Seguimos en esta segunda parte del tema ¿Cómo generar más ingresos en tu negocio? En el Blog anterior, ¿Cómo generar más ingresos en tu negocio? Parte 1, me enfoqué en cómo puedes generar ingresos en tu negocio, de una manera más táctica que técnica, te expliqué acerca de tener claras las fundaciones de tu emprendimiento.
Hablé acerca de tener claro el propósito de tu negocio, y el propósito de cada uno de tus productos o servicios, ¿Cuál es el beneficio o que problema le resuelves a tu cliente ideal a través de tus productos o servicios?
Vamos, todos queremos generar más ingresos, el que diga lo contrario está mintiendo. Pero, la pregunta del millón es ¿Cómo?
Aquí te comparto 6 ideas para aumentar los ingresos en tu negocio, puede que no todas las recomendaciones apliquen para tu tipo de negocio, pero seguro que una, dos o tres sí, así que no dejes de seguir leyendo:
#1. Amplifica lo que ya haces bien.
Sé que mencioné esto en el Blog anterior, sin embargo, aquí voy a profundizar más la parte técnica y a darte ejemplos.
Generar ingresos, no necesariamente significa crear cosas nuevas, o tener ideas totalmente innovadoras, es mucho más fácil tomar eso que sí te está funcionando y amplificarlo.
¿Porqué? Es algo que definitivamente ya conoces, tu equipo lo conoce, al contrario que si comienzas de cero a meterte en todo el trabajo, inversión y tiempo que conlleva ofrecer un nuevo producto o servicio.
¿Qué tenemos actualmente que nos está funcionando, que podríamos o necesitamos amplificar?
Déjame contarte cómo implementamos esto mientras trabajaba con una cliente en mi programa de coaching, ella es dueña hace más de 6 años de un salón de belleza que también es estética, realmente factura muy bien y tiene una buena clientela, pero por algunas malas decisiones en el pasado, el salón tiene grandes deudas que pagar que se están llevando todos los ingresos que hace el negocio, por supuesto que ella se cansó de esa situación tan frustrante.
Hicimos un plan para salir de las deudas lo más rápido posible, pero para ello, había que aumentar los ingresos y una de las ideas que se nos ocurrió fue que a cada clienta que llegará se le ofrecería otros servicios complementarios, por ejemplo:
- Un masaje en los pies mientras se hace las uñas de las manos – Fácilmente se pudiese incrementar el ticket de venta de esta cliente de $10 (precio de la manicure) a $40 (más los $30.00 del masaje de 40 minutos) todo esto mientras la cliente se hace las uñas, la esteticista que ya esta en planilla, hace los masajes.
Aquí la dueña del salón de belleza, no tuvo que gastar más, ya tenía todo lo que necesitaba en el salón para poder OFRECER este servicio extra. Así mismo pudiese ofrecer simultáneamente depilación de cejas u otros servicios complementarios mientras le están haciendo las uñas, ¡Háblame de Multitasking! Nadie quiere pasar mas de 2 horas en un salón, así que sería perfecto.
Es cuestión de volverse creativos e identificar que necesita tu cliente ideal.
#2. Crear un programa de membresías.
Esto es algo que definitivamente puede ayudarte cuando por ejemplo tu negocio es estacional, o sea sabes que tienes meses bajos por tema de estaciones según condiciones climáticas o por tema de temporadas altas y bajas. Tendrás un ingreso pasivo constantemente o incluso recibir pagos por adelantado. Ambos maravillosos para el flujo de efectivo de tu negocio.
Algunos ejemplos:
Ejemplo #1: Si tienes un negocio de reparación y mantenimiento, sería fabuloso ofrecer una membresía anual a tus clientes en la que cuenten con beneficios especiales solo para ellos como:
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- On call 24/7 que seas los que llamen si a las 3:00 a.m. si se les rompió una tubería.
- Garantía extendida en servicios realizados de 60 días (30 días regular).
- Prioridad en atención.
- Descuentos especiales en reparación, remodelaciones, etc.
- Y otros beneficios que se te pudiesen ocurrir.
Ejemplo #2: digamos volviendo al caso de Liza en su salón de belleza, ella pudiese crear un programa de membresía, en donde las clientas que compren la membresía tengan beneficios como:
-
- 2 secados de cabellos al mes gratis.
- 1 manicure gratis al mes.
