From business processes to customer loyalty, learn how to increase the average ticket and boost your revenue.
The average ticket is undoubtedly one of the most important metrics for assessing a company’s sales performance, financial health, and growth.
More than just calculating the average revenue per client, this indicator helps in devising action plans to increase the financial return of a marketing agency, both from new clients and those who are already loyal.
Therefore, in this article we list 6 essential tips to make your sales more strategic and increase your average ticket for the agency. Follow along.
What is the average sales ticket
But before we go into detail on the tips, how about recalling what this sales metric means and how to calculate it in your agency.
The average ticket is the average value of sales made by the company over a given period. In other words, it’s the average revenue per client, even if each one pays a different amount per month.
In the case of a marketing agency with recurring revenue per client, the calculation considers the Monthly Recurring Revenue (MRR or Monthly Recurring Revenue in English.
Thus, the calculation of the average ticket is done as follows:
Average Ticket = Total Revenue for the Period / MRR / Total Number of Clients
For example, if your agency earns R$ 50,000.00 per month and has a total of 10 clients, the average ticket is R$ 5,000.00 per month.
Why is the average ticket so important for the agency?
As we mentioned at the very beginning of this article, the average ticket is one of the main indicators of the financial health of any business. And this, of course, also applies to marketing agencies.
It is through it that the Lifetime Value (LTV or Lifetime Value of a client is calculated, which is equal to the average ticket x the client’s retention time at the company. This result demonstrates how much the client spends on your services during their time with the agency.
But how do you know when the average ticket is adequate? Simple, both it and the LTV cannot be below the Customer Acquisition Cost CAC, a metric that shows how much is invested to acquire a new client.
In other words, it is necessary to obtain a margin above the CAC so that the company does not incur losses and can operate healthily.
6 tips to increase the average ticket of the agency
If when calculating these indicators you see that the average ticket needs to be increased to improve the financial health of your agency, then it’s worth following the tips we’ve listed below. Let’s go!
1 Variety of products and services
By developing a complete and differentiated catalogue of services while always respecting the marketing area in which your agency specializes, you have more chances of winning new clients and even offering differentiated packages to them.
For example, in the digital environment, you can work from social media management to complete inbound marketing projects. You just need to identify the prospect’s needs and tailor the proposal to what they really need.
Additionally, the variety of products and services is also beneficial for making upsell and cross-sell offers to customers already in your portfolio, as we will explain further ahead.
2 Optimize the agency’s commercial sector
Another important point to increase the agency’s average ticket is the optimization of your commercial sector.
First of all, it is necessary to assess how the sales cycle works and what challenges your team faces today. For example, does the agency have well-defined sales metrics and KPIs? Is there a continuous evaluation of these indicators and the strategies that help achieve bigger results?
From this careful analysis of obstacles and opportunities for improvement, you can design the best flow for clients to move down the sales funnel and close new deals.
3 Standardize processes and use a CRM
The commercial sector optimization stage will then lead to another very important phase, the standardization of processes so that your sales team knows how to identify the best business opportunities and close sales that are really worthwhile for the agency.
To achieve this, it’s also useful to have a CRM tool (Customer Relationship Manager with the aim of automating part of these processes, making customer management more efficient, and more easily tracking the performance of your sales.
- Also read Sales dashboard: 7 benefits of using.
4 Evaluate your client base
Now, if you think that to increase the average ticket of your agency you should only look at potential clients, know that your current base has much to offer in terms of both opportunities and information to better understand your persona.
This analysis should take into account who the clients that offer the best return are and who are those more likely to acquire new services from your company.
From this assessment, it is essential to define strategies both for capturing and retaining the client portfolio that is already loyal to you.
5 Map out upsell and cross-sell possibilities
When analyzing your portfolio, utilize the information not only to outline the ideal client profile but also to map needs that lead to good upsell opportunities and cross-sell.
While upsell suggests that the client advances in a service they already contract, cross-sell offers the chance to increase the average ticket by offering additional services that complement the marketing strategy they already contract.
After all, it’s always easier to retain and sell again to a client who is already in your base than just looking for new accounts, right?
6 Always deliver the best experience to the client
Finally, we have the golden tip to increase the average ticket of your agency, whether through new sales or upsell/cross-sell: always deliver the best experience and ensure customer satisfaction who are already with you.
Quality makes all the difference in building a good relationship proving results and, of course, encouraging new account referrals.
Did you enjoy learning about our tips for increasing the average ticket of your agency? Take the opportunity to also read our article with 4 tips on how to retain clients.
