MindValley Labs Internet Marketing Blog

When­ever a cus­tomer buys a prod­uct or sub­scribes to some­thing, they always end up on a “Thank You” page. It’s obvious.

You can use this to your advan­tage by doing more on it than encour­age your cus­tomers to close the window.

I’ve found that the peo­ple who really know how to use the “Thank-You” page are the air­lines peo­ple. When you go to their “Thank-You” page, it says not only “Thank You” for your pur­chase, but they also give links lead­ing to pages on “How to book a Hotel”, or “How to rent a car”.

This some­thing that you can def­i­nitely use for any web­site for upsells, downsells or to mar­ket your other products.

When some­one buys Prod­uct A, your “Thank-You” page can also link to related Ser­vice B, Mem­ber­ship C and/or Newslet­ter D, for example.

One com­pany that has done this very well is Mar­ket­ing Sherpa. Their “Thank-You” page has all their prod­ucts, some of which are related to the sale that has just been made, and some are not related at all.

Anne Hol­land, Mar­ket­ing Sherpa’s Pres­i­dent, says,

“Another inter­est­ing fact: the most pop­u­lar offer on that page gets a 29% accep­tance rate, which is fab­u­lous, but not the whole 39%. That means giv­ing folks a choice on that page has helped our over­all offer con­ver­sions increase by 10 per­cent­age points.”

This is the same con­cept that Mike Fil­saime called Inte­grated Mar­ket­ing. Ama­zon has done the same thing.

For exam­ple, when you buy a book, the “Thank-You” page has a list of related books you can use to increase your knowl­edge on the same or related sub­jects. After mak­ing a pur­chase, enter­ing their credit card num­ber and reach­ing the “Thank-You” page, you can ask, how would you like this spe­cial offer?

In this way, you can increase your rev­enue, even by a slight mar­gin. This is what Mike Fil­saime does, and Dou­ble Your Dat­ing does the same. It’s usu­ally in the form of a recur­ring payment.

E.g., Check this box to receive a free inter­view with a expert, shipped to you every month for $27.

In the customer’s head, they only see $27, which doesn’t sound like much. But, you see, you can now bill this cus­tomer $27 x 12months and/or until they cancel.

You do have to get cre­ative, though, because after a check­out, you can’t ask the cus­tomer to check out again after they’ve vis­ited the “Thank-You” page.

Well, you could, but it’s not ideal. It’s annoy­ing and it’s incon­ve­nient –they just went through 10mins of has­sle with their credit card –why ask them to do it again? So, after check­ing the but­ton, ‘Yes’, auto­matic rebilling is begun for this cus­tomer, and the prod­uct is shipped automatically.

This is why mem­ber­ship sites are so pop­u­lar because then, the cus­tomer can check a box and only be billed at selected inter­vals. How have you changed your “Thank-You” page from a dead-end, wasted resource into an income gen­er­at­ing opportunity?

Last 5 posts by

• The Enlight­ened Entre­pre­neur Expe­ri­ence: How To Expe­ri­ence The “Turn­ing Point” And Com­plete Free­dom In Your Busi­ness — Jan­u­ary 25th, 2010
• Tribal Mar­ket­ing: Sur­pris­ingly Eth­i­cal Ways to Sig­nif­i­cantly Reduce Your Unsub­scribe Rate And Eas­ily Boost Prof­its — Jan­u­ary 19th, 2010
• Break­ing the Silence — August 7th, 2009
• How Rela­tion­ship Mar­ket­ing Trumps Tra­di­tional Direct Mar­ket­ing (and Why the Social Media Craze Is Mostly Hype) — March 31st, 2009
• MindValley’s Social Media Mar­ket­ing Unveiled — Decem­ber 2nd, 2008

About the Author

Vishen is a co-founder of MindValley. Before MindValley, he was an exec in Silicon Valley and New York for several internet and technology firms. He turned bedroom entrepreneur at 27 and by the time he was 31 had founded 6 web businesses and never had to work a conventional job again.

Check out other posts by Vishen Lakhiani

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