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Home::All

Back-End Offers - Make Real Profits

Author : Robert Boduch

Often the real profits lie in back-end sales.

Once you have a customer, you simply offer additional products,
add-ons, upgrades, a super-deluxe version of the original
product purchase with all the bells and whistles. The customer
is already "sold" on the product or service, based on your sales
material or presentation.

The back-end offer should supply the answer to "what's next?" It
should be related in some way to the original product, and the
most successful back-end products are higher-priced accessories
that makes it easier of better for the buyer than simply having
the original.

A back end product should further enhance the product that the
buyer intended to purchase. Whatever the original product does,
a good back-end product will make it faster, better, more
detailed, more complete or easier to use and benefit from - in
essence it is far more helpful to the prospect in satisfying his
wants, than is the original, more basic product.

Keys to Success

The success of back-end products can be attributed to having a
captive, highly targeted audience who is definitely interested
in achieving a specific result or solving a specific problem.
The add-on product makes it easier to solve the prospect's
problem, quickly.

Another factor is to further sell the customer while he is still
in the buying mode and while he is feeling good about solving a
problem or moving closer towards a goal.

Examples

To come with examples of back-end products simply ask "What
product or service could I also offer that would be a natural
match for what my customer is buying now? A self-publisher could
offer a booklet on a specific topic. As a back-end, he could
offer the same topic covered in greater detail and presented in
a multi-media format complete with audio cassettes, videos,
manual and CD.

Opportunities for back-end or additional add-on products are
easy to find. A shoe store can offer shoe buying customers,
laces, polish, protectants or, other accessories, based on the
type of shoe sold. Ever visit a theatre to watch a movie and not
order popcorn, chips, soft drink, or some other refreshment?
Those items are all back-end products. First you bought your
tickets, then you went to the snack bar.

My local video store now offers "tape protection" as an extra
option. It's basically insurance against returning a damaged
video. Since most videos rented out these days are new releases,
tapes being returned in damaged condition are a rarity. Yet,
many people gladly pay the extra twenty-five cents to "feel"
secure. A clever new profit center for the video-rental industry.

How?

Always be mindful of products, services or ideas that your
customers will willingly pay for. Anything that can make it
easier or hassle-free for the customer, could be a good
candidate as an add-on product. Convenience is a wonderful thing
and many will willingly pay you for it.

More Resources at www.makeyoursalessoar.com

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