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

The Man on the Moon Principle

By Anna Stubbs • October 22, 2025
In 1961, President John F Kennedy famously announced his goal of landing a man on the moon and returning him safely to Earth before the decade was out. As we know, in July 1969, Neil Armstrong and Buzz Aldrin became the first people to walk on the moon, and were brought back to Earth safely, achieving JFK’s goal.  At a time when most people hadn’t even been on an aeroplane, landing on the moon would’ve felt unachievable and overwhelming. However, such a massive goal united people with a purpose; the story goes that even a cleaner mopping the floor at the space station said his job was to help put a man on the moon. So, how did they make the goal achievable? They broke it down into milestones, with each one taking them closer and closer to achieving their ultimate goal. The first milestone was to achieve lift off. So, they set about resolving this challenge. The next milestone was to reach orbit, so they had a team working on this milestone. Then, they had to reach the moon’s atmosphere, land safely on the moon, take off from the moon, enter Earth’s atmosphere and land safely back down to Earth. You can see how breaking the goal down into milestones gave everyone a more achievable objective to focus on which was less overwhelming. Those milestones were then broken down into the actions which needed to be completed. Each action was essentially a small step towards reaching the ultimate goal.

5 signs you’re undercharging

By Anna Stubbs • October 22, 2025
Are you undercharging for your services? It can be hard to tell, particularly if you’re in a niche industry or you’re a contractor. Costs have been rising, so it may be time to rethink your own pricing.

Understanding your revenue drivers

By Anna Stubbs • October 22, 2025
For your business to make money, you need to generate revenue. You produce revenue through your usual business activity, by making sales, getting your invoices paid, or taking cash from paying customers. So, the better you are at selling your products/services and bringing money into the business, the higher your revenue levels will be. But what actually drives these revenue levels? And how do you get in control of these drivers?