Si alguna vez te has hecho preguntas como:
¿Cómo puedo generar más ingresos?
¿Cómo incremento las ganancias en mi negocio?
Tengo tanta competencia que no puedo ajustar los precios y mis costos van en aumento ¿Qué hago?
Hay muchas estrategias que podrías implementar para generar más ingresos, como, por ejemplo; vender más, aumentar precios, aumentar la cartera de clientes, entre otros.
Si me preguntan cuál estrategia es la mejor, te diría que ninguna es mejor que otra, dependiendo de tu tipo de negocio y el conocimiento que tengas de tu mercado, deberás decidir cual aplicar, ponerlas a prueba e ir midiendo los resultados.
Sin embargo, hoy quiero ofrecerte 4 estrategias que te ayudarán a incrementar tus ganancias sin importar el tipo de negocio que tengas:
1. Incrementa tu margen de contribución.
El margen de contribución es una proporción que compara el margen de contribución de tu empresa, o margen bruto, con las ventas. Esta proporción es extremadamente importante para los líderes de la empresa al determinar si la compañía está optimizando sus costos e ingresos, y qué maniobras estratégicas son mejores para mejorar los márgenes si esto no sucede así.
En otras palabras, el margen de contribución nos ayuda a medir el verdadero potencial de ganancias del negocio.
¿Cómo lo calculamos?
Paso 1: A la venta neta le restamos todos los costos variables. El resultado es el margen de contribución.
Las ventas netas es un elemento contable que representa la suma de todas las ventas realizadas por una empresa de un bien o servicio, ya sea en efectivo o a crédito, descontadas las devoluciones, bonificaciones o reducciones por rebajas comerciales. Por tanto, son ingresos para las empresas fruto de su actividad, descontando efectos que minoran la base bruta.
Costos variables, son los que dependen del volumen de producción de la empresa, son los costos de insumos para elaborar nuestros productos u ofrecer nuestros paquetes de servicios en específico.
MC = VN – CV
Paso 2: Para conocer porcentualmente cuanto representa haz lo siguiente: divida el margen de contribución que obtuviste entre la venta neta.
%MC = MC/VN
Para obtener mejores rendimientos y ganancias debes controlar y mejorar tus costos variables, a medida que sean menos, tu margen de contribución se incrementará.
2. Controlar tus costos fijos.
Los costos fijos, son aquellos que no dependen del volumen de producción de la empresa, ni cambian en función a este. Son costos que se mantienen todo el año por lo regular y no suelen variar.
Por ejemplo:
- Gastos de alquiler
- Pago de planilla
- Pago de servicios públicos (luz, teléfono, agua)
- Servicio de Internet.
- Mantenimiento de equipos, entre otros.
El punto de partida para controlar costos fijos es contar con un presupuesto maestro de costos fijos, cada mes debes revisar lo que habías presupuestado vs. lo real esto te ayudará de gran manera a tomar decisiones inteligentes y con fundamento.
3. Aumentar tu ticket Promedio de ventas.
¿Sabes qué es el valor del ticket promedio? Básicamente, el resultado de hacer una división entre dos de las cifras más importantes de tu negocio: el total de los ingresos por ventas y el número de ventas llevadas a cabo.
Para calcularlo divide los ingresos de las ventas entre la cantidad de facturas o clientes, especifica un tiempo determinado en el cual quieres realizar el promedio. Puede ser un mes, una semana, un día.
Ejemplo: Si tus ventas mensuales son $3,000.00 y haces 10 facturas mensuales, tu tiquete promedio mensual es de $300.
Es más fácil establecernos metas para aumentar $50 dólares más por cliente que proponernos incrementar las ventas en un 10% por ejemplo.
Maneras de como aumentar el tiquete promedio:
- Realizar ventas cruzadas.
- Productos recomendados.
- Venta agregada.
- Mejorando técnicas de venta.
- Mejorando servicio al cliente.
- Entre otros…
4. Mantener y aumentar el capital de trabajo en rotación.
Tu capital de trabajo, es la inyección de adrenalina que necesita tu negocio para mantenerse en movimiento.
Les hablaba en el Blog de la semana pasada acerca de la importancia de registrar todos los ingresos y egresos. A eso le llamamos cash Flow o flujo de caja, esto te demuestra elementos importantísimos que como emprendedor tienes que estar al tanto tales como:
- Tu efectivo.
- Cuentas por cobrar.
- Cuentas por pagar.
- Inventarios (si tu negocio tiene que ver con retail).
- Deudas a corto plazo.
Si sumamos el efectivo + cuentas por cobrar + inventarios (si aplica) y le restamos las cuentas por pagar + deudas a corto plazo = el resultado de esta operación es el activo capital de trabajo.
Es vital que estés muy al pendiente de las fechas en las cuales debes cobrarles a tus clientes y en las que debes pagar a tus proveedores.
Con estas estrategias no quiero decir que no debes apuntar en seguir incrementando tus ventas. Lo que si quiero decirte es que el verdadero crecimiento no se mide en función del número de ventas, sino en el crecimiento de las ganancias.
¡Manos a la Obra!
Espero que estos consejos te sirvan, me cuentes qué te apareció, si es algo que te gustaría aplicar y cualquier duda que te quede, no dudes en escribirme.
Nos vemos pronto,
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