This is an important bit of info and a caution that you may not be doing what you should be doing to try and “convince” your buyers to buy.
Do you know anything about the Know, Like and Trust method of getting closer to your clients and ultimately selling them?
We are always told that hate best way to get people to buy is to talk about them. This may often be true but in this day of text, podcast, and video marketing you have an opportunity to get everyone to see you as the source of the best information
Start a Relationship
Well there are three steps in your relationship with your buyers. The first step is to let them know you. You have to open up and let the people know that you are just like them, you came from the same humble beginnings and the show them snippets of what you did to become more successful. Whether you are in the fitness niche with the weight loss or muscle gain or the internet marketing niche coming from nothing and eventually striking it rich you are the same as them before and at the place that your buyer wants to be now.
Let your buyers like you
The second part is the like. Travis Sago is easily the best guy at getting the like going with hos stories and “aw shucks” southern friendliness as well as long folksy emails and salesletters. Travis to me is the greatest marketer as well as I am sure a very real and friendly guy. Frank Kern is another guy that just exudes that nice and freindly surfer down the beach kind of guy. What these guys do is disarm you. You know that you are going to be sold but that is ok since you know these guys really are not going to try and screw you to make a buck, you know that they have already made the buck and the their reputation is important to them.
Have your buyers trust you
Finally comes the trust. After you have let people know how you are and what you are you need to build that trust. I think that if you look around at a lot of the things that you see with John Reese (what is with these guru examples) I think that you get a guy that is down to earth and will just hit you with example after example of succeeding using his methods and after a while you defenses are worn down and you have to realize that if you invest with this guy there is no way that you can fail, he has done it so many times before and will do it so many times again that you can trust that it is really true for you as well.
This is where the whole list building comes in. Do you have a list? Do you just hope that the people that come to your page buy your product? The problem that you can run into is that as you get visitors to your site and try to sell them these people are cold to your message. What if you could talk to them a few times without selling to them and then after a relationship is built then you could get an offer in front of them. This would be so much more successful that you would want to put everyone into this sales funnel right away.
But you don’t
The reason that most people so not build the know, like, and trust is because the relationship takes time and we are all looking for a quick buck, a quick hit and the truth is that most of the time this never ever happens. Sure there are always going to be isolated examples of people that are using fantastic long form sales letters to do the know like and trust but it is almost impossible to get many people through this process.
What can you offer
So why is a list any different? Why would anyone want to join the list in the first place? Well for the bribe of course. You can’t sell your buyer the first time through but if your really understand your niche then you are going to be able to offer them something that they can not refuse, and ebook? A video program? and MP3? There are lots of offers that you can put free in front of someone in order to trade for their email address and the start of a relationship that will lead to you selling this buyer exactly what they are looking for. Th stretch in this idea is not too tough. Once you know what motivates your buyer to entrust you with their email address then you will be pretty close to knowing what they are likely to buy.