5
Ways to Maximize your Profits Through Follow-up
Many
people who are new to marketing tell me
"Yeah, I tried buying advertising, but I didn't
work for
me."
There
are usually many reasons the advertising didn't work.
The person's site, product, ad copy, type of advertising,
etc…
Direct
Marketing fundamentals
teach make the sale, then follow-up for profits.
Many of the pros will tell you that you should break
even or even lose a little money acquiring customers.
Then make a
Why
would anyone be willing to break even or lose a little
money to acquire a customer? That sounds like "Irrational
Exuberance" doesn't it?
Economic
Value of a Customer.
Someone
who sees your ad, clicks on it, goes to your site, and
buys your product. Or someone who goes to your site,
doesn't buy, but joins your e-mail list.
You
know a few things about these people.
1) They are genuinely interested in what you're offering
2) They TRUST you enough to buy from you, or at least
give you their name and e-mail address.
Have
you ever been really impressed by how well a saleperson
or company treated you?
How do you react when someone provides extraordinary
service?
You
not only buy from them, but …
You tell other people. Great customer service is the
key to
Positive word-of-mouth advertising.
Here
is how to create Super Profits when you advertise aggressively
and provide quality
1) Each happy customer can provide you with dozens of
happy customers.
The more satisfied customers you have, the faster the
word spreads about your company.
2) Ask for referrals.
I know I pound and pound on this one, but very few people
do it. Assume for every
Satisfied customer you get one new referral. And for
every 2-3 referrals you make a sale.
And then you get one new referral. And for every 2-3,
you make a sale…..
How much do referral cost you? ZERO! Referrals are free
money to you.
2) Be sure to send follow-up e-mails to your customer
Offer them valuable information about your product line,
piece by piece.
Don't overwhelm them with information. Remind them how
accessible you
Are for them.
3)
Promote back-end sales.
If you sell camping gear and someone buys a backpack
from you.
Follow-up and offer a few related products. If you've
never done back-end
Marketing, you'll be surprised how many people will
buy from you
A second, third, fourth time or more!
4)
Get testimonials from your satisfied customers.
Testimonials can make the difference between a sale
and a no-sale.
Get as many testimonials as you can. Post them to a
Testimonials page.
Get pictures if you can.
5)
Sign up affiliates
Create a sales army who spread the word for you.
Advertise specifically to recruit affiliates. Tell them
all they have
To do is sell your product and you'll pay them good
commissions on time,
And provide the customer service.
Let's put this all together now.
Simplify this---- say for every customer you bring in,
you break even on the first sale, and then you average
An extra $10 per customer in back-end profits. Add that
to referrals, affiliate signups, and the overall momentum
created for all that extra advertising frequency and
you have a nicely profitable online business
You
won't think I'm crazy for telling you to break even
on your first sale anymore will you?
Let's say it cost you $250 in advertising to acquire
10 customers. And those
10 customers make you $250 when they make their first
purchase. Let's say that you
will make 3 'referral sales from those 10 customers,
and make another $75. Referral sales cost nothing,
so you're up $75. Now you add your backend offers to
all 13 customers. Let's say 5 buy at least one more
product from you at $25 each. That's another $125 in
additional income. So your thinking about advertising
changes from an "oh, I spent $250 and got $250.
Too bad it didn't work."
To
"Great. I spent $250 and got $450 back. I'm up
$200"
What
about next month when those customers start shopping
for Christmas? Your only cost to advertise
To your customers is the cost of sending an e-mail,
reminding them to visit your site for some
Great specials. Cha-ching.
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