Grow your numbers - Increase transaction value

Anna Stubbs • June 3, 2025

The endless pursuit of new customers to grow a business often distracts us from looking after our existing ones.



This pursuit can unintentionally cause a downward spiral. Spending more on marketing, while neglecting existing customers (and their sales needs), can put pressure on pricing. This can lead to a reduction in prices or a change in product mix, resulting in less sales and the apparent need for more marketing… so the spiral continues. This is not the answer.

The Answer

Did you know that it’s six times cheaper to sell products and services to existing customers than selling to new customers?


Add to this that most customers don’t buy all of your products or services (they probably don’t know the extent of them) and you have a compelling reason to focus on serving your existing customers better.


All that’s needed is better education. Better education on your products and services, the problems they solve, how your offering adds value, and why it’s different to your competitors'.


Serving existing customers better often results in new business referrals, especially if you ask for and encourage them. Not only will you increase the transaction value from your existing customers, but you can also reduce your marketing spend - as you’ll be getting new leads from those happy customers.

Here are 10 ideas to help increase transaction value:



  1. Identify standard ‘up-sells’ - especially those that have a higher margin.
  2. Offer ‘four for the price of three’ options.
  3. Give limited time offers.
  4. Provide free delivery with a minimum spend.
  5. Drop cheaper product options.
  6. Create product or service checklists to increase sales outcomes.
  7. Run events for VIP customers with special event offers.
  8. Adjust your sales pitch to focus on quality and benefits as opposed to cost.
  9. Work in a niche market / specialisation (as there should be less competition).


And the tenth way to increase average customer spend? Talk to us - we’ll help you identify more ideas specific to your business.


"If you don’t ask, you don’t give them the opportunity to say yes." - Jennifer Gue

Grow your numbers – Increase leads generated

By Anna Stubbs • June 3, 2025
No one can deny that to grow your business, you must attract new potential customers (or leads). It’s how you generate these leads that’s important though. STEP is a lead generation acronym to help you generate quality leads without pointlessly blowing your marketing budget: S = Strategy T = Target E = Efficiency P = Process

Grow your numbers - Reporting and accountability

By Anna Stubbs • June 3, 2025
Key Performance Indicators (KPIs) are essential to measure the performance of your business in order to grow your numbers. Of course, the measures themselves are pointless unless there’s reflection and discussion to ensure they’re met. Here’s a simple and effective way to link KPIs to a reporting and accountability framework. Firstly, make sure there is ONE leader for each of the departments in your business: Director, Leadership, Product / Service Development, Operations, Marketing, Sales, Finance, HR, and Admin / IT. One person can lead more than one department, but two people can’t lead one department. You can also contract out departments to avoid needing a large head count of team memebrs (finance, marketing and IT can be outsourced relatively easily). Be clear on who reports to who . One person can only manage 5 or so people effectively. Consider establishing teams with team leaders to enable you to achieve a ratio under 6 to 1. Set up regular department meetings . This may be the CEO with each of the other department heads, the Operations Leader with the Operations team (if less than 5 in the Operations team) or with the Operations Team Leaders (if more than 5 in the Operations team).

Grow your numbers – Control overhead expenses

By Anna Stubbs • June 3, 2025
One of the simplest ways to grow your bottom line is to tighten your belt and spend less.