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Business Advisory

Strategic Business Growth Step Five: Increase transaction value

Posted by: Ewen Fletcher on

In the pursuit of business growth, one highly effective strategy is to inspire your customers to increase transaction value by elevating their spending with each purchase.

To achieve this, it’s essential to develop approaches that enhance the value of transactions without solely relying on price hikes. Here are several proven methods that can help boost transaction value:

  1. Enhance Your Team’s Skills
    Empower your team to effectively communicate the value of your products or services. Convincing customers begins with convincing your team. Equip them to identify suitable upselling opportunities, cross-sell complementary products seamlessly, and even recognize instances where a down-sell might salvage a sale. Investing in comprehensive sales training is an investment that yields substantial returns.
  2. Offer Diverse Pricing and Payment Options
    Present proposals featuring multiple options, user-friendly financing, flexible payment terms, and straightforward service agreements. These measures remove obstacles that might hinder potential collaborations.
  3. Educate and Enlighten Your Customers
    Leverage various channels, such as live in-store promotions, video tours, and online content, to showcase the distinctive qualities of your offerings.
  4. Provide Value-Adding Extras
    Introduce attractive offers like “buy four, pay for three,” complimentary delivery on a minimum purchase, companion product suggestions, bundled packages at discounted rates, and bulk purchase incentives. Such strategies generate additional sales while fostering a sense of excellent value among your customers.
  5. Strategic Positioning
    Frame your products or services as premium offerings, allowing for justified price adjustments or phasing out of lower-priced options.
  6. Cultivate Customer Rapport and Relationships
    Forge emotional ties between customers and your brand. Extend perks like freebies to loyal patrons, extend invitations to exclusive events, and grant VIP access to special promotions. Often, a minority of your customers (the top 20%) will significantly contribute to achieving your targeted increase in average spending.

Setting and Monitoring Goals for Transaction Value

Initiate your journey towards increased transaction value by determining your current average transaction value. Compute this figure by dividing total sales value (excluding tax) by the number of invoices issued within a specific period. Armed with this baseline, set measurable objectives for enhancement. Ongoing monitoring is crucial to ensure consistent progress toward your goals.

Are you eager to discuss your growth aspirations? Reach out to us for valuable insights and guidance to help you realise your ambitions.

“Business is all about solving people’s problems – at a profit.” – Paul Marsden

On 11 October from 12-1pm, Sharp Accounting will be running the 7 Ways to Grow Your Business Seminar. This will be held at our offices here in Ballarat. Click here to find out more and register at no cost.

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