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Sales Training Information |
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The Art of Backend Selling
The art of backend selling The backend sale can be more rewarding than the original sale. And it can also be much easier. What exactly is a backend sale? After you have sold something to somebody you are in an excellent position to sell them something else which complements the first sale. You already know the customer has an interest in a certain type of product or service, so they are prequalified leads for a backend sale. Take a store selling fishing tackle, as they have just sold you a rod, reel, and line they know you are going fishing, so they also offer you the bait you will need. The customer who has just bought is also in a buying mood, and has his wallet, credit card or cash out. While he/she is there, there is a good chance they will be open to another purchase from you, as they already trusted you once. Here is a story of a backend sale I once had which illustrates how it can work for you. I had a customer purchase a membership to a safelist I was running, but he then decided that it didn't work for him. He requested his money back, which I happily supplied, but added to the end of the email that he may like to try a different way of advertising, and I was an affiliate for a company which could offer him an alternative. I received an affiliate payment for 50% of a $60 sale, on the back of returning the $5 membership fee. Now that was good enough for me to realise the value in the backend sale. Try it out for yourself, on your thank you page add a link to a complementary product your customer can purchase on his way off your site. Your bank manager will love you for it. Douglas Titchmarsh owns the website at http://www.cashinonline.info and also offers an informative newsletter which you can subscribe to by sending an email to douglastitchmarsh@getresponse.com
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