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.

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 of 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.