When doing business, Online, making the
initial sale is just the
beginning of your new merchant/customer relationship ...
O.K., so you've attracted the interest of a prospect, they decide
they like what you're offering, and they purchase.
GREAT!
That's it ... right?
You've made the sale ... desired result ... end of story ...
Wrong.
By purchasing from you, the new customer has now qualified
themselves as not only someone that is interested in what you
have to offer ... they've actually purchased.
This puts them on a special list of contacts that deserve extra
special attention, as it's easier to sell to an existing customer,
than qualify a new one from scratch.
Which is why you should strike while the iron is hot ... by
including 'backends' (products and services that relate to,
compliment, or are in other ways associated with the original
offer).
Where to include 'backends':
- In subsequent follow up (you did remember to save the
customer contact info for future follow up ... didn't you?), such
as special offers, tutorials, courses, announcements, updates,
etc.
- On your product/service ... or newsletter 'thank you' page, or
in the welcome email.
- In the 'readme' file of a zipped, product download.
- Interwoven into the sales copy, and even the product itself,
if possible (ebook, course, etc.).
You may even include a free trial as a bonus ... that turns into a
backend if the customer decides to keep it.
Examples of backend products or services:
- Hosting service, when selling a site design course (or vice versa).
- List building course/service, when selling a 'start a newsletter'
course (list management software/services is another backend
possibility).
Of course, these are just a couple of examples ... any
product/service offering, regardless of the niche it relates to,
has associated backends you can tie in for additional profits.
So make sure to include backends ... because multiple sale
opportunities are a terrible thing to waste ... ;)
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Mike Merz is a well known Internet Marketing expert, specializing in
Online newbie campaign start ups, and is the owner of ...
Internet Marketing For Newbies -
http://www.im4newbies.com
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