Wednesday, April 12, 2006

Back End Selling

You must put in a great deal of effort to get customers to even look at your products. You design killer web pages, work hard for high search engine rankings (or pay for them), submit classified ads, send out a newsletter, etc. but still do not manage to sell enough to make the effort worthwhile. This is where the concept of back-end sales shines.

Most successful marketers succeed because they insert back-end selling into their marketing efforts. Back-end sales are made by offering to sell other solutions (products or services) to your existing customers after they have purchased an initial solution (product).

It is always easier to sell products or services to your existing customers because you have developed a relationship with them when you sold your first product or service to them. You did send them an email thanking them for their business and reinforcing your guarantee, didn’t you? You will find it less expensive to sell to old customers as compared to selling to new customers.

Your conversion ratio will be dramatically higher with existing customers. Every time you offer to sell back-end products or services to existing customers, you are building a lifelong relationship. You should continually bring out new back-end products or services to sell to existing customers.

Read the entire article The Great Ideazine