How do we know that a Sales Funnel is complete? Is it at The Up-Sells or Down-Sells? Or after we’ve offered a 2nd and 3rd Up-Sell, is that the end? The answer is… well, yes and no!. Having a 2nd and 3rd Up-Sell is stretching it though!
We Can Make Big Profits From Those Two Up-Sells; And With The Down-Sells We’ve Rescued A Few Sales That Would’ve Gone To Waste. So, These Up-Sells and Down-Sells Are Elements That Complete The Sales Funnel.
Now, can we go even further than the last Up-Sell or Down-Sell? Of course we can; with Back-End Products!
What Is A Back-End Offer?
A Back-End Offer Is Usually A High-Ticket Deal, sent to the customers a few days after the purchase. It bears resemblance with The Up-Sell Concept, but with a few key differences.
One Of The Key Differences Between A Big-Ticket Back-End Offer And An Up-Sell; is that a Back-End Offer doesn’t capitalize on the “buying trance”; which the customers are in when they make a purchase. Instead, it depends on a few key elements that we will explore later on, in this Training Series {First_Name}.
A Big-Ticket Back-End Offer is priced substantially higher than The Front-End Product and also higher than The Up-Sells. The Up-Sells Offer A Higher Price Than The Prior Deal. Hence, a Back-End Offer also follows that pattern; even though it has no immediate connection to The Sales Funnel.
Back-End Offers are usually sent three to seven days after the customer has made purchases through The Sales Funnel. The offer is, of course, sent via e-mail. Even though this is the case, It’s Technically Still A Part Of The Sales Funnel.
The Concept Of The Big-Ticket Back-End Offer
A Big-Ticket Back-End Offer Is A Product Of A Very High Price. Not many would be committed enough to purchase Big-Ticket Back-End Offers on a whim.
Because of the big price tag that a Big-Ticket Back-End Offer has; it will make the prospected buyer stop and give it a serious consideration, before purchasing it.
This is why it wouldn’t work as an Up-Sell; the customers would disregard it right away. Nowadays, with Well-Founded Refund Policies, buyers rarely hesitate before making a purchase; knowing that they could easily get their money back, should there be any discontentment with the product.
This is exactly why we wait three to seven days, before offering the customers The Big-Ticket Back-End Deal. The Gap between The Last Up-Sell and The Big-Ticket Back-End Offer; is so that the customers can evaluate the products they’ve purchased from you first.
You have to let your product speak for itself first; If they were happy with it, then it will make the selling of The Big-Ticket Back-End Offer easier. Your reputation as the vendor is crucial!
No one would invest a large amount of money on an obscure name that makes promises on The Internet. In order for them to buy your expensive product; they should get to trust you first!
So, How Are You Going To Prove Yourself?
Some would say that you have to prove yourself as an Internet Entrepreneur first. In lot’s of ways, this is true. Only established names can pull off Big-Ticket Back-End Sales. For someone who is new in the business, it would be an uphill battle for sure.
Imagine if you were a customer; would you willingly invest a huge sum of money on a product from someone you’ve never heard of?
This is another reason for you to wait a few days, before offering them The Big-Ticket Back-End Deal and let them build trust first. Is this trust established from those few days; enough to push them into buying the product from you? Maybe not.
There are other things you can (and must do), to boost the chances of making a sale; like Preparing An Advertising Copy or video; which we’ll explore later on.
Another important element is to have the right product! Not all products can sell as a Big-Ticket Back-End Offer. Most products just don’t really cut it. So, what products are good enough to be a Big-Ticket Back-End Offer?
Here Are Some Big-Ticket Ideas That Come To Mind:
The Big-Ticket Products Have To Be Of A Very High Value To The Customers; and Also Be Able To Generate Huge Profits For You As A Vendor. Here are some ideas of products you can sell as a Big-Ticket Product. If you don’t wish to sell them, perhaps they can inspire you.
