by Chuck McKay | Dec 10, 2021 | Buying Stages / Sales Conversion, Minimizing Risk, Persuasion / Power of Words, Two-Step Marketing / Back End Sales
There’s a gas station at one of the Interstate 20 off ramps in Columbia, South Carolina that is rumored to have the lowest prices in town. If they don’t have the lowest prices, they certainly have convinced a large group of drivers that they do. Most hours of the day...
by Chuck McKay | Oct 25, 2010 | Lifetime Customer Value (LCV), Two-Step Marketing / Back End Sales
In “How to Make Money by Losing Money,” we introduced the concept of back end sales, and suggested it was worth giving away a $400 (retail) cellular telephone in order to get a $100 per month cellular telephone service contract. How did we know? We simply subtracted...
by Chuck McKay | Jul 9, 2010 | Lifetime Customer Value (LCV), Two-Step Marketing / Back End Sales
Would you buy a dollar for 50 cents? OK, that one was easy. If you could hand me 50 cents, and get a dollar back every time, you’d push as many fifty cent pieces in my direction as I’d be willing to accept. What about for 99 cents? Would you be as excited...
