Getting businesses and consumers to spend a little bit more will propel your organisation into a stronger position.
Going all out for growth in the upcoming financial year, or perhaps you’re simply hoping to maintain sales and profitability in the face of tough trading conditions?
Both will take some doing, given Australia’s lacklustre economic environment. GDP is all but static – it rose by a miniscule 0.2 per cent in the March 2025 quarter – while business insolvencies are on the up and up.
Against this bleak backdrop, businesses are having to work harder than ever to stay afloat. Increasing your average revenue per customer, by even an incremental amount, can make a big difference to your turnover and the all-important bottom line.
Here are five ways to encourage the consumers and businesses on your books to drop a few more dollars over the next 12 months.
Offer more value
Regular customers know what it is they need from your business and, chances are, they keep on ordering it, regular as clockwork. What they don’t necessarily know about are all the additional features and services you can offer – think upgrades, add-ons, bundling deals and the like.
Identifying ways to add more value and letting your base know about it, loud and clear, can lead to more and larger sales and stronger relationships with your customers to boot.
Get personal
Customers’ needs can vary dramatically, which is why one-size-fits-all sales and marketing approaches rarely resonate.
Analysing your customer data and creating segments based on needs, purchasing behaviour or other specific characteristics will enable you to develop the personalised offerings today’s buyers are seeking. Make it all about them and watch your order book burgeon.
Explore alternative pricing models
Purchasing goods and services outright may not be a viable or cost effective option for some customers but paying for them by the month, based on access or usage levels, might be. That’s why giving them the opportunity to sample or acquire your offering on subscription can be a seriously smart move.
It’s a great way to grow your customer base and, done well, can lead to a reliable revenue stream and greater customer lifetime value than you’re currently achieving via a traditional sales model.
Engage, engage, engage
Are you one of many suppliers jostling for your customers’ limited attention? Engaging with them more frequently and effectively will keep your brand and business top of mind.
Offer loyalty discounts and rewards, early access to new products and a regular newsletter and, over time, you’ll do a better job of breaking through the noise and securing a bigger share of their spend.
Seek feedback
Finally, the simplest and best way to up your appeal and ensure your position as a supplier of choice? Ask your customers for their feedback – the good, the bad and the ugly – and act on it, whenever possible, and as quickly as possible.
Show you understand their needs and are committed to addressing issues effectively and you’ll lock them in for longer and score positive reviews and referrals into the bargain.
Diving into the data
You can’t manage what you can’t measure. Analysing your customers’ average spend and purchasing patterns will provide invaluable insight into what it is they’re seeking from your business, and when and how.
Armed with that information, you’ll be able to optimise your products and services and implement strategies that will get your offering onto more customers’ radar, more often.
However, obtaining the requisite business intelligence can be challenging for enterprises that continue to operate in manual mode, with poor visibility of buying behaviour.
Tools to make the task easy
That’s why it pays to invest in market leading revenue management technology, in the form of a cloud based solution that offers flexible quote-to-cash lifecycle support.
Ideally, you’ll choose one that connects seamlessly with your CRM system and delivers sophisticated data analytics functionality. This will enable you to gain a deep understanding of customers’ purchasing patterns and extract the insights you need to make using or acquiring more of your goods and services an irresistible proposition.
And, of course, you’ll also enjoy the efficiency uplift that comes standard when quoting and billing workflows are automated, detailed accurate invoices are generated on time, every time, and dunning, collections and payment processing are combined in a single platform.
Steadily selling more in FY2026
Finding ways to get your customers to open their wallets, wider and more frequently, will strengthen your financial position and put your enterprise on surer ground during what promises to be a tough 12 months for Australian businesses.
Automated revenue management technology can help you do so. If you’re serious about boosting average revenue per customer, it’s a powerful tool that more than warrants the investment.
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