Coaching
The first of the products that prove to be a profitable Big-Ticket Back-End Offer is Coaching. This is more of a service rather than a product really, but it’s a High-Ticket Offer, nevertheless. Coaching is where you, “the coach”; offer guidance to your customers or clients, in the field of your expertise.
If your expertise is in Startup Businesses; then you have to guide them and give pointers to them, through the whole process of opening up a business. It’s a very profitable and rewarding way of making profits, but you need to actually be an expert in something, before you can teach it!
This is why I’ve set the price for these guides I’m referring you to, at $29.99; so that it would be super accessible to you and serve as a knowledge base for you to leverage from.
The Adage, “Those who can’t do, teach”, doesn’t apply in The Internet World. People want to see proof that you’ve seen success; before you can establish yourself as a “coach”. An event doesn’t happen without photographic proof! As you can see, trust in The Internet World is something that is not really easy to gain!
As a Coach, you also Need to be a Confident Speaker. How could you be a Coach, if you were not an outgoing person that’s full of energy and enthusiasm? Perhaps, this program is not for everyone. Like I said, this is best if you’re an expert in your field.
Also, remember that all your clients and customers are from different parts of the world. This doesn’t pose a problem, if you were selling a product that doesn’t require interaction; other than addressing a few inquiries through e-mails.
Coaching Requires Interaction. Even though communication nowadays is easier; thanks to The Internet, You Need Live Interaction In A Coaching Program. Though you can communicate via ZOOM, Skype or Google Hangouts, you need to find the right time to do so!
Your Clients are from different parts of the world; with different time zones, so you have to be prepared to follow time zones out of your own. The price range for a Coaching Program is between $500 and $5,000.
Usually, a Coaching Program would be in the 4-digit range, as it’s considered one of the most valuable things on The Internet. So, with a price range like this, it’s without a doubt a perfect fit for a Big-Ticket Back-End Offer.
Group Coaching
Group Coaching is similar to Coaching. The only difference is; Coaching is a One-On-One affair, while Group Coaching is done in Groups. So, in a Group Coaching Engagement; you are interacting with more than one individual at a time.
Just like Coaching, you would need expertise in the field; before you can go on promoting your Group-Coaching Program. It’s easier to get clients and customers; when you are an established name in the business.
The price range for Group Coaching however, is lower than Individual Coaching; as it’s a shared service. But you can still make a profit, of course. The price range of Group Coaching is between $200 and $500.
But remember that you are catering to more than one person; which means the profit you make from Group Coaching, even though it’s cheaper than One-On-One Coaching; may surpass the profit of an Individual Coaching.
Licensing Programs
Coaching Programs and Group Coaching Programs, require commitment and take a lot of your time. There’s another way that you can make big profits; without investing too much time and energy.
A Licensing Program is one, where you sell Private Label Rights (P.L.R.). In other words, White Label Content; where you sell off content produced by you, to someone else who can use your content and sell it as their own.
The closest thing to this, would be Ghostwriting. Ghostwriters as you know, are not credited for their work. Instead, they sell off their writings to someone else. That person who buys their work, is the one who gets all the credit for the writings.
You might think this is unethical or “cheating”; but I assure you, this has been done since forever! It’s not stealing nor plagiarizing; because the deal is made from a Mutual Agreement. Stealing Content is when someone uses someone else’s work, without permission.
It’s Illegal and Unethical. These Licensing Programs, come from an Agreement Made Between The Producer and The Purchaser.
In This Engagement, You Are The Creator Of The Content and You Have To Give Up The Credit And Ownership Of What You’ve Produced For The Purchaser. You must be ready to detach yourself from the project that you’ve created.
Since Ownership And Credit Is Given Up; it’s of course, priced very high! The price for a Licensing Program, like a Coaching Program, ranges from $500 to $5,000. It’s a great way to make a profit; as it doesn’t require a real hefty investment, like a Coaching Program or Group-Coaching Program.
