The worth of your customer is determined by how often you continue to sell them. You might have figured the number of times a customer win be prompted to repurchase, but you also need to consider how much value that customer will have or how much the value will increase if you keep soliciting them again and again.

You may want to up sell or re-sell those customers immediately after the initial sale, hopefully at the time of purchase. You may be doing that now and finding out this may in fact be helping your bottom line.

If you can get them to order all other items that goes along with what they've already purchased you will dramatically improve your profits. You want to experiment with add on products and services until you feel comfortable that this is what works for both your customers and your business.

You can offer a package of re1ated items for a discount so you don't have to worry about advertising costs. You can contact your customers right after the initial sale to see how they like the purchase and offer them a deal on something else. Maybe one out of three will take you up on it.

You can upgrade their sale. If they're buying a basic service, you can offer them a deluxe service but at a $100 discount. Upwelling is just one of the many different techniques that you can use.

You do secure the rights to high profit or repeat type products that make sense to your customers and keep visiting them or calling them or sending them sales letters.

Also, for example, if you are a heating and air conditioning contractor, you might go in and service the equipment. Offer them a low cost service contract for the initial sale of the specific brand.

You could set up a relationship with a home remodeler or a carpet cleaner and refer business to them with 10% or 20% of the profits going to you. You can set up a deal with a carpenter or a gardener. There are many possibilities.

If you sell something else to half of your customers, you could add thousands of dollars of profits to every sale.

Once you know how much extra income you can earn on the back end you can dramatically expand for the increased amount of money you spend to get those customers. And since they're not just worth X amount of dollars to you, they're worth a specific amount and You have to figure out the average customer's worth.

If you don't want to push other people's services, you could also offer your leads or prospects to other companies. Certainly your database of heating and air customers or your plumber database or your carpet cleaner's database isn't that valuable to a non competing service company.

The local carpet cleaner doesn't care about the local plumber going in and getting his business. You could offer your database to the plumber because those people have had other people come in and work at their house. This automatically increases the net worth of that customer because their name is worth a certain amount.

The key to doing this successfully is to determine what your add on will be. How will this benefit both your customer and your business. When is the best time to introduce your extra's and manage the value towards your products or services.