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Back-end selling is a technique that every Internet marketer should take the time to master.

Back-end selling is basically the technique of getting a customer to buy something else. The second purchase can take place immediately after the customer has bought something or it can occur weeks or months later.

Either way, it is a very profitable technique. If your Website is generating a reasonable number of sales but the sales process lacks a back-end offer, then you are effectively kissing hundreds or thousands of dollars goodbye.

Once you have set up the process you can pretty much forget all about it as it will run on auto pilot and quietly generate a passive income for you.

So, what does a back-end selling campaign involve?

First you will need a product to sell on the “front end”, i.e. on a page of your Website. When someone visits the page and buys the product, the moment the transaction is completed they will be redirected to a new web-page, commonly known as a “thank you page”.

Thank You Page

The function of a thank you page is to thank the customer and offer some information about how to access the product. That will only take up two or three lines, leaving the rest of the page blank for you to do what you like with.

The rest of the page can be used as a second sales page to make a follow up offer to the customer. If the customer likes what he sees and purchases the product, congratulations! You have just made a back-end sale.

The “thank you” page is the place where you most commonly see back-end offers, but it is not by any means the only place where you can make such offers.

Back-end Sales Via Email

As your front-end sales grows, so does your customer mailing list. While most of your e-newsletter content should be useful and informative for the reader, every so often you can include a “back-end offer” in your e-newsletter and send it out to your mailing list. This could be in the same week as the purchase was made, or several months or even several years later.

Abandoned Shopping Cart Page

Many people begin a purchasing transaction only to cancel it and leave the shopping cart. If the shopping cart is a PayPal cart, for example, the visitor will be automatically directed to another page.

You can set up the page so that the customer is redirected to another one of your web-pages. Write a short message of apology and reassurance. Then, make the customer a second offer. Make it better than the first offer by throwing in some nice extras and also by strengthening the guarantee.

This technique needs some careful handling as the customer has just pulled out of purchasing the product, but when done well it is a great way to try and rescue a lead who would otherwise leave your site probably never to return.

404 Error Pages

Sometimes someone makes a mistake when they type in the address of one of your web-pages, or perhaps the page no longer exists. In either case the visitor will be confronted with a 404 page announcing that the page being searched for does not exist.

That is a great piece of “Internet real estate” that can be put to good use as a back-end sales spot.

One other place where you can seek to generate back-end sales is in the download file. If you are selling zipped program files, sales letters etc, include a sales page with a compelling offer and a link to the web-page where the goods being offered can be bought.

What type of product can you offer on the back-end?

There are several options, but here are a few of the more obvious ones:

* Software programs
* Newsletters
* Products such as heavily discounted ebook or software packs.
* Public Label Rights packages
* Product upgrades
* Affiliate program memberships

Selling on the back-end offers Internet marketers many opportunities to generate repeat sales from their customer base. For this reason it is worth making the effort to cultivate your customers’ trust and to implement some back-end sales techniques.

To Your Success
Cody Moya

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