- Descuento de 25% de descuento en tratamientos.
- En el día de tu cumpleaños, manicure, pedicure y blower gratis.
- 15% de descuento en tratamientos de la estética.
- 10% de descuento en todos los servicios de salón de belleza.
- Etc…
Ejemplo #3: Si eres un coach, mentor o asesor, que usualmente creas contenido de valor para tu cliente ideal, cuando ya tienes una buena cantidad de material, podrías brindar ese material accesible solamente a las personas que paguen una membresía, pudiesen tener beneficios tales como:
-
- Un one o one grupal con el coach para responder preguntas.
- Un mundo de contenido digital para que la personas pueda aprender en su propio tiempo y espacio.
- Contenido de Blog exclusivo para miembros.
- Webinars en vivo solamente para miembros.
- Etc…
Este último por ejemplo está dentro de mis planes futuros para Finanzas con Sophia, es un modo de usar todo el contenido que tengo y poderlo compartir con los emprendedores que lo necesiten, el propósito de este producto sería el aprendizaje y crecimiento continuo tanto personal como de tu negocio.
Sé que los ejemplos anteriores son para negocios más enfocados a servicios, ok, hagamos un escenario para productos:
Ejemplo con productos: Una Boutique de alquileres de vestidos de gala, podría vender membresías anuales para sus clientas que incluya beneficios exclusivos como:
-
- Alquiler de 10 vestidos al año completamente gratis.
- 50% de descuento en alquiler de vestido de una invitada por la miembro (llámese mamá, hija, amiga, etc…estás son clientes potenciales que conocen tu negocio a través de tu cliente actual).
- 15% de descuento en accesorios (aretes, collares, carteras, zapatos). Aquí estamos promoviendo la venta cruzada.
- Alteraciones y entalle de vestidos gratis.
- Alquiler de vestido gratis para tu fiesta de cumpleaños.
- Etc…
Ahora este tipo de membresías, pueden ser anuales, mensuales, trimestrales, como tu consideres conveniente para tu tipo de negocio.
#3. Subir los precios, agregando más valor a tus productos o servicios.
¿Qué puedes darle a tu cliente que hagan que se enamoren de tu producto o servicio, sin que te cueste más?
Recuerda que el valor de lo que estés ofreciendo debe justificar el precio del producto o servicio. ¿Qué puedes hacer para ir Above and beyond para tu cliente?
Ejemplo:
- Volviendo al negocio que se dedica a mantenimiento y reparaciones, ellos podrían ser los únicos en el mercado en ofrecer una garantía de 60 días a diferencia del resto del mercado que solo ofrece el estándar de 30 días. O tener una línea 24/7 para atención.
- Oh, ¿Quién no quisiera volver siempre al salón de belleza en donde te regalen un masaje de 10-15 minutos en los pies durante tu pedicure? Esa milla extra te puede separar del resto de tu competencia en el mercado.
#4. Ofrecer tus servicios o productos a colaboradores de empresas o un lugar donde hay muchas personas.
Podrías ver si tu negocio puede ser el tipo de negocio que es necesitado por colaboradores en empresas. Esta sería una excelente manera de llegar y dar a conocer tu negocio a muchos clientes en un solo lugar.
Algunos ejemplos:
Ejemplo #1: Digamos que eres dueño de una lavandería, y negocias con el departamento de recursos humanos de una empresa que estarás dándole un 15% de descuento en tus servicios de por vida a todos los colaboradores de la empresa. Gana la empresa porque está dándole beneficios a sus colaboradores sin ningún costo adicional y gana también el dueño de la lavandería que ha encontrado un nuevo nicho de cliente que servir.
Imagínate este escenario, que trabajas en una empresa de 8 a 6 lo que menos quieres es tener que pasar a la lavandería a buscar la ropa que dejaste planchando, sería ideal que te la llevaran a la oficina ¿Cierto? Bueno, ¿Qué tal si esta lavandería te resuelve ese problema?
Por ejemplo, pudiese hacer un sistema en donde todos los colaboradores sepan que los martes es el día que pasan a recoger la ropa para planchar y los viernes la entregan en sus oficinas, y adicional tienen un 15% de descuento corporativo.
Algo así puede ser usado para negocios de comidas, toda empresa de servicios y hasta salones de belleza.
