There’s a lot of fuss made about your primary product and the sales copy and of course, that’s important.
But if you want a highly profitable and scalable business, it’s not the most important thing.
The most important part of what you’re doing when you launch a product is knowing what you’re going to sell on the back-end.
I’m sure you’ve seen people in the Warrior Forum and other places doing launches for products where they’re offering 100% or more commissions on the front-end product and the upsell products.
Have you ever wondered how or why they do that?
It’s because they know that the real money is made on the back-end and they have it so well designed that they can give away more than the cost of the front-end products to affiliates in order to get the traffic into it because they’ll be making it all back and more on the back-end sales.
So what does this actual mean for you?
It means that you need to consider the structure of what happens once someone has purchased your products carefully.
The question you need to ask yourself is…
What happens next?
Once they’ve gone to your sales page and purchased, you might have sold them an upsell or two. Now what.
You’ve just got someone who may have spent anywhere from a few dollars to a few hundred of dollars with you.
Either way you’ve just got a new lead who’s already spent money trying to achieve something. You now know that:
- They have a problem to solve
- They’re prepared to spend money to solve it
- They believe you can help them solve it
There is no better person to have on your mailing list.
To help you determine what to sell them next you can run through the very simple exercise I’m going to share with you now.
First of all write down all the difficulties that your customer wants to overcome. These don’t just have to be the core ones in your sales letter but all potential surrounding issues as well.
For example if you’re selling a fast diet plan for brides to be then you know they want to lose weight and have limited time. These may be the core connection issues in your sales copy, but…
…they will also have a huge amount of surrounding issues. You also know that:
The wedding is likely to be within the next three months
They may be having panic attacks
Have financial planning problems with their wedding
Worry about whether they’ve forgotten anything
Be looking for suits for their future husbands and grooms men
Still searching for flower providers
Undecided about where to go on their honeymoon
Worried about how to do their make-up
And many, many more.
Be lateral and spider out to make this list as big as possible. It doesn’t matter if you’re writing things down that you’re not going to be able to help with. You just want to think of as many things as possible.
Once you’ve done that, go to Google and type in the phrases you’ve written down. Take a note of the amount of search results shown, whether there is any paid advertising and if any of the websites on page one are directly selling products.
As you do this order your list so that the ones with the most results, most paid advertising and most websites directly selling products are at the top of your list.
Now go through this list and cross off the issues that are already solved in your product.
Finally, go through the list again and cross-off any that you can’t make or sell.
Don’t forget, you don’t necessarily need to make a product to be able to profit from it. You could connect as an affiliate to an online suit hire company to send people to for hiring suits, do special deals with local florists so you get a commission on any flowers purchases etc…
See how many things are left on your list!
All of these things can make up the back-end of your sales funnel. These are things that you can sell your customers but, you can do this in a way that says “I know you’re struggling with this at the moment because I’ve been there, but I found this really useful”.
I call this helpful selling. It is gentle, non-aggressive and done in a way that your customers will be thanking you for providing them such useful information not unsubscribing because you’re promoting to them too much.
Try it out yourself and you’ll discover that you can make a lot more profits on the back-end than you will ever make from the front-end sales.