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10 TIPS FOR EXPLODING YOUR BACKEND PROFITS

By Joe Beaven

© Joe Beaven - All Rights Reserved
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So what exactly is backend selling? OK. Here’s an example: Say
you’re selling an ebook about how to make money marketing with
autoresponders (a very lucrative idea). Some lucky person buys
your ebook for $19.95.

Not bad! There are no postage and packaging costs and the ebook
was downloaded instantly. That’s 100% profit and $19.95 straight
in the bank. Right?...

But wait a minute. It costs you $8 to find a paying customer
through advertising, so that’s your profits down straight away.
Plus you have to take into account your monthly fees: hosting,
autoresponders, ISP fees and the like.

On average, after everything’s accounted for, you might make $7
per sale. You’re going to have to make a lot of sales…

That’s where your backend can come to the rescue. What if you
were also selling e-mail management software. The kind that will
send autoresponder messages, deliver your newsletter,
automatically post to newsgroups…that kind of thing? (Something
like Mailloop: http://www.businessexpander.com/mailloop.htm).

And what if you sent an e-mail to everyone who bought your ebook
telling them all about this great piece of software with a link
at the bottom?

Before you were selling 20 ebooks a week. At a profit of $7
each, that’s $140. Not bad, but it’s hardly a living wage is it?
Now though, 1 in 5 of your customers is purchasing your e-mail
management software at $50 a pop…

And these sales are for free. You’ve already paid the
advertising costs in finding the original ebook buyers and
taken your overheads off these sales as well. You’re weekly
profit just shot up to $340. Now we’re talking.

So you see, how well you work your backend sales can easily make
or break your business.

Now for those top tips you’ve been promised:

1. The best place for your backend sale is right after your
customer has bought your product. This is also known as an
upsell. Simply place your complimentary product on the thank you
page of what you just sold. In the example above, the Thank You
page might read something like:

Thank you for purchasing ‘Double Your Sales with Autoresponder
Messages’.

You may be interested to learn that we also have for sale mail
management software that will allow you to send autoresponse
messages and deliver newsletters straight from your computer.
It’s called ‘Super Mail Manager Pro and is available from
www.yourURL.com

2. Another great time to include a backend offer is along with
the product delivery. With a downloadable product, payment and
delivery may happen together, so this might not be possible. But
with a product you are shipping, such as a set of audio
marketing CDs, it would be simple to slip in a flyer or
catalogue detailing your other products.

3. Send a Thank You letter. After the sale, send an e-mail to
your customer’s inbox thanking them for making the purchase.
This doesn’t have to be straight after the sale. It could be a
week later, asking them how they’re getting on with the product
and if there are any problems.

They’ll be impressed by your courtesy, as well as any extra
offers you may wish to include. For offline products, a snail
mail letter will work just as well if not better.

4. Don’t have any suitable backend products to promote? Promote
an affiliate product. There are loads of products to choose from
in numerous categories at http://www.associateprograms.com.
You’re bound to find something that goes with your product and
will offer you a good percentage of the sale price.

5. An alternative to affiliate products is drop ship products.
Here you offer a product produced by a company who send the
product out for you when you sell it. As with affiliate products
you don’t need to worry about fulfilling the product, even if
it’s a physical one.

Good drop ship partners can be a little harder to find, but it
can definitely be worth it. Your best place to start is The Drop
Ship Source Directory, available here:
http://www.businessexpander.com/dropship.htm. (I highly
recommend that you download the free ebook: Start Your Internet
Business RIGHT from this web page. It really is one of the best
free ebooks I’ve ever read.)

6. Studies show that it is 7 times easier get a sale with past
customers than new ones. With most products it’s best to send a
new offer every three months or so, but this will vary from
product to product and it’s always important to do plenty of
testing.

7. Present special offers to you customers. It’s always
important that your prospect buys very soon or they will
probably not buy at all. Send your new customer a special offer
or a coupon that must be used on one of your products in the
next week to instil a sense of urgency in them.

8. You could even try selling your initial product for no profit
at all. There are many marketers who sell as many products as
they can at cost and then concentrate on making money purely
from backend sales. This sounds risky at first, but if you give
it some thought, it does start to make sense.

9. What do you do with people who request more information from
you but don’t buy? Just forget about them? Big mistake! They’re
obviously interested in what you have to offer, perhaps just not
that particular product.

Try contacting them about something similar but different,
perhaps they’re looking for something cheaper are more basic,
or a top-of-the range pro version? You’ll never find out if you
don’t ask.

10. A great tip for ebook sellers is to put plenty of their
affiliate links into the ebook, mixed in with the text. There’s
not much point having a page which just features a list of
affiliate links as few people will click on it, but if you can
weave the links into your words of wisdom, recommending
resources at suitable points, then there are great possibilities
for backend sales through this method.

So, what are you going to do? Settle for what you’re making
now, or try some of the tips out above and watch your profits
soar?

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Joe Beaven, Barn House,
Nunnery Lane, Worcester. WR5 1RQ
United Kingdom
info@successgold.com

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