The purpose of the front-end sale is to acquire a new customer. The purpose of the back-end sale is to produce a profit. Test the market by offering your existing customers evaluation versions for free. My Notes on Ready, Fire, Aim by Michael Masterson: When Launching A New Business, What Should Consume Your Time? In launching new businesses, many entrepreneurs do the opposite of spending 80 of their time of their time on selling. Hint: Its not finding office space or printing up business cards. The five skills (that any ambitious entrepreneur can master) you need to overcome the obstacles preventing you from growing your business. Michael also needs your help. 80 of the old and 20 of the new is a good ratio. When you create me-too products, you are imitating something that is already being sold. You are following the market. You must anticipate the market, not follow it. This Web site has been set up to handle the tremendous interest in the book, published by John Wiley and Sons and released Jan. 4, 2008. Early to Rise readers and other fans have been asking for Michaels next book since the publication of. To do that, create products that are not entirely new, just a little bit better than the hottest thing out there. You are after the tipping-point effect which is the one extra droplet of water that is added to many more that have been dropped. Find something about your product that is different from, or better than the competition. Eg FedEx Overnight delivery. 7-up the uncola. Look at all the other similar products on the market and try to identify gaps by recognising unfilled customer needs such as: Faster service. He wants to hear about the problems, challenges, and obstacles you face as an entrepreneur and business builder. Michael could respond to your letter on this website and/or in the Early to Rise e-newsletter with his personal analysis of your situation, and more importantly, solutions.