You increase the number of your customers by reaching new customers with your existing offering or developing a new offering plan. Ideally you will have to enter a new market or expand the reach in your existing market to create an impact. We will need answers to the following three key questions to increase the number of customers:

  • Does my product meet the need in a manner that either saves money or provides additional    value and who has a real need?
  • How much are they spending?
  • How many of those potential clients are available and how can I reach them?


Answering these questions meaningfully will require market research. Market research is a preface to selling. It teaches you about what you will need to know to effectively reach these new customers.

Option #1 – Increase the number of customers

Option #2 – Increase the frequency of purchase

Option #3 – Increase the number of units sold