08/07/2026
More sales ≠ more profit.
Focus on what actually makes you money, not just what sells the most.
For instance, one of my clients sells a product that comes in 4 different scents. One has a COGS that’s 28% higher than the others. So every time they get a sale for that one, they’re bummed.
Their customers order it, and they like it, but they would likely just move to a different scent if that one wasn’t there. So the plan is… Turn the low margin scent into a seasonal offering, making it a special thing that’s only occasionally available (and a good ‘scarcity’ marketing trigger) and focus on your core sales coming from the higher margin products. Boom. More money just hit your bank account and you didn’t even work harder. 😉
This is a lesson I’ve personally had to learn over and over again with different businesses! It’s something I work on with my clients and we have a process to figure out how to turn high margin items into best sellers.
If you’re curious about how that works, shoot me a DM or an email at [email protected].
xo - Jane
