3 critical secrets to selling back-end business

Yesterday we talked about how important having a “back end” is, with respect to increasing the value of each of your clients, and with respect to dramatically increasing your net profits and your cash-flow.

I mentioned, “the lion’s share of your ability to have a thriving back-end is based on two things:

One, your ability to over-deliver on the front-end.  NOTHING will cripple you faster than shoddy workmanship or disappointing your brand new customers.

And two, your ability to market these goods and services.  (which we’ll talk about tomorrow)”

So today let me give you three hard and fast rules about back-end selling.

1. Make your back-end offer QUICK.  Enclose your offer with your product if you send it out by mail or in-person, or shortly after delivery.  If you’re selling something online, send a series of follow-up e-mails shortly after they get your initial product, or as an immediate upsell after the initial purchase is made.

Strike while the iron’s hot!  If you’ve done a good job and your initial purchase is everything you said it would be, and more… your new customer will LOVE buying more from you.

2.  Make sure you make your offer contingent on some sort of a deadline or limitation.  I can’t emphasize enough, how important it is you create some sort of condition that compels your prospect into taking action.


Because if there’s no compelling reason to act now, then why should they act now?

Sorry, that’s just life.  Everyone’s got too many things to do and not enough time to do them in, and far too many distractions.  You need to give someone a darn good reason to pay attention to you, or else they won’t — especially when you’re asking them for money.

3.   Lastly, make sure your offers are relevant.  And here’s what I mean by that.  If someone’s purchased a book about alternative health medicine from you, you can probably sell them information on consumer finance and medical issues.

But they aren’t necessarily going to be in the market for a new set of golf clubs or a new hearing aid.

The more relevance your back-end offer has, the more your customers will be receptive to it.  Remember, people want what they WANT, not what they need.

This is an important thing to consider, yet most people really don’t take the time and fully think this through.

And remember, on pages 177 – 179 in my new book, “How To Make Maximum Money With Minimum Customers,” you get 21 different ways to make money from back-end sales.

How To Make Maximum Money With Minimum Customers,” shows you the step-by-step proven strategies I used, to make $578,463.44 in one year, with a small online
list of less than 5,000 names, and without spending even one thin dime on advertising.

And in fact… Chapter 14, called “The Incredible Power of Your Back-End” is completely devoted to this one subject, which, I might add… is one of my strengths.  Heck, after ten years of emotional direct-response marketing experience… I’m about as polished as a fine stone when it comes to back-end selling.

But I bet you already know this… he he he…

Have a great weekend.

Now go sell something, Craig Garber

P.S.  The other important thing you need to do is follow up with your customers — correctly.  So in this month’s Seductive Selling newsletter, there’s an entire section devoted to “The Right Way… And The Wrong Way… To Follow Up,” along with a live actual marketing example for you to use as a template.  Get two issues, now free.


Discover how I made a hair north of $578K with a small online list of less than 5,000 names, and without spending even one thin DIME on advertising in my newest book,  “How To Make Maximum Money With Minimum Customers.”

Now get TWO free issues of my offline Seductive Selling newsletter that gets you more leads, higher conversion rates, proven marketing strategies, no nonsense.

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If you enjoyed this, forward it on to a few of your friends and business associates.  And if you have any comments, just leave them here on my blog.

About the Author

Craig GarberAuthor of "How To Make Maximum Money With Minimum Customers, " and publisher of Seductive Selling - an offline marketing newsletter currently read in 15 countries, world-wide. In a nutshell, I do two things: 1. I show you how to attract a reliable, steady stream of pre-qualified leads who are ready to do business with you NOW... 2. And I increase your net profits and cash-flow, by increasing your customer, client, or patient value -- often, dramatically. How do I do this? By developing, and helping you implement, unique, personalized lead generation and marketing strategies... using compelling sales messages that push your customers emotional buy-buttons. I've worked with over 300 clients in more than 104 different industries, since March of 2000, and I really enjoy what I do. I'm a stable, reliable, happily married family guy with three kids who loves life and always follows through on my commitments and promises. I love to listen to music, workout, read, travel with my family, take pictures, and go bass fishing. I always say "Yes," when it comes to good cigars, good books, and good coffee :-)