The Importance of a Backend Strategy

When you start thinking about your sales and profits, you’re likely to think that you need to create many and varied items for the backend. But you’ll find that you need to take an approach that is going to leverage your lists of products when anyone buys any of those products.

First, consider putting some polish on your current products and also the “experience” your customer has while going through your sales and buying process Next, you need to develop a backend product which is related to your front-end product, be it an accompaniment or complementary.

Then, when this second product is ready, announce it to your list of existing customers, who have already brought your first product. If they liked it, they’re very likely to purchase the new product, which is likely to suit their needs as well.

In fact, the saying, “there’s gold in the list” is often used to refer to the many marketers who have built vast fortunes and created multi-million dollar empires by selling, not similar things to different customers, but different things to the same clientele.

You need to do several things:

First, you need to keep every customer for life. Even if an investment of $50 can get you a paying customer, it’s more desirable, evidently, to make a $10,000 profit off him/her over the years rather than a one-time $47 profit.

You should also create an efficient backend strategy for your information products which is tailored to your customers’ needs. Pick their brains without letting them know that it is simply for product-creating. As Seth Godin say’s in “Meatball Sundae” you need to focus on what your customers NEED and then go out and sell it to them!

This should actually be rather easy. People like being asked for their opinion—creating a poll or questionnaire and mailing it to your list should garner you a lot of information about what your customers want.

And while your follow-up products are being created, continue supplying questions and/or useful information to your clientele, so they don’t feel used.

Remember, don’t constantly send them sales-pitches. Once their names are added to your list, start sending them some bits of helpful information that they can access for free. Once they’ve begun to somewhat trust you, and you’ve proven that you’re working in their best interest, they’ll not mind buying from you again and again.

If you’ve gained the trust of your clientele, they’ll help you profit over the years. You merely need to discover what they want and over-deliver with the products you create for them.

Until next time….

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