Calculate, monitor, respond. Prioritise, train, incentives. Engaging, listening, asking. Goods, services, bundles. Pricing, offering, financing. PHILOSOPHY  It is surely absurd when a customer is ‘on the hook’ not to maximise the value of the sale. Despite this, many businesses fail to address the average sale per customer in their planning. There are numerous ways of […]

Calculate, monitor, respond. Prioritise, train, incentives. Engaging, listening, asking. Goods, services, bundles. Pricing, offering, financing. PHILOSOPHY  It is surely absurd when a customer is ‘on the hook’ not to maximise the value of the sale. Despite this, many businesses fail to address the average sale per customer in their planning. There are numerous ways of increasing the average sale per customer – some involve pressuring the customer while others involve being customer focused. My philosophy on this can be summarised as follows: Maximising the average sale per customer or transaction should be directly addressed in the marketing strategy.The best approach to maximising the average sale per customer involves being as customer-focused as possible.A customer-focused approach to maximising the average sale per customer will, in addition to boosting income will, boost customer satisfaction.Great marketing involves replacing the selling of products with the satisfaction of customer needs. On this last point, the…