FBC – 130 – How Much Money Are YOU Living On The Table?

How Much Money Are YOU Living On The Table?

Today we are going to talk about the potential tens of thousands you could be living on the table if you don't understand this crucial concept.
How much is a client worth to your business? The answer WILL surprise you.

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So today I wanted to talk to you about something that only a few people understand and a lot of people are sadly mistaken about. We're going to talk about the value of a client. How much is a client worth to you?

So I’ll start with a story. I was supposed to meet a friend of mine, a restaurant and I was in charge of picking the restaurant. We get to the restaurant and surprisingly enough, the service is bad. You get there, they don't even say hi. You call the waiter, he looks at you from like, head to toes and doesn't show up and stuff. It was horrible, man. And to be honest, I've never been to prison, but I'm pretty sure that the prison cafeteria is more hospitable than this this place was.

So we're ready to leave the place and we ended up talking to the manager and basically told the manager, dude, we're not coming back. And so the manager answered “who cares? Don't come back. Who cares? You only spent 50 euros”. So that's the answer that the manager gave us. So I don't know what you think about it. So does it make sense to you when he said it doesn't matter? You only spend 50 bucks. All right.

How Much Money Are YOU Living On The Table?

So that's the thing I want to talk to you about. Because, you know, after you hear this, what is the actual value of the client? All right. So for this person, we were worth 50 bucks. OK.

And my conception of things is different. I think that this manager had a very short sighted approach with business and how detrimental it is for his business, because he's not calculating the value of a client like you should calculate it. OK, so. Here's the thing, you shouldn't care about your client only based on the value of how much they ordered. Because if you do this, then you're going to disregard some clients and you don't see the ramifications of what you're doing.

Let me take the example of a restaurant where people care about you. So let's take you go through this. This absolutely awesome restaurant. So we have to eat together. And obviously, I'm in charge of finding the restaurant. And after days or weeks of research, like intense research and, you know, powerful algorithm and stuff, I come up with a restaurant. OK.

So we go to this restaurant together. And the waiters, the managers and everybody cares. They care about you. You feel you feel like you're treated like a king. You get there. People have nice manners. They say hi. They smile and everything. You know, you have good service. They joke. Now you leave a tip and stuff. Right. So here's the thing. If you go to a restaurant where you're treated like a king, what do you do? You will come back!

What do people do when they go out to eat? Do they usually go by themselves? No, they don't. Right. They will come with someone else. So this client who spent, you know, 50 bucks or 100 bucks or whatever, next time they come, they're going to come with a date, a friend or a family or a family member. All right. And the next thing you know, there, they're two people.

And these two people, they may spend another let's say two hundred bucks this time. So now I’m worth three hundred bucks. OK. Because first time I spent one hundred second time my network, we came back and we spent two hundred. All right. So let's say afterwards I have a date my friend. I have a date with this really beautiful woman and I decide to take her for the time of her life. All right. So I take her to that restaurant. All right.

So what do I do? I'll go on tray with the desserts. We may get some champagne and I might buy some flowers from the do the selling flowers inside a restaurant. I will go all out, my friend. I'll be like, yeah, baby, you get what you want. Bam! And then I’ll leave a review and I’ll tell all my friends and family, and they will tell theirs, and so on.

So here's the thing. At the end of the day, you can see the numbers stacking up. And this is the true value of the client. Don't be short sighted!!!

Frequently Asked Questions

What does leaving money on the table mean in business?

It refers to revenue you could capture but do not, because of underpricing, missing upsells, weak follow-up, or limited offers. Most small businesses leave 20 to 40 percent of possible revenue on the table by stopping at the first yes instead of expanding the transaction size.

How do you find out if you are undercharging for your services?

Run three checks: 1) how often do prospects say yes without hesitation (over 80 percent means too cheap), 2) what is your hourly equivalent after delivery costs, 3) what do top 10 percent competitors charge. If you are below market and closing every deal, raise your prices by 25 percent and watch.

What are the most common ways small businesses leave money on the table?

Five patterns dominate: no order-bump at checkout, no upsell after the first sale, no recurring billing option, no re-engagement of past customers, and no documented referral ask. Each one alone can add 10 to 30 percent revenue without finding a single new lead.

How quickly can you fix the money you are leaving on the table?

Most leaks close within 30 days. Adding a one-click upsell takes a few hours and lifts average order value by 15 to 35 percent immediately. Setting up a 5-email follow-up sequence to past buyers takes one weekend and typically recovers 8 to 12 percent of dormant revenue.

About the Author

Martin Ebongue is the founder of martinebongue.com, an online business and lifestyle design blog focused on helping aspiring entrepreneurs build location-independent businesses. Since 2014, he has been creating and scaling online ventures across multiple niches, from digital products and affiliate marketing to SaaS and content platforms, while traveling the world. He shares the real-world strategies, tools, and systems that work, with a particular focus on AI-powered automation for solopreneurs. Follow him on YouTube, X (Twitter), and Instagram.

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