Identifying customers primed for premium offers is crucial for sustainable growth. It’s far more cost-effective to increase revenue from existing clients than constantly chasing new ones. But how do you know who’s ready to spend more? It’s not about blanket promotions; it’s about recognising behavioural cues and leveraging data to make informed decisions. We see many Australian SMEs miss out on significant revenue by not systematically identifying these opportunities.

Here are a few key indicators to analyse. Firstly, look at purchase frequency. Customers who regularly buy from you, especially at shorter intervals, demonstrate strong engagement and are more likely to be receptive to higher-value options. Secondly, consider average order value (AOV). Those consistently spending close to the threshold for your premium offerings are signalling their willingness to invest. Don’t just look at the total spend, but the *pattern* of spending.

• Product Usage: Are they utilising all the features of their current product or service? Limited usage suggests they might benefit from a premium version offering more functionality.
• Support Interactions: Customers frequently contacting support with complex questions or requests often need the advanced features or dedicated assistance found in premium packages.
• Engagement with Content: Track email open rates, website visits, and social media interactions. High engagement indicates a strong relationship and interest in your brand.

Beyond these behaviours, segmentation is vital. We recommend using a Recency, Frequency, Monetary Value (RFM) model. This helps categorise customers based on their recent purchases, how often they buy, and how much they spend. Those scoring highly across all three dimensions are prime candidates for upselling. Remember to personalise your approach. A generic offer won’t resonate as strongly as one tailored to their specific needs and past behaviour.

Finally, don’t underestimate the power of feedback. Actively solicit reviews and conduct customer satisfaction surveys. Pay attention to suggestions for improvement – these often reveal unmet needs that a premium offering could address. By consistently monitoring these signals, you’ll be well-positioned to identify and convert customers ready for a more substantial investment, driving revenue growth into 2026 and beyond. Your next step should be to audit your customer data and implement a simple RFM scoring system.