3 Secrets to Scaling Your Small Business to 9 Figures

KiwiCo, a children’s education brand, made headlines after expanding its presence to major retailers like Target and Barnes & Noble. Launched online in 2011, KiwiCo has since grown into a nine-figure business—an impressive achievement.

When you’re running a small business, hitting that elusive 9-figure revenue mark can feel like a distant dream. It’s a number that seems reserved for Silicon Valley startups or big, established corporations, right?  

But here’s the thing: every large company you see today started out small. They didn’t have a secret sauce from the get-go, but they did certain things right along the way.

Scaling your small business to the 9-figure mark isn’t just about getting more customers or doing more of what you already do. It’s about thinking strategically, making smart decisions, and implementing systems that can grow with you.

So, if you’re looking for some tried-and-true tips to help guide your business to that next level, you’re in the right place. Here are some secrets that can help you scale your small business to 9 figures. 

#1 Go After a Growing Market

Don’t stick to stagnant industries. That won’t help you hit 9 figures. Embrace uncertainty and focus on a market that’s expanding because a rising tide lifts all boats. 

When you’re in a growing market, new customers are constantly entering the space. That means more opportunities for you to grab market share and more room to experiment and innovate without the fear of being left behind.

Take, for example, the Middle East market. It’s on track to becoming the world’s fastest-growing market, writes ExchangeWire. The market is set to reach $2 billion by the end of 2024. 

The Middle East is an area with rapid technical advancement, comments John Pan, VP of International Sales. Hence, Airgain, a leading provider of wireless connectivity solutions, capitalized on this booming market and announced its expansion to the region. 

Airgain partnered with Waseela, a prominent master systems integrator that provides innovative ICT solutions throughout the region. 

Like Airgain, pursue a market that has growth potential. Don’t try to force your way into an industry just because it’s hot. Make sure it makes sense for you and your brand. 

#2 Give Customers a Localized Experience

The saying “meet people where they are at” applies here. That is to say, tailor your approach so that they feel like your business understands their specific needs, culture, and preferences. 

Consider collaborating with retail partners. That can lead to immediate visibility and credibility since consumers trust familiar stores more than a new, unknown brand.

In 2021, for instance, LEGO collaborated with Target just in time for the holidays. LEGO x Target collection included plush toys, apparel for kids and adults, wrapping paper, kitchenware, home decor, and items for pets.  

In addition, make sure you adapt your website to reflect local preferences and language. A well-designed website for small business can serve as a powerful tool to connect with customers.

If you plan to expand internationally, launching a website specific to that country can help establish a stronger connection. For that, leverage the help of a web designer company that specializes in creating localized experiences. 

They will create a site in the language of your choice and integrate a language switcher into your navigation menu, explains WBC Designs. They will ensure your website meets the cultural nuances and preferences of each market, ultimately enhancing customer engagement and loyalty.

Last year, DUNLOP and Sumitomo Rubber Industries launched a global website that combined its golf and racquet sports businesses. They improved user experience and customer engagement by unifying their brand online while still catering to various markets. 

#3 Master Your Marketing

Relying on organic growth alone won’t help you hit 9 figures. You need to have a well-oiled marketing machine. 

Don’t put all your eggs in one basket, though. That is to say, you must not rely on SEO or Facebook ads alone. Your marketing should be omnichannel. Social media, email campaigns, content marketing, and paid ads all play a role.

According to Worldmetrics.org, 91% of consumers prefer brands offering omnichannel experiences. Moreover, omnichannel marketing increases engagement by 18.96% compared to single-channel marketing. 

Animals Matter, a pet product business co-founded by Scott and Nancy Avera, is an excellent example of omnichannel marketing. 

After years of selling its products to retailers through catalogs, the founders set up a website. Then, they established a presence on Facebook, Instagram, YouTube, and Pinterest. They also started engaging in email marketing and utilized Google Ads and Shopping. 

This strategic pivot yielded impressive results. The brand noticed a 45% year-over-year uptick in sales, a 36% boost in conversions, and a 75% return on ad spend for branded Google Ads. 

Don’t just show up everywhere, however; show up in a way that resonates with your audience. Your messaging needs to be clear and consistent across all channels so people know exactly who you are and what you offer.

Also, track what’s working and double down on those tactics. If Facebook ads are crushing it, great—scale them. If your blog is driving traffic, create more high-value content. Keep refining your approach to connect deeply with your audience. 

Reaching 9 figures is no easy feat. But it’s absolutely possible if you’re armed with the right strategies. 

Just don’t rush things. Scaling too fast can be just as dangerous as not scaling at all. You don’t want to bite off more than you can chew. Stay consistent, smart, and, most importantly, patient. Scaling takes time, but the payoff? Totally worth it!