One of the fastest ways to supercharge your growth in sales is when you focus on the back-end.
All your customers start with your front end, the products or services your customers initially purchase from you. A back end creates the opportunity for repeat sales.
It means your customers can come back to you again and again. This makes dealing with that customer far more profitable.
Another great benefit is that it reduces your need to go out and win new customers constantly, which is far more expensive than selling to existing customers. Doing so is critical to the longevity of your business and can be requisite to achieving the highest profits possible.
This is a missed opportunity that many business owners do not want to leverage enough, worth thousands of dollars per customer. Ironically, most businesses rarely try to resell to their current or previous customers.
Most never address the ‘back end’—the residual part of their businesses.
However, it would help if you did it constantly. Let’s face it—identifying prospects and converting them to customers can be a costly process. Yet what do most businesses do when they’ve got new customers?
They ignore them entirely and put all their marketing efforts into gaining more new customers.
It is so IMPORTANT to focus your efforts on the back-end as it’s a repeat sale where you do not have to spend any additional advertising dollars to get these repeat sales which means that all the profit is TRUE profit.
Once people have bought from you (assuming, of course, your product or service delivers what you promised), they are THE most likely people to buy again.
One-time customers tend to buy perhaps TEN TIMES more than someone off the street. Instead of concentrating only on front-end sales, you’ll generate vastly more business and profits when you devote part of your marketing to up-selling, reselling, and cross-selling to existing customers. That is, working the back end.
In its simplest form, ‘back ending’ is learning to leverage second and subsequent sales from the first sale.
For example, you are writing to existing customers to invite them back to your business or advising them of new products or services and having them purchase from you again.
1. If you sell carpets, your back-end products could include not just MORE carpet, but carpet sweepers, vacuum cleaners, protective sprays, and carpet cleaning services.
2. If you sell computers, your back end can be computer courses, custom software, and computer supplies.
Regardless of what you sell or your industry, numerous back-end offerings are all-important to boost profits! The profit you generate from working the back end can bring you many times the profit you make just from the initial sale.
That’s why it’s essential to identify a back end for your business. If you only sell one product or service, you can strategically align with other non-competing companies to offer your customers a back-end offering.
It would help if you always created more things to sell to your current clients. It would help if you NEVER underestimated the back end as it is genuinely an actual profit centre.
If you need help to create more back-end offers to boost sales and profits quickly, we invite you to book a FREE Quick Wins Growth Session!