The Thought of Increase: Wattles’ Timeless Lesson for Business Growth

“Be sure of this, and convey assurance of the fact to every man, woman, and child with whom you come in contact. No matter how small the transaction, even if it be only the selling of a stick of candy to a little child, put into it the thought of increase, and make sure that the customer is impressed with the thought.” – Wallace Wattles, “The Science of Getting Rich.”

Every business rises or falls on one simple principle: how people feel after they interact with you. Wallace Wattles reminds us that true success lies in the thought of increase, making sure every customer, client, or partner walks away feeling they’ve gained more than they gave. Even in the smallest exchange, like selling a stick of candy, you have the chance to impress growth, value, and abundance. In today’s competitive marketplace, this timeless idea is the secret ingredient behind the most trusted and successful brands.

Why Wattles’ Wisdom Still Matters Today

More than 100 years after The Science of Getting Rich was written, the marketplace has only become more crowded. Customers have endless options at their fingertips, and yet they gravitate toward businesses that consistently make them feel valued and uplifted.

It’s not just about the product. People may forget the details of the transaction, but they always remember how they felt.

Value compounds. When you focus on giving more than expected in every interaction, loyalty and referrals grow naturally. Reputation is built transaction by transaction. Wattles’ wisdom applies just as much to multi-million-dollar deals as to small, everyday exchanges. Embedding the thought of increase in your business creates customers who return, refer, and become lifelong advocates.

Practical Action Steps for Entrepreneurs and Startups

1. Deliver More Than Promised: Look for small ways to exceed expectations. This could be faster service, a personal thank-you note, or adding unexpected value to your product or offer.
2. Shift From Selling to Serving: Every interaction should leave the customer better off. Frame sales conversations around solving problems and creating growth, not just making a transaction.
3. Infuse Energy of Increase in Communication: Whether through email, social media, or face-to-face conversations, communicate optimism, growth, and confidence. People feel the energy behind your words.
4. Build a Culture of Increase in Your Team: Train employees to treat every customer, big or small, as important. When the whole team carries this mindset, your brand becomes synonymous with trust and value.
5. Turn Small Transactions Into Big Impressions: Don’t overlook the small moments. That “stick of candy” moment might be a first-time customer deciding whether to trust you. Make it count.

Wattles’ principle is timeless: when you focus on leaving every person with the thought of increase, you plant seeds of loyalty, trust, and long-term success. In business, this means replacing short-term, transactional thinking with a commitment to delivering growth and value in every interaction. The size of the sale doesn’t matter. What matters is whether the person leaves feeling richer, emotionally, mentally, or materially, because they did business with you.