5 Strategic Ways to Boost Customer Transactions in Your Business

Increasing sales doesn’t always mean going out to find brand new customers. In fact, one of the most under-utilized levers for profit in any business is simply increasing how often your current customers come back. In a recent episode of The Ownership Advantage, Tanner and Kay dove deep into this overlooked goldmine — sharing proven, practical ideas (and a few favorite examples) you can start using today, no matter your industry.

The Profit Growth System: Why Transactions Matter

Tanner introduced listeners to their holistic profit growth system, famously broken down into five essential ways to grow any business: leads, conversion rate, number of transactions, average dollar sale, and profit margins. While each component is important, increasing number of transactions per customer stands out for its immediacy and compounding impact.

Why? Because the cost of getting someone who’s already bought from you to buy again is much lower (and easier) than winning over a brand new customer. If you can shorten the time between purchases or simply remind people you exist, you see a rapid and sustainable uptick in sales.

Keep It Simple: Ask Customers To Come Back

One powerful—and surprisingly simple—strategy Tanner highlights is routinely asking your customers to return. “Just send them a note…say, ‘Hey, it’s been a while. Haven’t seen you! Would love for you to stop and say hi,’” he explains.

This doesn’t require fancy tech. Even an Excel spreadsheet with customer info, coupled with periodic friendly check-ins, can make a big difference. Kay echoes the importance of simplicity: “Those are the things…we can like, tap into that stuff we’ve already built.”

Newsletters & Email: Staying Top-of-Mind

A customer who remembers you is a customer who’s more likely to buy again. That’s where newsletters and email campaigns come in. Kay shares how her own weekly newsletter both “drives current fans to our events” and helps build a community by promoting artists and news. Importantly, these emails aren’t always selling; sometimes, they’re just invitations to experience something or stay engaged.

Tanner distinguishes between:

- Newsletters: Broad updates sent to everyone, building community and rapport.

- Email Campaigns: More targeted, multi-step sequences designed to guide customers through a journey or specific offer.

- Personal Outreach: Individual emails or calls, with “no sale”—just a genuine check-in.

A well-balanced mix of these approaches keeps your brand relevant and increases the chance of future transactions or referrals.

Booking the Next Interaction: Make It a Habit

One of the most actionable (and overlooked) tactics discussed is rebooking the next visit or purchase while the customer is still engaged. Think dentists always booking your next cleaning, or salons securing your next haircut before you leave. Tanner’s observation is blunt: “If all of a sudden you go from four weeks to six weeks [between visits], I’m going to be spending less money with them.” Automating or prompting this next step makes it a habit—for both you and your customer.

Kay relates this to her events, using QR codes and clear end-of-session prompts to get the next date on the customer’s calendar before they walk out the door.

Pre-Planning for the Next Sale

For higher-ticket or journey-based offers, you can pre-plan the next purchase well before the customer’s current engagement ends. If your customer is in a coaching program, start the conversation about ongoing or advanced options halfway through. This natural progression means fewer gaps—and more consistent revenue.

Kay illustrates implementing this by inviting her coaching graduates to ongoing weekly or monthly programs, helping them stay engaged and active in the community.

Take Action: Implementing Just One Idea

The best part? You don’t have to do all 68+ possible tactics at once. Even implementing a single, simple step—like an automated reminder, a regular newsletter, or a prompt at checkout—can deliver immediate gains. As Kay says, “That would take under 60 seconds, and it’s so simple!”

Start today by picking one of these strategies. Keep your customers coming back—and watch your profits compound.

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