Strategies for Increasing Average Deal Size

In the sales world, increasing average deal size is a key strategy for increasing revenue and profitability. At Velocity, we recognise the significance of this approach and have assisted many businesses in meeting their financial objectives. In this article, we'll go over some strategies for increasing average deal size.

Covered in this article

Understanding Your Customer's Needs
Tiered Pricing
Bundling Products or Services
Upselling and Cross-Selling
Building Strong Customer Relationships
Offering Incentives

Understanding Your Customer's Needs

Understanding your customer's needs is the cornerstone of any successful sales strategy, and it's particularly crucial when it comes to increasing your average deal size. By gaining a deep understanding of what your customers want and need, you can tailor your offerings to meet those needs, thereby increasing the perceived value and, consequently, the deal size.

Deep Dive into Customer Profiles

Start by creating detailed customer profiles or personas. These should include demographic information, but also delve into their motivations, pain points, and goals. This will help you understand what drives your customers and what they value in a product or service.

• Demographics: This includes age, gender, location, occupation, and income level. These factors can influence a customer's needs and purchasing behaviour.
• Motivations: Understand what motivates your customers to buy. Are they looking for convenience, quality, cost-effectiveness, or something else?
• Pain Points: Identify the problems or challenges your customers are facing that your product or service can solve.
• Goals: What are your customers' goals? Understanding these can help you align your offerings with what your customers are trying to achieve.

Customer Feedback and Surveys

Another effective way to understand your customers' needs is through feedback and surveys. Regularly ask your customers for feedback on your products or services and what you could do to improve. Surveys can be used to ask more detailed questions about their needs and experiences.

• Feedback: This can be collected through various channels such as email, social media, or direct conversations. Encourage honest feedback and be open to criticism.
• Surveys: These can be used to gather more structured and detailed information. They can be sent out via email or conducted over the phone.

Monitor Customer Behaviour

Monitoring customer behaviour can also provide valuable insights into their needs. This includes tracking their purchasing behaviour, how they use your product or service, and how they interact with your brand.

• Purchasing Behaviour: Look at what products or services your customers are buying and how often. This can indicate what they value most.
• Product Usage: Understanding how customers use your product or service can help you identify their needs and how your product or service meets them.
• Brand Interactions: Monitor how customers interact with your brand, such as the content they engage with or the feedback they give.

Tiered Pricing

Tiered pricing is an effective strategy for increasing the average deal size. By offering different levels of your product or service at varying price points, you allow customers to choose the level that best suits their needs and budget. This can often lead to customers choosing a higher-priced option because they perceive it as offering greater value.

Bundling Products or Services

Bundling involves combining multiple products or services into a single package. This strategy can increase the average deal size by encouraging customers to purchase a more comprehensive solution. The key to successful bundling is to ensure that the products or services included in the bundle complement each other and offer added value to the customer.

Upselling and Cross-Selling

Upselling and cross-selling are powerful techniques for increasing the average deal size. Upselling involves encouraging customers to purchase a higher-end product or additional features, while cross-selling involves offering complementary products or services. Both techniques increase the deal size and provide additional value to the customer.

Building Strong Customer Relationships

Building strong relationships with your customers can lead to larger deals. When customers trust and value their relationship with a company, they are more likely to make larger purchases. This requires you to provide excellent customer service, maintain regular communication, and show appreciation for their interest in your business.

Offering Incentives

Offering incentives such as discounts on larger purchases or rewards for repeat business can encourage customers to increase their deal size. These incentives should be carefully structured to ensure they provide value to the customer and increase profitability for your business.

Increasing the average deal size involves a combination of understanding your customers, offering value through tiered pricing and bundling, upselling and cross-selling, building strong customer relationships, and offering incentives. At Velocity, we specialise in helping businesses implement these strategies to boost their revenue and profitability. Contact us today to learn more about how we can help your business grow.