The fastest way for small businesses to grow? expand their sales channels
Most small businesses hit a growth ceiling for one simple reason: They’re selling in the same place, in the same way, to the same customers.
When we analyse under-performing businesses across Australia, one pattern appears again and again, over-reliance on a single sales channel.
- One website.
- One store.
- One platform.
- One source of leads.
The top 20% don’t operate like that. They build multiple ways to reach customers and treat sales channels like a portfolio — not a single bet.
Expanding sales channels works because it does three things immediately:
- Reaches more customers
Whether it’s Amazon, Instagram, TikTok Shop, or partnering with a retailer, more platforms mean more exposure. - Makes buying easier
Customers buy where it’s convenient. If you’re not in the channel they prefer, you simply don’t exist. - Stabilises revenue
One channel is risky. Two or three channels create resilience and smoother cashflow.
But here’s the part business owners often miss: Expanding sales channels is an accountant-led advisory conversation.
Accountants can help clients:
- Identify the most profitable sales channels
- Model ROI on new channel opportunities
- Fix pricing, inventory, and margin issues before scaling
- Integrate systems so multi-channel doesn’t become multi-chaos
- Build a sales mix that supports long-term goals
When you bring this level of insight into your client meetings, you’re not just doing tax, you’re guiding strategic growth.
The economy is shifting. Customer behaviour is shifting. Sales channels are evolving faster than ever. The accountants who help clients expand intelligently will lead the next decade of business advisory.