There are a few different ways that screen printing and direct-to-garment (DTG) print shops can increase revenue. It can be expensive to advertise and generate new customers, so knowing some of the best ways to increase sales (revenue) from your existing customers is vitally important. Use these tips to help you increase your revenue without new customers.
Upselling
If you have not heard of upselling before, it is the suggestion of premium or more products than what the customer is already ordering. For instance, if your customer visits your shop and just wants a shirt with a left chest logo, you might suggest a cool 2-color design on the back too. When adding an additional printing location, go the extra mile. Using their artwork, generate a quick visual on paper to help the customer visual the additions. Also, consider pitching the idea that the extra print be a customization option.
Another popular upsell idea would be to add numbers on sports league shirts. You can easily print numbers on any garment using Lawson , or numbering attachment.
If you are doing DTG, offer your customers a sleeve print and let them know you can customize shoes too!
Don't hesitate to let your customers know about the services you offer. They might not be aware of everything you do and will appreciate the offer. Remember to honestly offer extra or premium options as a benefit to the customer. Be a humble salesperson, and do not pressure the client.
Cross-Selling
Cross-selling is recommending related products to a customer’s current order. For example, you can ask a customer who is ordering sports jerseys to also consider getting customized hats from you. Here is when you can also suggest other products outside of garment printing that the customer may not know you sell. If you have banners, signs, decals, or other promotional items, this is the time to let them know. Additionally, if you sell ASI type items (koozies, cups) or offer sublimation, let your customers know. It is a good idea to have examples of all the different types of things you do.
Offer Discounts and Promotions
One type of discount you can offer is a reorder discount. This is especially true in screen printing where there is work involved in printing a re-order. In this case, before reclaiming a screen, ask the customer if they’d like to reorder before the screen is reclaimed. You should let them know that reordering before reclaiming does not have an art fee. Whereas, if they order after you reclaim the screen, then the fee applies. Perhaps even offer them a discount on another set of shirts. This way, you get more of a sale with minimal cost.
An example of a promotion you could run is if the client orders a certain minimum (24 shirts for example) to be printed, offering a no charge design consultation. This lets you enhance their brand, and shows the value you have added for your customer. Once they love the logo you created, it's plug and play every time they come back for more.
Create a Loyalty Program
A loyalty program can help existing customers feel appreciated and return to your shop again. Set up a loyalty program for your business to encourage customers to keep coming back.
To create the program, you could distribute cards or use an app to track customer purchases and rewards. The program can be as simple or complicated as you want. For an easy program, when the customer comes back and makes a purchase, they will receive points. Once a certain amount of points are obtained, the customer can redeem them for a reward. The reward could be anything you choose, like a discount or free item. Make sure your loyalty makes financial sense for you by analyzing all your costs. A loyalty program pulls customers back to your company, increasing your bottom line in business.
In Conclusion
Getting more revenue and sales from your existing client base is the easiest and most cost-effective way to increase your print shop sales. By offering a loyalty program, discounts and cross-selling gives your customers more things to buy from you. Try implementing any, or all, of these t-shirt selling strategies today and watch your sales grow.
