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Are You Overlooking Your Hidden Profit Centers?
There are other names given to "Back-End Selling". You may think of it as follow through, or maybe VALUE added. Both are good terms. Let's take a quick look and see just how you can profit from this idea. For our purpose today, let's just key in on the benefits of "Back-End Selling". "Back-End Selling" is simply the SELLING you do AFTER the first sale. Your profits come primarily from repeat business rather than from the initial (first order) sale of your product or service. Your greatest COST (accumulated expenses) is in the FIRST sale. This is certainly true in most cases. How long did you have to work before that first sale? Did it take you ten minutes or ten years? All the time this customer was NOT buying from you there was still the overhead to shell out. Obviously, some high-ticket items can absorb the cost and still be profitable. You only need the one sale from a customer. However, we could probably agree that most items that we sell or buy are of a more moderate dollar value. Meaning the profit return comes from the repeat customer. Have you ever known a razor company to give away the razor? Why? The profit is in the blades! It's happening today on the Internet. Computers are getting cheaper and cheaper. Even free when you sign up for a service. Sometimes a company will giveaway or "loan" a machine to a customer because the profit is in the supplies. This is known as "back-end" selling. You have the challenge to find your "back-end"! How can you make more sales to the same customer? Sell more of the same product? Service? Can you offer an add-on? Related items? It can even be something entirely different. Put another way, just keep selling "something" to the same customer. Your best source of new or continuing revenue. Many firms stop with the one (1st) sale and never realize the added profits they are leaving behind. YOU would never let this happen. On the other hand, maybe it would just be a good exercise for all of us, to ASK yourself, am I selling everything I possibly can to ALL of my current customers? Hits hard, doesn't it? Think about it! You have been successful in making that first sale. Why? Our basic assumption is that you have earned their confidence. Trust. You have lived up to your promises. Your product or service has met or exceeded their expectation. It's only natural to believe that you will live up to this same level of competence in the future. Search for your "USP" (Unique Selling Proposition). What is it that makes YOUR firm stand out from the pack? Are you REALLY any different? Do you offer something special that only YOU can provide? This is what separates the great businesses from the also ran. You have to be unique. Different! A visionary. Added VALUE is every customer's expectation today. Your next challenge is to find as many "back-end" products/services as you can. There is no better customer than one who has already done business with you. YOUR greatest business asset is your customer; without him/her there is no business. Secret Online Up-Sell Technique: If you are operating an online business, you may want to simply add (embed) an "up-sell" product right inside your "Thank You" page. Let's face it, your new customer has just made a purchase from you and you can rest assured that they do in fact understand the value of this freshly purchased product and/or service. Furthermore, trust in you by your new client has been realized. Capitalize! "Why not get it while it's hot?" Over time, check the added increase to your bottom-line. Chances are, you will undeniably discover a significant positive difference. This Week's Key Point: Treat your customer like "Gold"! Look for new products to compliment your initial sale. Separate yourself from the plain and ordinary. Be a crucial source of information. Make suggestions. Offer unlimited assistance. Work hard at keeping every customer happy. After all, they are your most valuable business asset. PERIOD! Happy Marketing! About Tony Marino, Ph.D., Marketing Dr. Tony Marino is not only the CEO of America Web Works (http://www.AmericaWebWorks.com), he is also the Founder of the http://www.AudioVideoStreams.com, the International ePublisher's Association, Christian Times eBusiness Newsletter and the author of the ePublishing Master's Course at: http://www.ePublisherUniversity.com. Additionally, he holds Email Compliance Officer status for many of today's leading Network Marketing companies. He has also worked with the likes of legendary Direct Marketers Ted Nicholas and Gary Halbert. Best-Selling Authors, Harvey McKay, Jack Canfield and Mark Victor Hansen. ABC Television's, Jimmie Kimmel and NBC's, Carson Daily. Online Marketers, Dale Calvert and Jay Abraham just to name a few. His offices are location in Portland and Los Angeles and he'd love to hear from you anytime! http://www.AmericaWebWorks.com 866-824-9684
