maintain your income.