Ways Small Businesses in South Africa can Increase Their Revenue

By Sicebise Msengana

Here are practical, South Africa–specific ways small businesses can increase revenue, focusing on actions that work in the current economic environment:

💰 1. Increase Revenue from Existing Customers (Fastest Wins)

✅ Upselling & Cross-selling

Offer bundles (e.g. service + maintenance, product + delivery)

Introduce premium versions or add-ons

Example: A salon offers monthly packages instead of single visits.

✅ Customer Retention

Loyalty discounts, referral rewards, WhatsApp follow-ups

It’s cheaper to keep customers than find new ones

📈 2. Expand Sales Channels

🛒 Go Digital (Low Cost, High Reach)

Use WhatsApp Business, Facebook, Instagram, TikTok

List products on Takealot, Makro Marketplace, Mr D, Uber Eats

Accept SnapScan, Yoco, PayFast to reduce friction

🌍 Sell Beyond Your Area

Use courier services (Pargo, Courier Guy)

Offer nationwide delivery

🎯 3. Price Smartly (Not Just Cheaper)

🔍 Review Pricing Regularly

Adjust prices for inflation and load-shedding costs

Use tiered pricing (basic, standard, premium)

💡 Value-Based Pricing

Charge based on outcomes, not hours

Example: Marketing services priced per campaign, not per hour

🧠 4. Improve Marketing That Converts

📣 Local Marketing

Google Business Profile (very important)

Encourage Google reviews

Partner with nearby businesses

📱 Social Media That Sells

Show behind-the-scenes, customer testimonials

Run small, targeted ads (R50–R100/day)

⚙️ 5. Reduce Costs to Grow Net Revenue

Revenue growth isn’t just sales—profit matters:

Negotiate supplier terms

Buy in bulk with other small businesses

Track expenses weekly

🏭 6. Add New Revenue Streams

🔄 Diversify

Services → training, consulting, digital products

Products → subscriptions or refills

Example: A catering business adds frozen meals for retail.

🧾 7. Use Government & Private Support

🇿🇦 SA-Specific Opportunities

SEDA: free business support & training

SEFA / IDC: funding and growth capital

DTIC incentives (manufacturing, export support)

Many businesses miss revenue opportunities because they don’t access these.

🔌 8. Plan Around Load Shedding

Offer daytime specials

Invest in shared solar/inverters if possible

Shift online services to low-power tools

📌 Simple Weekly Revenue Checklist

✔ Track top 5 selling products

✔ Ask every customer for a referral

✔ Post online at least 3x per week

✔ Review pricing monthly

✔ Look for one new sales channel

🔑 Bottom Line

Small businesses in South Africa increase revenue by:

Selling more to existing customers, expanding digital reach, pricing for value, and adding new income streams—while controlling costs.