Income in your business depends on many factors: starting with a clear USP, and ending with the alignment of the marketing and sales departments. In this article, we will analyze in detail the main ways to increase the income of the organization.

1. Formulation of the USP

Perhaps one of the most common reasons for the lack of profit growth is the lack of a clear USP. It is very difficult for many entrepreneurs to independently formulate: WHAT they sell, WHO needs it, and what is their ADVANTAGE over competitors.

Let’s divide this question into three parts:

1. Product. What do you sell? Reanalyze, from the customer’s point of view, the channels through which your product is first introduced.
2. The target audience. Describe in detail your potential customers: age, gender, location, language, and what problems your product solves for them.
3. Your advantage over competitors. Study and analyze your competitors. Ask yourself the question: “Why should customers choose my company?”

2. Profit planning

Planning is necessary if you want to boost the company’s revenue. It is incredibly challenging to get and assess something without proper preparation, implementation, and outcome analysis.

Not only must the earnings for the upcoming reporting period be planned, but also strategies for achieving the targeted KPIs must be developed (It is essential to create a marketing plan that will provide a numerical prediction of the anticipated quantity of money and approaches to achieve it utilizing different marketing instruments).

The Сhief Revenue Officer in your team will be very helpful in this matter.

3. Look for new customers

Actually, broadening and streamlining the procedure for the consumer to reach your sales funnel is what will result in a rise in the number of new clients. Analyzing every traffic source that the company has access to is essential. How do clients learn about you? These include social media platforms, contextual and targeted advertising, prime real estate in the city core, and blogger advertising.

What methods do you implement to get customers? Do you employ all available means of attracting? If not, you must decide whether to explore additional channels and further evaluate their efficacy. Additionally, make agreements with businesses in comparable industries through which you may advertise your product.

4. Increasing conversion rates

Once you’ve identified your top traffic sources, it’s time to start thinking about getting a predictable lead-to-customer conversion rate.

Conversion can be described at several levels:

1. Awareness. If your prospects are not aware that they have a problem and that you are the one who can solve it, you need to bring them to the level of awareness of the problem by focusing on their pains.
2. The transition of those who are aware of their problem to those who are interested in your particular product to solve it. Here you need to understand why your product is or is not of interest to a potential client. Analyze the effectiveness of advertising campaigns: creatives, audience, and their reaction.
3. The transition from interest to desire to buy your product or service. Why the client wants to buy from you: perhaps you have faster delivery, a mobile application, or a profitable loyalty program.
4. The transition from the desire to buy to the decision to buy. A potential customer came to your site, chose a certain product, added it to the cart, but did not buy it. Why? A person could forget or be distracted. Consider a further strategy for working with this category of customers through content marketing or, for example, retargeting. Transfer them to the messenger and communicate using the chatbot.

5. Improving sales skills

Let’s say you have successfully implemented all of the above. Your business is steadily getting new leads, but the conversion from requests to purchases is very low. The reason lies in the fact that the sales department is not built.

Analyze how quickly your managers respond to incoming requests, whether all stages of sales are followed, whether they know sales techniques (if not, train them), work out all the objections of potential and current customers, and, based on them, create your unique scripts for working with requests.

6. Margin increase

Margin is the difference between the cost of production and the price of its sale, in other words, it is a markup of the cost. There are two ways to increase margins: raising prices and reducing costs.

If you already have a line of customers and you can’t keep up with the flow, then a small price increase will not harm your business: your product is already in demand. To raise the price and not lose customer loyalty, make your product more valuable in the eyes of the consumer, and also warn about the price increase in advance.

Cost reduction can be achieved in various ways: finding new suppliers, saving on electricity, reducing production costs, and much more.

7. Increasing the average check

First, find out which product is the best selling, and think about what else you can offer the client with this product.

The main ways to increase the average check:

• Upselling is an offer to the client of more expensive products instead of the main one;
• Cross-selling is an additional sale to the selected main product.

8. Increasing the number of repeat sales

It is much more profitable to build relationships with regular customers than to attract new ones all the time. To make a customer come back, make him happy. Ask your customers why they buy from you and try to constantly improve the service.

9. Business process optimization

In any business, there is always the possibility of optimizing existing business processes. First, digitize all existing processes in your organization. Fix the key points in the regulations, and familiarize employees with the new rules.

Think about what business processes can be automated and, accordingly, reduce the cost of servicing unprofitable operations. An automated sales funnel (sales without the direct involvement of a sales manager), for example, can significantly increase your organization’s revenue.

10. Reduced personnel costs

Rethink your relationship with employees. What value does each employee bring? How beneficial is it to the organization? What is the wage system? Do you pay for hours of work or for results? Answering these questions will allow you to more reasonably assess the performance of your employees.

Conclusion

As you have already seen, there are many ways to increase the income of the organization. To understand which methods will work in your case, you need to carefully analyze the current state of your business. Accurate analysis and marketing audit will reveal weaknesses. Knowing your problems, you can find the right solutions.