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TAKE EVERYTHING AND PUT IT TOGETHER
Embedded in free reports, you should have upsell links to e-books that can cover the same or similar subjects more in-depth. Within the e-books, you might have backend offers for trial memberships to online forums to help people in their niche. In value packages, you want to give someone who has expressed significant interest in and appreciation of your products the opportunity to sell it for you for a commission. This way, they can buy your products at a discount and sell them to make income too. Mix and match strategies.
For instance, you might do a one-time offer for a value package, and then later in your email campaign, use a bonus offer to thank them for being loyal customers. Sometimes, you will want to do an interview format and add cross-sells and upsells into your affiliate offers. It's not about just doing one thing; it's about learning how to do multiple types of backend offers that can generate income and yet not be oppressive to your customers. Instead, they should welcome your offers because they are timed right, priced right, and provide them value.
DIFFERENT TYPES OF BACKEND OFFERS
Unlike a frontend sale, you can be highly creative with backend offers to make you more money. Many of them may not even look like backend offers because the customer himself/herself won't be the source of your income; someone else will be that source. He/She will just trigger the income stream via a contract you have to promote someone else's product or your pay-per-view content. Thus, don't limit yourself to offers of products and services; instead, mix them in with what appears to be free information or content when you're actually getting paid to promote that too.
A highly creative backend offer is to sell an informational product and then later offer them the master resell rights for that product so that they can sell it too. Originally, they will get a .pdf file that is readable only, but with the master resell rights, they will get an editable document. You can even tailor the master resell rights so that some of your backend links may not be modified, while other affiliate offers can be modified to provide the new seller with another way to make income by changing the affiliate id.
Another type of backend offer that has nothing to do with selling anything is to give your customer the incentive to bring referrals into your program. In this case, you may be giving out $10 per sign-up, but you can word it so that it's not really a payment, but a receipt of money. For instance, say you have a membership club online. You are trying to gain members, and it's a paid forum. You might offer someone $10 per sign-up for referring friends, but only if that friend stays as a member for 60 days or more.
That way, what you're really offering is a reduced price, but instead of the new member receiving that, it's the referring agent who gets it. A referral program is a strong backend offer that can be done while giving the perception of giving money instead of taking it. However, a good referral program is one that is a great source of income in both new customers and sales.
It works best with existing customers who already have bought your products and services and are happy to refer others into your program. They get a little pocket change and you get an army of satisfied people promoting your products and services for you. You only pay when a new customer fulfills the necessary conditions for payout and if he/she happens to put in the referral code to identify who referred him/her to you.
TRACK YOUR RESULTS
Keep track of which backend offers are creating more income and why. This can give you valuable insight into your customers’ buying behavior. If you just set out offers willy-nilly and are just looking at the total income from all sales, you miss the opportunity to fine-tune your system so that you almost appear to be reading your customers’ minds.
Some of this tracking can be done with autoresponders and a system like AWeber.com to track sales based not only on products, but on customers too. If you set up three email lists as we've advised, you can track multiple campaigns and figure out what is working and what is not. You can even do split testing with backend offers. Split testing is when you send 50% of your visitors to one page and 50% to another. If you are testing an order form, for instance, you can just do split testing and see what approach works better.
If you only use one approach, all that will tell you is what doesn't work. It won't tell you what does work. With split testing, you will see more sales for pages that have either hit a psychological trigger, had better product placement, or was more in line with what customers wanted. With split testing, you can not only change products that are being offered on the backend, you can also do minor tweaks like font color, font size, headers, placement, and more to really get a good idea of what works best on your site.
Once you really analyze the results based on your sales figures, tiers, and customer preferences, you will really boost those profits into the stratosphere, which is what backend marketing is all about.