It’s a far easier way to make almost the same kind of profit; than from a Coaching or a Group-Coaching Program. This is a Great Big-Ticket Back-End Offer; if you’re not building your name {First_Name}.
Promo E-Mail For The Back-End Offer
To Write About Promo E-Mails, is a whole different scope. It has its own techniques, skills and principles. It would be impossible to squeeze that aspect in its entirety into this Training Series; without trailing off into a whole other scope.
However, I’ll write about the gist of it. It’s best to know more than just the basics; but for now, I’ll share the essentials with you. It’s quite similar to Copy Writing and Promo E-Mail; but now we are talking about a Big-Ticket Back-End Offer.
It Requires A Lot Of Effort In Its Promotion And In Its Content. It must be sent 3 to 7 days after the customer makes a purchase. This gap is so that the customers can use the products they’ve purchased from you; and decide whether or not to trust you with a further investment.
These products that they’ve purchased from you, include The Up-Sells, of course. It wouldn’t be practical to be selling a Big-Ticket Back-End Offer, to someone who doesn’t even go as far as The Up-Sells in your Sales Funnel!
Again, this gap is so that they can use and evaluate the products you’ve sold to them. If they were not happy with the previous products they’ve purchased from you, in prior engagements; then it would be impossible to sell them your Big-Ticket Back-End Offer.
The General Tone of The E-Mail should be a “hidden bonus” for the customers. This product that you’re offering as a Back-End Offer, is especially tailored for them. Like all elements of The Sales Funnel; This One Has To Be Congruent With The Rest Of The Products Too. So your approach should not be the same as if you’re approaching someone new.
Now, let’s get a little bit more technical. First of all, you need to come up with an Attention-Grabbing Subject Line. It’s the first thing that they will see in your Follow-Up E-mail. The Subject Line will decide whether or not they will open your E-Mail.
However, that’s not the only challenge. You also have to write a Subject Line that is less than 50 characters. The reason for this, is that beyond the 50th character in an E-Mail Subject Line; the rest will be replaced with an ellipsis.
Therefore, They Can’t Really See The Full Subject Line; Leaving Your Subject Line Incomplete And Untidy.
To write an Attention-Grabbing Subject Line, you need to play around with the cases of the characters, as well. It Wouldn’t Work if You Were to Write The Whole Subject Line in a Small Case Lettering.
For Example:
- checkout this new deal
- this is a new product from me
They don’t look Professional. So, you have to write in a proper casing. Even if you wish to capitalize all the letters, you have to do so sparingly. You can’t write the whole sentence in capital letters.
Don’t Write Like This:
- HEY, CHECKOUT THIS NEW DEAL
- THIS IS A NEW PRODUCT FROM ME
Even though they might be “Attention-Grabbing” (they do succeed in that), but they can also be annoying; as they sound like you’re screaming! Most people would ignore e-mails with these Subject Lines.
If you do want to use all caps; use it sparingly and only for the right words, like so:
- “NEW” Checkout this new deal
- “HOT” New product from me
As you can see, the all cap words are only used to grab attention, instead of hard selling. The best is actually to use title case sentences; where the first letter of each word is capitalized.
For Example:
- Check Out This New Deal
- New Product From Me
It’s easy on the eyes and not hard selling. Another Fundamental of Promo E-Mail Writing, is writing the features and benefits of a product. These elements are best presented in Bullet Point Form or a List; so that it’s easier to read. Some people would skip flowing text and just jump to the Bullet Points; where it’s stating what the product is all about.
Let’s Take a Random Product and List Out The Features As An Example. For this one, let’s go for a Designing Software Program:
This Program Allows You To:
- Create Multiple Layers
- Convert Files To Different Formats
- Sync Your Work From Different Devices
As you can see, it’s far easier to read and also write this way; than to just talk about your product in one long seemingly cluttered paragraph. Also, a Very Important Part of your E-Mail is The Link to The Product Page; where they can purchase your product.
These Links Must Be Visible and Easy for Them To Find. You should Place Them In Between Paragraphs; So They Can Be Seen Easily.