Ejemplo #2 :Oye esto, hace unos días hablando con una emprendedora que se dedica a la fotografía en Nueva York, me llamó mucho la atención cuando me mencionó acerca de una empresa en Estados Unidos que se dedica a crear alianzas con hospitales, y contrata a fotógrafos FreeLancer para que estén en los hospitales en las áreas de maternidad tomando fotografías profesionales a los bebés recién nacidos y las vendan de manera digital.
Los fotógrafos FreeLancer ganan por comisión de lo que vendan y esta empresa prácticamente no incurre en gastos, porque cada FreeLancer se paga su propio salario en base a su producción y no tiene gastos de tener que imprimir fotografías porque se lo entregan de manera digital a los clientes ¡Brillante!
#5. Crear opciones de paquetes de servicios que tengan lógica vs. precio.
Tener entre dos o tres opciones de paquete de servicios para que tu cliente elija es sabio. Debes tener el cuidado de armarlos con mucha lógica y sentido, inclusive puedes diseñarlos llevando la atención hacia el que más te guste y quieres que te compren.
Es importante saber comunicar visualmente los beneficios de cada uno de los paquetes, mientras más claro estén los beneficios mejor, esto te permite poder cobrar un precio más elevado porque el cliente puede percibir mucho VALOR en tus productos.
Ojo, calcula bien tus costos, asegúrate de tener una buena rentabilidad, según lo que te quieres ganar, sino no funciona poner en marcha esta estrategia.
Como esta idea te permite cobrar precios más altos, establecer opciones y formas de pagos en cuotas hace que la venta y la compra del cliente sea más fácil. Recordando siempre darle un beneficio al cliente que paga de contado.
#6. Crear un curso digital en lo que eres experto y del tema que sabes que tu cliente necesita.
Esta es una manera de potenciar tus servicios a una escala mucho más grande, puedes llegar a más personas en cualquier parte del mundo a través de un curso digital de un tema en lo que eres experto y sabes que tu cliente necesita y quiere aprender.
Con un curso digital puedes tener ingresos pasivos literalmente mientras duermes, y puedes ayudar a una mayor cantidad de personas con tus conocimientos y experiencia, porque seamos realistas solo tienes 2 manos y talvez 8 horas al día de productividad y no puedes atender a la vez a cientos y cientos de clientes.
No solo este tipo de producto te puede generar una cantidad de ingresos increíbles, sino que te da la libertad financiera y de tiempo que tanto añoramos los emprendedores.
Por ejemplo, una de mis clientes, Liz Pinto, tuvo la idea condensar todos los conocimientos y experiencias de los últimos 10 años de su carrera profesional como fotógrafa y transformarlos en distintos cursos para otros fotógrafos que quieren aprender cómo ella ha logrado el éxito que tiene.
Los cursos de Liz, cortan la curva de aprendizaje de sus estudiantes, diciéndoles lo que, si funciona y no funciona en el mundo del negocio de la fotografía, haciendo que sus estudiantes no pierdan tiempo ni dinero en cosas que posiblemente no les va a servir, y dirigiendo sus recursos y energía en hacer sus negocios prósperos y rentables.
Aquí la automatización de tus procesos y atención al cliente tendrán un rol primordial.
Bueno creo que te he dejado mucho para pensar, me encantaría conocer tus ideas sobre este tema, cuáles pudieses aplicar para tu negocio o que otra idea se te ocurre para aumentar los ingresos en tu emprendimiento.
Si te gustaron los tips te invito a compartirlos en tus redes sociales, con tus amigos o familiares emprendedores, estoy segura que también se podrían beneficiar de alguna de estas ideas.
Hasta la próxima,
43 comentarios en “Blog #64 – 6 ideas prácticas para generar más ingresos en tu negocio”
Muy buenas ideas, sobre todo crear programas membresías, me hizo muy bien seguir estos consejos, porque al igual que muchos de ustedes me sentía perdido, ojalá lo hubiera encontrado antes.
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La verdad me encanto los siguientes puntos:
amplificar lo que ya hago bien, las opciones de paquetes,
y en especial el punto de ir a ofrecer mis productos a las empresas, eso ya lo tenia en mente, y ahora con lo que me dices, ya estoy 100% decidia,
gracias por todo el apoyo.
quisiera un curso de mis finanzas personales que no afecten la del negocio.
Me encanto muy buenos consejos me aclaro varias dudas gracias Sophia
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