Ecommerce Marketing How to Succeed Online Using a Reverse Sales Funnel

By David Hale

With the Internet marketing, and selling any products online in general, overtime you will become aware it where your customers are entering your sales funnel. That is, what product level they are buying into whether it be a free giveaway a $247 product, or your high ticket coaching program.

Alas couple years I’ve experimented with changing my sales funnel approach from using the traditional lower to higher priced products in changing that to a reverse sales funnel approach. If after you’ve been in business selling online products for a period of time you will begin to possibly realize that the majority of your customers are entering in your sales funnel say at the $77 level. With this in mind, it would then make sense to possibly eliminate any products priced lower than that level other than maybe any free giveaway.

What I did when implementing the reverse sales funnel approach was to eliminate any products I sold that were under $77. Again, as I mentioned above, I did keep my free giveaway item to still draw and six writers.

I introduced a $197 e-coaching service, a $497 tele-coaching service, and produced a $997 video home study course. Above this level, I have several consulting services and freelance offers to assist customers in developing specific portions of their online business.

What was the initial impact of this change on my business?

First, prior to the change I was making $11,000 per month on sales with approximately 326 transactions. I average 200 transactions for $10 each. By eliminating the $10 product it was assumed that profits would decrease by the $2000 worth of business the first month.

But, something very interesting happened. By adding in a $197 product, one tenth the number of transactions came in, but that was just on the $97 product. So the numbers were roughly 20 transactions at $197 for revenue of $3940.

Your Next Step

I challenge you to think about what changing your sales funnel might do for you. Perhaps it might not mean the elimination of your lower priced items. Perhaps it means simply promoting to your prospects a stronger mix of higher priced products. Perhaps it means combining a few of your lower priced items, adding some strong content, and then selling the combo product for a much higher price – and continue to sell the best-seller out of your lower priced items as an ‘excerpt’ or ‘sample’.

Revise the low-priced item to reflect this, and put a link to the full-version in the product itself, so when the prospect/buyer has read the book, they will be given an offer for the full version. You can also use the sample or excerpt version as a lead in sale, then use the full version as a backend product.

Perhaps at this point, you have a couple of lower-priced products, and have been considering creating the next product in your funnel. What about jumping a few levels in your sales funnel? You can always add the mid-priced products back in the future.

The strategies I’ve mentioned in this article are what used to go from 0 to $16,000 in less than a year and attract a different level of subscriber and customer to my offers.

If you are out to attract prospective customers and develop your online presence and exposure, you owe it to yourself and the financial future of your business to learn everything you can about Internet marketing.

Want to learn more Internet marketing techniques on how to build a successful businesses online?

If so, read about and download my brand new free ebook 27 Habits of Internet Marketing Super Stars.

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Dr. Dave Hale, The Internet Marketing Professor, is one of the country’s leading developers of Internet marketing and social media curriculum for businesses and universities and specializes in online marketing communications.

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