How To Write Buyer Follow-Up E-Mails
A Good Entrepreneur Knows That Selling Doesn’t Stop After A Transaction Is Made. Not even after all The Up-Sells have been purchased… we are going to discuss this on The Follow-Up E-Mails. This is, Technically of course; Part Of The Sales Funnel As Well.
What Are Follow-Up E-Mails?
Follow-Up E-Mails Are E-Mails Sent To The Buyer; After The Purchase Is Made. Usually, After A Purchase Is Made; The Buyer Would Receive A “Thank You” E-Mail From The Vendor.
This Expression of Gratitude, is a good way to start a good relationship, between the customer and the vendor. However, that’s not the only reason for sending Follow-Up E-Mails.
In the “Thank You” E-Mail, the vendor should also include contact details or a help desk; should any problem arise while using the product. This includes all your contact details, of course. So, how many E-Mails should you send? The Best is actually To Send Four E-Mails To The Buyers From One Sales Funnel.
However, you shouldn’t be sending them all at once {First_Name}! Each of them should be sent in a few days interval. There is a Rhythm in Marketing, that you should follow; in order for your products to sell. You don’t want to annoy the customers by spamming them with E-Mails.
1st E-Mail: Thank You!
The First E-Mail You Should Send To The Buyers Is The “Thank You” E-Mail. This is an Expression of Gratitude for Purchasing Your Product; a Token of Appreciation. But it should also contain your Contact Details and Refund Policy for The Product.
It’s best not to sell them anything here (yet), because they’ve just been through The Sales Funnel and you’ve already done enough selling there. You can even give them a receipt here, as well. It’s Best To Have The Receipt Attached To The E-Mail; instead of it being part of The E-Mail’s Body.
2nd E-Mail: Tips!
The 2nd E-Mail that you send to them, must be all about using the product. Just give them a little bit of pointers, on how to utilize your product to the fullest. Of course, as the vendor, you’d want your customers to be happy with your products and services.
Sharing Tips here, is a great way to do that. Again, Your Customers Would Appreciate The Gesture; thus, Strengthening Your Buyer-Vendor Relationship. This will pave the way for you to be a Trusted and Respected Vendor.
Also, as a Vendor, you should have deeper knowledge of your product and how the customer can use it in the best way possible; taking it to another level.
3rd E-Mail: Hidden Tips!
Just like in The 2nd E-Mail, Share Some More Tips Here. In This E-Mail, just share some tips that you might have left out in the previous E-Mail. Sell These Tips as “Hidden Tips”; so that the customers would feel appreciated.
4th E-Mail: Unannounced Bonus!
The Fourth E-Mail is where you offer them The Unannounced Bonus; which is The Big-Ticket Back-End Offer.
Having A Big-Ticket Back-End Offer, Is A Great Way To Maximize The Sales Funnel. It is The Most Valuable Product in The Sales Funnel and Can Also, Generate The Most Profit.
It’s tempting to sell this Big-Ticket Back-End Offer immediately after The Sales Funnel, however; because this product is so valuable and pricey, you need to offer it a few days after the actual purchase has been made.
You should wait between 3-7 days after the purchase, to offer a Big-Ticket Back-End Deal. It requires patience on your part. You Have To Gain The Buyer’s Trust First.
You do this by making them happy with your Funnel’s Product/s first. The Two Previous E-Mails Sent, Are for This Purpose Exactly; so that they’re happy with the product you’ve sold to them and they grow to trust you as a vendor.
5th E-Mail On-wards: Promotional E-Mails!
The Fourth E-Mail Was The Last of That Sales Funnel. The Fifth E-Mail and On-Wards, Send Promotional E-Mails For Other Products That You Might Have. By now, You Should Know The Importance of Saving The E-Mail Addresses of Your Customers; this way, you can sell them more products in the future.
Here’s To Your Success!
The GWC Team
Online Marketing Tools And Services 
You must be logged in to post a comment.