Implementing back-end marketing in your business isn’t always easy, but it is important. Here are some reasons why you need to be including back-end marketing techniques and suggestions for implementation.
A Bird In the Hand …
It is much easier to sell a product or service to someone who has already purchased from you than it is to go and find a new customer. In fact, some say that it can be as much as eight times easier to sell to a customer than a prospect.
So when you suggest cross-sells, up-sells and down-sells to your customers, the odds are in your favor that you’ll increase the size of the purchase. Also, when you market new products and services to a list of previous buyers, your sales conversion will be higher.
The Know, Like and Trust Factor
People tend to buy from those they know, like and trust. Who do you think is going to be more likely to trust you: a customer who has purchased from you before, or a prospect who has had no experience with you in the past?
Back-end marketing leverages the relationship you have with your customers and clients to increase your profits.
Give them Another Option
Let’s say that you are offering a product package for $69. Someone comes to your website and decides they like the product, but that the price is too rich for them. If you don’t have a way of offering them another option at a lower price point – a down-sell – you’ll loose that sale. This prospect may not buy a complete package from you at $69, but they may buy part of that package from you for $49.
Would You Like Fries with That?
You’ve probably heard this one before, but sometimes you can get people to add more product to their shopping cart if you offer them an add-on — an up-sell. For example, you are selling an e-book for $39. When the person clicks on the “buy now” button, they are taken to a page that suggests they can get the audio version of the e-book for just $10 more. Some customers will take you up on your offer, thus increasing your profits!
These are just a few ways that back-end marketing can help you grow your business and increase profit. I hope you’re convinced to start implementing these techniques today.