About My Current Business: Sam Cart#

Speaking of that $300 million a year business, it’s called Sam Cart. I actually built it for myself back in 2014. It’s an e-commerce platform, and today, some of the top brands, influencers, and creators online use it. Why? Because it’s known as the easiest and most powerful platform out there for boosting your revenue.

Alright, let’s get right into the process!

Step 1: Understand Where Profits Really Come From#

This first step is crucial: you need to understand where your business’s profits actually come from.

Looking at the numbers from Sam Cart – which covers over 20,000 businesses using the software – you see something interesting.

• The top upper echelon (the top 1% of 1%) of Sam Cart sellers make the majority of their money from repeat purchases. This means 80% to 90% of their revenue comes from customers who have already bought something from them before. They make most of their money by selling their current customers other things.
• The people at the bottom of the Sam Cart seller list, who are often stuck around the four, five, or six-figure revenue mark per year, make over 80% of their money from brand new customers. This means they’re just focused on getting new customers in the door and then never selling them anything else, either because they don’t know how or they don’t have anything else to sell.

Think about the biggest businesses in the world, the Fortune 500 companies. Most of them follow this same strategy. Take Apple, for example. The phone I’m holding? It’s the 16th iPhone I’ve bought – I’ve bought every single one they’ve released. I’m looking at an Apple computer right now, and I probably have five different iPads in my house (not counting the maybe 25 iPads I’ve bought over the last decade).

Apple makes their money by selling someone one product initially. Then, that customer falls in love with the brand and products and buys tons of other stuff. This leads to 100, 200, even 300 times more revenue from just one buyer over time.

That is where your profits come from as a business.

It does not come solely from getting new customers in the door as fast as possible and constantly thinking, “How many more ads do I need to run? How many more social media posts? How many more events to get more customers?”

While getting new customers is obviously a good thing, focusing only on that won’t solve your problems if you don’t also figure out: How do I get my existing customers to become more valuable over time?

Step 2: Figure Out What Problem to Solve Next#

Okay, if you’re going to sell your current customers more things over time, the next step is figuring out what is the next problem you’re going to solve for them?

Every product or service we sell – whether it’s a one-on-one service, a physical product like an iPhone, or a digital product like an online course or coaching program – is designed to solve a problem. So, the main question is: What is the next problem you’re going to solve for that customer after their initial purchase?

These subsequent offers, sometimes called “back-end offers” or “upsells,” typically fall into three main categories when you’re trying to figure out what to sell next:

1. Solve the problem you’re already solving, but more often.
2. Solve the problem faster and easier.
3. Solve a different problem.

Let’s look at some examples:

• Lawn Care Business:

  • You service someone once a month. To solve the problem more often, offer to mow their lawn every single week instead. Getting a customer to say yes to this can 4x the revenue from that single customer.
  • To solve a different problem, offer irrigation services – setting up sprinklers, timers, everything needed to water the lawn, not just mow it.

• Dance School: (Like my wife and mother-in-law’s business, where we almost 10xed revenue using this)

  • They sell ballet classes, and the average customer takes one class a week.
  • To solve the main problem more often, make a dedicated push to get students to take more than one class per week.
  • Offer more advanced classes (potentially solving it “faster/easier” to reach a higher level, or simply a continuation solving the same problem at a higher degree).
  • To solve a different problem, offer adult classes for the parents waiting for their kids.

• Digital Product (e.g., Golf Course):

  • Offer a 2.0 version of the course.
  • Offer one-on-one coaching.
  • Create an iPhone app that tracks scores on the course (solving a related but different problem, or making the process easier).

• E-commerce Software (like Sam Cart):

  • Offer a Pro version.
  • To solve the problem more often (in terms of payment), upgrade customers from a monthly to a yearly or bi-yearly plan. This gets them to pay upfront, which helps fund your marketing.
  • Offer a done-for-you setup service (making it faster and easier).

• Protein Powder:

  • Let customers buy a six-month supply (solving the problem more often by ensuring they have it regularly).
  • Offer a premium protein powder or a different product line like creatine (solving a related but different problem).

These examples show how you can offer solutions to the same problem more often, solve a different problem entirely, or make it easier/faster for customers to get the main benefit they initially sought from you.

Step 3: Offer the New Solution at the Right Time#

This step is about timing. Offering your new product or solution at the right moment in the customer journey is critical.

This is actually one of the main reasons we built Sam Cart – it’s literally designed for online businesses to do this step effectively.

There are two primary times you want to offer these new products or solutions to your brand new customers:

1. Immediately after they buy. In the internet marketing world, this is often called a one-click upsell page. Instead of landing on a generic thank you page after buying the first product, they land on a simple page offering them your next product or the solution to that next problem.
2. Again within that first week. You can do this with a simple landing page.