Latest News:Site: Yahoo! News Search Results for news Guests on today's TV news shows (San Jose Mercury News) News ShowsLineup for today's TV news shows: ABC's "This Week": Democratic presidential nominee Barack Obama. Veterans for Obama to hold forum in Newport News Monday (The Virginian-Pilot) NEWPORT NEWS Two retired military leaders will make four stops across Virginia Monday in support of Democratic presidential nominee Barack Obama. Rear Adm. Jamie Barnett and Command Sgt. Maj. Michele Jones, both retired, will discuss challenges facing Virginia veterans, according to a news release from the campaign. At each stop, they?ll be joined by Virginia veterans. Get the latest news in racing (Daily Racing Form) In order to read Daily Racing Form's free daily news stories it is required that you have a DRF.com free membership. If you do not have a DRF.com free membership, please register here . You will NOT need to be logged in to read each day's free news stories. Good news for Johnson, but '08 over (MLB.com) Good news for Orioles' Johnson Ruling Party Predicts Big Win In Angola Election-News Agency (Nasdaq) LUANDA (AFP)--The governing MPLA party on Saturday predicted it will win big in Angola's first peacetime election, based on preliminary results it said it had seen, Portugal's Lusa news agency reported. Mid-American Conference News and Notes (The Sports Network) Mid-American Conference News and Notes UPI NewsTrack Entertainment News (UPI) ABC embracing 'Motherhood' ... Script work to delay '24' filming ... Two more 'Spider-Man' movies likely ... T-Pain wins big at BMI Awards ... News from United Press International. Journals week in review: news from One Microsoft Way (Ars Technica) In this week's top Microsoft news on Ars, we cover the Gates-Seinfeld ad, The Ultimate Steal, Internet Explorer 8, the Zune, a new non-laser mouse, SkyMarket, and OneCare. See inside for details on what's new with these products. Read More... Week in review: top news stories on Ars Technica (Ars Technica) It was a shiny, happy week in the world of tech news with the launch of Google Chrome and all the hype that surrounded it. We recap the week's most important stories. Read More... News Services (The Scottsboro Daily Sentinel) Letter to the Editor The Daily Sentinel welcomes your commentary. No letter will be published until authorship is confirmed. Press Release Submit your news and event information to The Daily Sentinel. Site: news - Google News Palm's new smart phone steals the show - MarketWatch
MORE RESOURCES: Site: Yahoo! News Search Results for marketing SearchDay: Online Videos as Learning and Marketing Tools (Search Engine Watch) Today's search engine marketing news and opinion: YouTube-ery: Online Videos as Learning and Marketing Tools; Change How You Think About Your Life and Company; MapQuest, Google Launch Blackberry Mobile Apps; and more. Lend a Hand: Use marketing skills to help nonprofits (Portsmouth Herald) It's hard to get attention these days, especially as a nonprofit with limited means. If you're a marketing professional with skills from graphic design to public relations, then you can make all the difference for nonprofits that need to share their... Wechsel im Marketing (FVW.com) Helen Bardtenschlager verantwortet ab sofort die Marketing-Aktivitäten von LAN Airlines in Deutschland. Ihre Vorgängerin Angelika Lucius geht in den Mutterschaftsurlaub. Pfizer: withdraws Zeven marketing applications (Pharmaceutical Business Review) Healthcare giant Pfizer has announced that the marketing applications for its skin infection treatment Zeven (dalbavancin) are to be withdrawn, pending another multi-center trial for the drug. This setback could cost Pfizer dearly: another trial could push the drugs launch date out to September 2010, five full years after its proposed launch date and just two years before its first patent expiry. Ag Society, IdeaLogic Marketing part ways (North Platte Telegraph) The North Platte Telegraph The marketing firm of IdeaLogic has handled the marketing and advertising efforts for the Lincoln County Fair for the past two years - but there won't be a third. Kmart names new marketing chief (Chicago Sun-Times) Ailing retailer Kmart has reached into the hotel industry for its new chief marketing officer. Next plots marketing revamp (Mad.co.uk) Retail giant Next is overhauling its marketing strategy in a bid to increase sales, following a slump in its profits due to the economic downturn. The importance of marketing to open-source projects (CNET) Open source may make better software, but marketing is what makes people care enough to download it. Powered Shares the Secrets of Successful Social Marketing Programs at Shop.org Annual Summit (Business Wire via Yahoo! Finance) AUSTIN, Texas----Powered, a leading provider of social marketing programs that drive measurable business results, today announced that it will be exhibiting at the Shop.org Annual Summit, taking place September 15 - 17 at the Mandalay Bay Resort and Casino in Las Vegas. Europcar UK plans major brand re-launch, strengthens marketing team (eyefortravel.com) Europcar UK Group has appointed Catriona Lougher as marketing director as the group strengthened its marketing structure in preparation for its multi-million pound re-launch in the UK in 2009. Site: marketing - Google News Columbus tech firm buys Dayton marketing company - Bizjournals.com
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