Prospecting: Complete Cleaners Uses Targeted Rewards to Win Customers

Complete Cleaners sent out 1,600 offers during the three-month promotional period, helping it increase its new customer rate by 50 percent vs. the average new customer rate during the same time period. What's more, these customers' average order value was $33, an increase over the average $28 bill, according to Patterson. "And a high percentage of these new customers have already returned," he added.