Save Your Business in 60 Days: Increasing Sales — Part 2

1. Focus on Winning Areas

  • Increase prices — Raise prices between 2x-4x to amplify premium existing customers. Inevitably, low-value customers will fall away allowing you to optimize your short-term sales efforts.
  • Cross-sell — Encourage your customers to make purchases that complement your primary offering, increasing their total bill (e.g., A jeans company encouraging customers to purchase a belt at check-out).
  • Upsell — Provide upgrades to your primary offering — this can simply be more of your primary offering or an integration that improves the customer’s experience (e.g., Dropbox allows upgrades to more cloud storage for a higher price).
  • Adjust your pricing model — Provide a pricing model that creates a low barrier to entry, and a higher-valued engagement (e.g. Stitch Fix uses a monthly clothing subscription to lock in recurring sales. Note that this does not necessarily mean “low prices”, as this is often hard to sustain).
  • Provide rewards — Acknowledge customer loyalty to create a vital link between your offering and your customers, which increases customer satisfaction and sales (e.g., Airline “frequent-flyer” status grants the customer early boarding).
  • Request payments upfront — Ask customers to pay you upfront for services (e.g., A SaaS company asking for annual payments in advance. Note that this may only improve short-term cash flow and not necessarily overall revenue).

2. Sell via New Distribution Channels

  • Sell differently — Deliver your offering through another method digitally or in-person, while keeping the offering’s foundation the same to reduce operational friction (e.g., A brick-and-mortar restaurant could begin selling through delivery apps).
  • Establish partnerships — Collaborate with related companies to sell your offering to primary customers during their ordinary course of business — which works best when mutually beneficial (e.g., A brownie company partnering with a coffee shop to sell their desserts at check-out. Note that in times of financial hardship, do not chase partnerships with longer than 2 weeks lead time).

3. Sell to New Customers

  • Ask for referrals — Ask your strongest existing customers for introductions to new customers. Your existing customers bring warm leads, and often close sales faster than many sales teams (e.g., A yoga instructor asking their best customers to bring a friend to class).
  • Reach a new market — Find new customers with attributes closely affiliated with your primary customers (e.g., A neck brace company targeting physical therapy centers, if their primary customers were previously hospitals).
  • Alternative revenue — If you own or lease your physical space, rent out the unused space for meetings and events to generate additional income (e.g., A law firm using Breather or EVENTup to rent out its conference rooms on the weekends).



Get the Medium app

A button that says 'Download on the App Store', and if clicked it will lead you to the iOS App store
A button that says 'Get it on, Google Play', and if clicked it will lead you to the Google Play store
Kaego Ogbechie Rust

Kaego Ogbechie Rust

CEO at KHOR Consulting, helping companies build business plans, pitch decks, and streamline their operations. Email: