Dynamite Fishing - Take Two

I thought I would share an article I wrote about backend revenue generation, since I received so much great feedback from last week's "fishing with dynamite" email. Whether you sell one-on-one training, conduct group boot camps, offer online training and fitness info products, you must realize that the biggest profits come from backend products and services.

It makes sense if you give it some thought.

With these products and services you increase the chances a new client will buy from you again. You don't have to spend any more money on marketing to those clients, which in turn drastically increases your profit margins.

On with the article - soak it up!

(This article was written as part of a mutual project with the "Rich Jerk," so some information was initially intended for info marketers. Yet, it is still very relevant to a personal training business.)

Autoresponders are used to stay in front of your leads after they opt in, but did you know that they can also come in handy after that initial sale? They can essentially kick your business into second gear!

It is typical for most marketers to use a series of autoresponders to make a sale, but then they rush off to find new leads. Then there is the smart marketer who uses autoresponders in the backend, realizing that the big money is generated after the initial sale.

Consider an example:

You are selling a $47 "how to" eBook. Let's just say that you get the majority of your traffic from organic ranking, Ad Words and affiliate marketing. Let's also assume that after marketing, commissions, and operation expenses, you bring in $27 profit on every sale.

If you can sell 200 eBooks per month you would bring in $5400. That sounds pretty good, but each week you need another 200 customers to earn that $5400.

Unless you are a selling genius, selling 200 eBooks every month is quite a job. So, what if you could use a back-end system to triple or even quadruple your monthly profits without the pressure of selling all those eBooks?

The Value of Back-End Autoresponders

The first 21 days after a sale is critical. Every single one of your online products and services should have a 21 day, 9 email autoresponder series.

You probably already send out a "Thank You" email the second a sale is made, but have you considered making your customer an offer for complimentary products or services? These products and services can be offered at a higher price point and included in the "Thank You" email.

These back-end autoresponders should go out every two or three days for 21 days after every sale. These emails should further endorse your original product while offering other products or services that are similar.

For instance, private coaching and mentoring programs, paid membership sites, supplementation and affiliate programs, can all be used.

5 Autoresponder Techniques to Maximize Profit

# 1: Include an irresistible offer for complimentary products or services in the "Thank You" email.

# 2: Send out a separate "Oh, by the way" email that offers your back-end product as the next obvious and logical purchase.

# 3: Space your first 4 back-end autoresponders 2 days apart, then move to 3 days apart for the remaining emails.

# 4: Include customer success stories and endorsements for the back-end product.

# 5: Showcase your best customer. If you have a customer who bought your front-end and back-end product and is now hugely successful, ask for permission to showcase their story in your autoresponder.

Whatever you have to sell, online or offline, if you don't create a systemized strategy for promoting your back- end products and services, you're going to leave a lot of money for someone else to collect.


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Bedros Keuilian is fitness marketing expert and is known as the hidden genius behind many of the most successful personal trainers worldwide. Get his four personal trainer marketing programs for free.