Back End Selling . . . .

Written by Don Monteith

There are other names given to "back-end"selling. You may think of it as follow through… or maybe VALUE added. All are good terms. Let’s see how you can profit from this idea.

For our purpose today… let’s just FOCUS onrepparttar benefit of back-end selling. Its simplest meaning is….repparttar 127492 SELLING you do AFTERrepparttar 127493 first sale. Your profits come mainly from repeat business rather than fromrepparttar 127494 initial (first order) sale of your service or product.

Your greatest COST (accumulated expenses) is inrepparttar 127495 FIRST sale. Not always, I know! Let’s just believe it will be in most cases. How long did you have to work before that first sale? Did it take you five minutes or five years? Allrepparttar 127496 time this customer was NOT buying from you there was stillrepparttar 127497 overhead to pay.

Obviously, some high-ticket items can absorbrepparttar 127498 cost and still be profitable. You only needrepparttar 127499 one sale from a customer. However, we could probably agree that most items that we sell or buy are of a more moderate $$$ value. Meaningrepparttar 127500 profit return comes fromrepparttar 127501 repeat customer.

Have you ever known a razor company to give awayrepparttar 127502 razor? Why? The profit is inrepparttar 127503 blades! It’s happening today onrepparttar 127504 Internet. Computers are getting cheaper and cheaper. Even free when you sign up for a service. Sometimes a company will giveaway or "loan" a machine to a customer becauserepparttar 127505 profit is inrepparttar 127506 supplies. This is known as "back-end" selling.

You haverepparttar 127507 challenge to find your "back-end"! How can you make more sales torepparttar 127508 same customer? Sell more ofrepparttar 127509 same product? Service? Can you offer an add-on? Related items? It can even be something entirely different. Put another way, just keep selling "something" torepparttar 127510 same customer. Your best source of new or continuing revenue.

Give Them More Than a Sales Pitch

Written by Ron Sathoff

If you're like me, you probably get a massive number of email offers each day. Because of this great growth inrepparttar volume of email, you'll need to find some way to distinguish your email sales message from those ofrepparttar 127491 competition. In order to make your sales letter stand out from allrepparttar 127492 rest, you have to find a way to offer your customers something a little "extra."

The best way to do this is to offer your customers some sort of information that they can use. This information should be related to your product or service, but shouldn't be directly connected to it. For instance, if you are marketing a piece of accounting software, you might want to offer your customers some useful tax tips or money-saving advice.

You could also offer your customers some form of entertainment: amusing stories, "news ofrepparttar 127493 weird," interesting trivia, or just a good joke (of course, I'd keep it clean!). Any of these will capture your audience's attention and get them to read your message. Once you have their attention, it will be much easier to get them to read about your offer.

You might even be able to turn a series of sales letters into a "lesson plan" or "mini course" for your clients -- most customers won't mind reading a sales pitch atrepparttar 127494 end of each of these messages, as long as they are getting something out ofrepparttar 127495 messages -- and as long as they aren't paying to getrepparttar 127496 information!

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