If you think selling is a skill, then you’re absolutely right. One of the keys to sustaining a thriving business is selling to your existing customers. These are your most loyal fans and developing the skill of selling is most valuable.
If you’re in business, then you are a marketer first and foremost. Your loyal customers know, trust, and like you so marketing to them with backend sales techniques can come into play, but from a different angle than front-end sales.
Here are some things you can do to ensure your success of backend sales to earn extra cash:
Key Factor: Have An Irresistable Front-end Product
This is the most important technique in this process. Your first product has to be quality. No question about it.
Let’s say someone buys a $40 product from you and the quality is crappy and not up to par, the chance of them purchasing a $297 product from you is slim to none.
Now if they spend their $40 on a high quality product from you, most likely they would be more than willing to spend $297 on a future product or upsell.
The most important thing you can do to earn extra cash in your business, is provide value to your customers. This will pay off big time in the long run, especially with your back-end sales.
Here’s what the advanced marketers do….Sell a second product after the purchase of one product. If you want to make money online, this is the most effective technique to date.
Think about going into a retail store and the sales clerk helps you find a top or shirt. More than likely, she’s going to suggest a skirt or some jeans to go with it. The same thing goes for restaurants. Doesn’t the waitress always ask if you want dessert after your meal? As you can see, this is a successful technique that businesses have been using for years.
This is all about mindset. When someone decides to buy something, they’ve switched into “buying mode.” They’re much more likely to buy something else at that moment than any other. This is why taking advantage of that moment is essential and can be done with the “Thank You” page technique. After the first purchase is made, redirect them to a thank you page with your next product. It’s just that simple.
The Checkout Process
Here’s another common technique. You can sell other related products during the checkout process. It’s a little more riskier than selling on the “Thank You” page, as you risk alienating some buyers by trying to sell them more products before they can purchase what they wanted to purchase.
With that being said, the gains from using this technique often offset the risk. Just like everything else, you have to test it to see what results are.
If you’ve ever bought domain names from GoDaddy, you’ll know just how this feels. Before you checkout, they’ll try to sell you all kinds of products, but it’s still fairly easy to checkout and buy a domain with them.
The Infamous Email Marketing
We love email marketing don’t we. It’s the ultimate back-end selling technique. If you can’t make the sale today, you can make it tomorrow – Or next week, next month or even next year. It can be done over and over again and that’s the beauty of it.
If you have your customer’s email, aim to build a relationship with them by sending them useful emails a.k.a value, that they’ll actually want to read.
Keep doing this and over time they’ll come to trust you. Once you have their trust, all you need is great copywriting that gets them excited about a product to make a sale. Simple yet good stuff.
These back-end sales techniques are used by company giants like Amazon to small online businesses and have been really successful. Apply these techniques to your own business and you’ll see just how effective they are to your bank account.
Cheryl J. Moses is the founder of Online Marketing ROI and New Eminence.