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BOOK EXCERPT
📖 25 Income Tactics To Increase Sales
Excerpted and adapted from Doing Great Business In Tough Times book by Bart Smith
Reprinted by Permission
Tough times do not eliminate income opportunities. They force you to find them faster, create them smarter, and capture them more efficiently.
When conditions tighten, the first move is not necessarily to invent an entirely new business. Start by protecting what already works, strengthening client relationships, getting paid faster, and creating more value from the assets you already have.
25 PRACTICAL INCOME TACTICS
1. Protect Your Best Long-Term Clients
Focus on steady-paying clients who already trust you. They form the foundation of your business, especially when conditions become uncertain.
2. Protect Your Bread-And-Butter Income Streams
Identify the products, services, retainers, contracts, or recurring work that consistently produces revenue. Protect those sources before chasing something new.
3. Deliver At A High Level
Retention becomes critical in tough times. Strong delivery gives clients a reason to stay, continue buying, and keep paying.
4. Strengthen Relationships With High-Value Clients
Stay close to your best clients. Communicate, listen, solve problems, and make sure they know they matter.
5. Invoice Immediately
Do not create unnecessary delays between completing the work and requesting payment. Send invoices promptly.
6. Define Payment Terms Up Front
Use clear payment terms such as net-7, net-15, or net-30 so clients know exactly when payment is expected.
7. Make It Easy To Pay You
Accept convenient forms of payment and remove unnecessary friction from the payment process.
8. Follow Up On Overdue Payments
Professional follow-up matters. Outstanding invoices should not be ignored simply because asking for payment feels uncomfortable.
9. Re-Engage Inactive Clients
Past clients already know you. Find out why they stopped buying and whether there is a legitimate opportunity to serve them again.
10. Offer Additional Products Or Services
Look for logical next-step offers that solve another problem for an existing client.
11. Increase Purchase Frequency
Where appropriate, create reasons for clients to buy more often through ongoing services, memberships, subscriptions, replenishment, or recurring support.
12. Increase The Size Of Each Transaction
Use bundles, add-ons, upgrades, and upsells to create more value while increasing average transaction size.
13. Build A Range Of Offers
Do not rely on one product or service. Create options that fit different needs, budgets, or stages of the client relationship.
14. Create Different Price Points
Offer entry-level, core, and premium choices when it makes sense so more prospects can find a suitable way to work with you.
15. Develop Back-End Offers
The first sale does not have to be the last. Build logical follow-on offers for buyers who want additional help.
16. Package Your Knowledge
Turn what you know into sellable formats such as guides, training, consulting, digital products, checklists, courses, or other information-based offers.
17. Ask For Referrals
Satisfied clients often know other people who could benefit from what you do. Ask consistently instead of leaving referrals to chance.
18. Build A Referral System
Create a repeatable process for requesting, tracking, rewarding, and following up on referrals.
19. Explore Residual Or Recurring Income
Look for opportunities where work performed once can continue producing income over time, or where clients pay on a recurring basis.
20. Increase Sales And Reduce Waste
Profit is affected by both sides of the equation. Increasing sales matters, but so does reducing unnecessary expenses and improving efficiency.
21. Get Existing Clients To Buy More Often
Your current client base is usually less expensive to reach than brand-new prospects. Give existing clients more reasons to continue buying.
22. Create Multiple Income Streams
Relying on one source of revenue creates risk. Diversify thoughtfully so a slowdown in one area does not stop the entire business.
23. Use Partnerships, JVs And Affiliate Opportunities
Team up with complementary businesses or individuals when the relationship can create referrals, new offers, or broader distribution.
24. Monetize Assets You Already Have
Your knowledge, experience, existing content, audience, and client base can often be repurposed into additional offers instead of starting from zero.
25. Keep Prospecting And Promoting Consistently
Projects end, clients leave, and markets shift. Keep adding prospects, staying visible, networking, building relationships, and promoting your business consistently.
THE BIG IDEA
Increasing sales during tough times is not about one magical tactic. It is about improving several revenue levers at the same time.
Protect what already works. Get paid quickly. Sell more to people who already trust you. Create additional offers. Build referrals and partnerships. Reduce waste. Diversify carefully. Stay visible.
The goal is simple: build a business that can keep creating opportunities instead of waiting for conditions to improve.
(THIS CONTINUES IN THE BOOK)
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