About this episode

Sales can feel exciting, but sales alone do not keep a business healthy. Profit is what remains after costs, time, effort and resources are taken into account. If we want a stronger business, we need to understand what makes profit and what quietly drains it away.

In this episode, we share seven tips to increase your profits. We look at profit mindset, why profit matters more than sales value, how to understand and manage costs, how to identify profitable products and customers, why digital accounting systems help, and why cash flow planning supports profit improvement.

What you’ll learn in this episode

Why a positive relationship with profit matters.
Why profit is more important than sales value alone.
How to understand what your business costs.
Why managing costs improves profit.
How to identify which products, services and customers make profit.
Why digital accounting systems give better financial insight.
How planning cash flow supports better profit decisions.

Why profit matters more than sales

The first step is to have a positive relationship with profit. For some business owners, profit can feel uncomfortable or even vulgar. However, profit is not something to apologise for. Profit helps the business survive, grow, reward people fairly, invest, and make a bigger impact.

Profit is not the same as sales. Sales show the value of what we sell. Profit shows what is left after the cost of delivering those sales has been taken into account.

That is why a high-value sale is not always the best sale. A smaller sale with lower cost, less time and better margin may generate more profit than a larger sale that absorbs too much energy. For a deeper foundation, our episode on What Is Profit? Gross Profit and Net Profit Explained is a useful starting point.

Tip 1: Build a positive profit mindset

Profit should be one of the main goals in business. We may want control, independence, impact, flexibility, or the ability to help more people. However, without profit, those goals become harder to sustain.

A positive profit mindset means seeing profit as a business friend. It helps us keep the lights on, support our team, serve customers, improve systems, and build a business that lasts.

When profit becomes part of our focus, we stop treating numbers as an afterthought. We start using them as a guide.

Tip 2: Focus on profit, not just sales value

It is easy to be impressed by the biggest sale. However, the biggest sale is not always the most profitable one.

We need to look at the time, cost, effort and resources needed to deliver each product or service. A £1,000 sale may look better than a £100 sale, but if the larger sale takes far more time and cost to deliver, the smaller sale may create better profit.

Profit should guide what we promote, price, sell, and improve. Sales matter, but profit tells us whether those sales are actually working for the business.

Tip 3: Know your costs

We cannot improve profit if we do not know what things cost. That includes direct product costs, staff time, freelancers, marketing, software, website costs, delivery costs, production costs, overheads, and everything else needed to run the business.

Knowing costs helps us understand whether prices are realistic, whether customers are profitable, and whether certain products or services are worth continuing.

A business that does not know its costs is guessing. A business that understands its costs can make better decisions.

Tip 4: Manage your costs

Knowing costs is only the beginning. We also need to manage them.

Cost management means reviewing what we spend, checking whether we are getting value, comparing suppliers where sensible, and asking whether certain costs still support the business. It does not mean cutting everything. It means spending with purpose.

For example, marketing costs may be essential, but we still need to know whether they support profitable work. Staff and freelancer costs may be necessary, but we still need to understand how they affect margins.

Tip 5: Understand what makes profit

Most businesses sell more than one product or service, and not all of them make the same level of profit. Some customers may also be more profitable than others.

We need to understand which products, services and customers contribute most to profit. A supermarket does not treat every product in the same way, because different products attract different customers, margins and buying behaviour. The same thinking applies to smaller businesses.

This is where a deeper profitability review helps. Our episode on Conducting a Profitability Analysis explains how to look more closely at where profit is really coming from.

Tip 6: Get closer to your numbers with digital systems

Up-to-date numbers help us make better choices. If we rely on old information, paper records, or spreadsheets that are not connected to the business, we may miss what is happening now.

A digital accounting system can help capture sales, costs, receipts, invoices and bank information more quickly. It gives us a clearer view of what we are selling, what we are spending, and what profit may be available.

The point is not technology for its own sake. The point is better visibility, less wasted time, and more reliable information for decision-making.

Tip 7: Build a cash flow plan

Profit and cash are connected, but they are not the same. A business may make profit on paper but still run into cash pressure if money comes in too slowly or costs need paying too quickly.

That is why profit improvement should be supported by a cash flow plan. We need to know whether the business can afford growth, investment, marketing, stock, staff, systems, and future commitments.

A cash flow plan helps us see what may happen before it happens. It gives us time to adjust prices, costs, sales activity, payment terms and spending decisions.

Practical profit improvement steps

Review your relationship with profit and treat it as a business priority.
Compare products and services by profit, not sales value alone.
List the costs needed to deliver each product or service.
Review overheads, subscriptions, suppliers and staff time.
Identify which customers and products generate the best profit.
Use a digital accounting system to keep numbers up to date.
Prepare a cash flow plan before making major growth decisions.
Use your numbers regularly, not only when tax or accounts are due.

Related episodes

Key takeaway

Profit does not improve by accident. We need to understand what profit means, where it comes from, what costs support it, and what decisions may reduce it.

The seven tips in this episode give us a practical starting point: build a better profit mindset, focus on profit over sales, know and manage costs, understand profitable products and customers, use digital systems, and support decisions with cash flow planning.

If profit, costs, or cash flow feel unclear, visit ihatenumbers.co.uk or listen to the related episodes above to build more confidence with your numbers.

Plan it, Do it, Profit.

“Sales can look impressive, but profit tells us whether the business is really working.”

Share this episode: Listen on Apple Podcasts

🎧 Enjoyed this episode? Subscribe and leave a review on Apple Podcasts — it helps more business owners understand profit, finance, and their numbers.

Episode Timecodes

00:00 – Seven tips to increase profits in your business
00:59 – Why a positive relationship with profit matters
01:15 – Profit is not the same as sales value
01:58 – Why profit should be the focus
03:20 – Knowing your business costs
04:13 – Managing and reducing costs sensibly
04:41 – Understanding what makes profit
06:42 – Getting closer to your numbers
07:04 – Using digital accounting systems
08:52 – Building a cash flow plan

About the Podcast

The I Hate Numbers podcast helps business owners understand accounting, tax, finance, profit, cash flow, and business planning in a practical way. We simplify financial topics so you can make better decisions and feel more confident with your numbers.

You can also watch more practical finance and tax support on the I Hate Numbers YouTube channel, or listen and follow on Apple Podcasts.

Further Support

📘 Book
https://www.ihatenumbers.co.uk/i-hate-numbers-book/

🎧 Podcast
https://www.ihatenumbers.co.uk/simplifying-accounting-and-tax-i-hate-numbers-podcast/

🌐 Website
https://www.ihatenumbers.co.uk

Seven Tips to Increase Your Profits: Costs, Customers and Cash Flow