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The Secret About Selling Information Online
One of the most effective information sales strategies is attracting first-time customers with free information or low-priced introductory product into your list. This means you often won’t make the most profits at the first sale to a customer. It’s not that you can’t make a huge profit on the initial sale, it’s just that finding new customers is costly. Once the first sale is made and the customer relationship is formed, you then use that product to sell more expensive products to a smaller segment of the overall customer base. The whole purpose is to continue selling after the sale. Assuming your product is quality, they’ll trust your expertise more and more inclined to buy from you again. The idea of many information products you see on the market is actually trying to sell more things on the back-end. For example, some books are written by authors looking to be associated as an expert in that subject and increase the fee to their consulting, training business or speaking engagement and not make money from book sales. This is where the real money is. Some of the attraction strategies are using blogs, joint ventures, reports and ads. The emphasis of selling information online is focusing on the on-going relationships with your customers for recurring business instead of huge profit on the first-time sale, which normally will not turned out to be a viable business model. You can try to answer the following question and just take a few minutes to write out a few thought. You may find it helpful later to have some notes about where you started. If you were going to offer additional “back end” products beyond your initial offer, what might they be? Here are some ideas for your reference: 1. Books 2. eBooks 3. Audio CDs/DVDs 4. Video CDs/DVDs 5. Seminars 6. Webinars 7. Home study courses 8. Bootcamps 9. One-on-one coaching At this point, you know that the secret to profitable information sales is a series of product sales after your initial one. Actually, it can get much better, if you turn your focus from selling products to creating communities of learning. In other words, shift away from selling products and towards selling access to learning. In the nutshell, Don't Sell Products, Sell Access. When you look at the traditional way of information sales, the customers base is the largest at the initial portion. As the price of the back-end offer starts to increase, the customers base becomes smaller. On the other hand, by selling access to your information products, you try to start a relationship right away, and to maintain it. Instead of that first low-risk sale, there's a low-risk relationship, which can be strengthened and built on. As long as you keep increasing the perceived and actual value of your products, you will be able to convince your customers to enter a recurring fee arrangement to have access to your content. Your customers will be comfortable with you and try to dive deeper to learn more from you because you have over-delivered on your initial content. The reason for this access model is that it's easier to keep paying customers than to continue re-selling them on all kinds of new and more expensive products. This concept isn't new, just look at the traditional newspapers subscription. We are modelling the concept and implement it online. http://www.EnlightenedOnlineMarketers.com Article Directory: http://www.articledashboard.com About the Author Louis Jonathan blogs at www.ProfitsMasterPlan.com and enjoys helping people to appropriately and ethically build their business social media presence through social media tools. Go to www.enlightenedonlinemarketers.com and discover how to attract consistent targeted online traffic on autopilot. |
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