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 on benefit of back-end selling. Its simplest meaning is…. SELLING you do AFTER first sale. Your profits come mainly from repeat business rather than from initial (first order) sale of your service or product.
Your greatest COST (accumulated expenses) is in 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? All time this customer was NOT buying from you there was still overhead to pay.
Obviously, some high-ticket items can absorb cost and still be profitable. You only need one sale from a customer. However, we could probably agree that most items that we sell or buy are of a more moderate $$$ value. Meaning profit return comes from repeat customer.
Have you ever known a razor company to give away razor? Why? The profit is in blades! It’s happening today on 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 because profit is in supplies. This is known as "back-end" selling.
You have challenge to find your "back-end"! How can you make more sales to same customer? Sell more of 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" to same customer. Your best source of new or continuing revenue.