I still remember the afternoon I went to to see Michael, my face a mix of pride and exhaustion. I had just completed one of my biggest sales yet, a beautiful set of handcrafted wardrobes and beds for a hotel project.
From the outside, it looked like I was winning. I had more orders coming in and customers were recommending me. But when Michael asked me about my profit, my smile faded.
"It's not as much as I thought," I admitted. "By the time I paid for materials, labour, and delivery, there wasn't much left."
Michael could see the frustration in my eyes. I was working harder than ever, yet my bank balance didn't reflect it.
That's when our boss, Mr. Bello, who happened to join us that day, leaned back in his chair and asked me a question that changed the conversation.
"What if I told you there's a way to make more money without spending more money?"
I laughed, thinking it was one of Bello's riddles. But I knew better, whenever Bello said something like that, he was about to drop gold.
He explained more about;
The Hidden Power of Profit Multiplication
Bello explained that in business, there are two main ways to grow:
1. Increase sales.
2. Increase profit per sale without increasing costs.
Most entrepreneurs get stuck chasing more sales, which means more stress, more expenses, more workload. But Bello had a different approach.
He told us about a time when his own business was in a tight spot. Instead of spending money to get more customers, he looked at what he was already selling and asked himself:
"Can I sell this at a better margin?"
"Can I add something extra without adding much cost?"
"Can I get my current customers to buy more from me?"
My Reality Check
I realized I had been so focused on chasing new orders but I never thought about maximizing the orders I already had.
Mr. Bello also asked me,
"When you sell a bed frame, why not offer matching side tables, or a discounted wardrobe with it or ask the customer what else they need to buy from you? You're already delivering to that customer, the cost of adding extra items is much lower than finding a brand-new customer."
I had never thought about it that way. I'd been leaving money on the table with every sale.
That's multiplying profits without multiplying costs.
Another example was from a local furniture dealer we both knew. Instead of lowering prices to compete, he started offering "full-room packages", bed, side tables, dresser, all bundled. Customers loved the convenience, and he increased his average sale value by over 40% without adding much extra expense.
Three Practical Steps Michael Shared
1. Bundle Products or Services
Package related items together so customers feel they're getting more value. This works in almost every business.
2. Upsell and Cross-Sell
Offer a better version or a related product during checkout. People are already in buying mode, that's when they're most open to spending more.
3. Increase Perceived Value, Not Just Price
Sometimes customers don't mind paying more if they feel they're getting higher quality or better service. Improve your presentation, packaging, and customer experience.
A few weeks after that talk, I called Michael sounding excited.
I had started offering "complete furniture sets" instead of just single items. A customer who came for a dining table ended up buying matching chairs, a sideboard, and even wall shelves. The delivery cost stayed almost the same, but the profit from that one customer tripled.
That was the moment I understood what Mr. Bello meant when he said,
"Business growth isn't always about working harder; sometimes it's about working smarter with what you already have."
Why This Works
When you multiply profits without increasing costs:
You protect your cash flow.
You increase your profit margin without risking more capital.
You create loyal customers who keep coming back because you've solved more of their needs.
Quote to Remember
"Don't just chase more customers; serve your existing ones so well that they can't help but buy more from you." – Anonymous
"It's not about having more resources, it's about being more resourceful." – Tony Robbins
I told Michael later,
"I used to think the only way to grow was to sell more units. Now I see it's about selling smarter. I wish I had learned this years ago."
And that, I told him, is why conversations like these are priceless, they can save you years of trial and error.
In the next chapter, I'll share how Michael taught us the power of creating multiple income streams so a business doesn't rely on just one source of cash flow, a lesson that completely reshaped my thinking about stability and long-term wealth.