The number one question I hear from new consulting clients is, “How can I increase sales?” I always ask, “Why do you want to increase sales?” This usually makes them look at me like I just added a third eye in the middle of my forehead. But when I question further, they finally get to the fact that they want to grow their business, make more money, and get more cash in their bank account.
Now I have to make them understand that what they really want is an increase in profits.
Their question shows that most business owners think that increasing sales is the quickest way to increase profits. Is it?
Yes, increasing sales is important. We even put together a complete Marketing and Sales Boot Camp product to help small business owners boost sales without spending a ton of money on advertising (visit www.freeisbstrategies.com for more information). But it takes an investment of time, energy, and money to see results.
Working on increasing gross profits is something that the business owner can often easily accomplish without spending a large amount of money. In fact, it is usually the quickest way to increase profits and cash in the bank.
Watch this video showing why you should work on improving gross profit before you work on increasing sales. Then the increase in sales will produce a much larger increase in profits and cash flow.