You can use any form of communication you have access to for these customers:

• Email
• Phone number (texting)
• Group (Facebook group, in your application, members area)
• Brick-and-mortar: They’re coming into your store.
• Shipping/Dropshipper: You can get into their mailbox.

All these methods are great for getting their attention and driving them to a landing page where they can easily buy the next thing.

Why are the first day and the first week so important? The numbers show that the longer a customer is with you, the less likely they are to buy again unless they are already buying from you frequently. If you don’t take advantage of that very first moment they buy, or at least that first week, your chances of getting more revenue from them decrease over time, almost daily. You need to take advantage of that “hot” period.

It makes total sense, right? When we’re in problem-solving mode, looking for new shoes, a course, or any product/service, we’re kind of “in heat,” in buyer mode. We’re looking for solutions, and we often end up buying multiple things related to that problem. As the business owner, if you don’t offer them the solutions to all of their problems – all the related products you have – right away, they’ll most likely just go buy them from your competitor.

So, take advantage of that first day and, at the bare minimum, that first week by letting them know about the other valuable things you have available.

Step 4: Pitch It Correctly#

Having a great sales script is essential for offering your new solution effectively. Even if you think you don’t have a script, you do. If you just say, “Hey, I have this other product, you should buy it,” that’s a script – just a really bad one. You can’t just ask someone to buy without explaining why they should, or how it’s different/better than what they just bought.

Imagine Apple releasing a new iPhone and just saying, “Hey, everyone should buy it. It’ll be in stores next Wednesday.” They don’t tell you what’s inside, what it does, or why it’s different from the last one. That would never work! That’s why they spend months preparing huge keynote presentations showing us every detail, why we should buy it, how our life will improve, and why it’s worth more than the price. All the commercials, the pamphlets in stores – there’s a reason behind all of it.

Inside Sam Cart, we have something called the perfect upsell script. Here’s how it’s broken down:

1. The Affirmation:

   • When someone lands on your upsell page (immediately after buying) or a landing page you send them to later, start by affirming they are a customer and that they made a good decision buying the first product.
   • Many people skip this, which hurts conversions. Start by saying something like: “Hey [Customer Name], it’s [Your Name] from [Your Business]. I just want to make sure you’re having a great experience and congratulate you on becoming a [Product/Business] customer. You’re going to love the product you just bought; it’s going to deliver such great results, and you won’t regret buying it.”
   • This simple step lowers their guard and reminds them you appreciate them and that their initial decision was great.

2. The Reason:

   • Most people skip this part too. Every pitch needs a reason why you’re making the offer. A good reason helps lower people’s guard.
   • The phrase we’ve seen work really well across all 25,000+ Sam Cart sellers is framing it as: “The number one question I get is…” (and then fill in the blank).
   • Going back to the dance studio example selling adult classes to parents whose kids just enrolled: The reason might sound like, “Hey, just so you know, the number one question that most parents ask us when they bring their child in is, ‘Do you guys offer adult classes? Because I was thinking while I’m here waiting for my kid, I might as well get some exercise in, and I used to dance. Do you guys offer dance classes for adults?’”
   • See how that becomes the reason for offering the next product? The reason is that you’re getting this demand from other customers. It shows you didn’t just create another product purely to get more money; there’s a real reason for its existence based on customer needs. The idea is: “The number one question I get from everyone who just bought Product A is [Question], which is why I created Product B.”

3. The Story:

   • The key phrase here is “So, we decided to…”
   • Following the dance scenario: “The number one question I get from all these new dance parents is, ‘Do you have adult classes?’ So, we decided to launch a new line of adult dance classes. Here’s what they include: [Days, times, price, benefits, etc.].”
   • This is where you pivot and tell the backstory – what you decided to do after seeing all those questions come in. What you decided was to create this second product for people to buy.

4. The Offer:

   • Finally, you make them a special offer.
   • When selling to current customers, you should usually give them a significant discount – a lower price than retail – as a special perk for being a customer.

When you combine these four parts into one pitch – congratulating them, reminding them their first purchase was great, letting them know you created a second product because it’s a common request, and then giving them a special offer – it converts like crazy. This means you’ll get a lot of your existing customers becoming repeat customers.

This script works so well that I actually created a custom AI bot that writes it for you, called the ultimate upsell AI bot. We give all our Sam Cart customers access to this bot. If you want to try Sam Cart out for free to use this AI bot and write your upsell scripts, there should be a link below this video.

Step 5: Make It Easy for Them to Buy#

This is the final, easy step: simply make it easy for your customers to buy the new offer.

Whether you’re using direct mail, email, or any other method mentioned before, ensure the process for them to purchase the second product is smooth and straightforward.

Okay, let’s get this information sorted out so it’s easy to follow. This is all about making it super simple for folks who already buy from you.