Copyright © 2007-2008 Casey Moher
It's vital that you surmount a series of resistance points on your way to establishing a customer.
Your obstacles are:
1. No TRUST for you on the part of your visitor.
2. No NEED for what you have.
3. No perception that you can HELP them.
4. They are in no HURRY to act.
Let's take these one at a time:
On-line, you are a stranger to everyone. The most difficult part (establishing instantaneous rapport) is also the most important part of your business plan.
Doubt quickly evaporates from the mind of your visitor if your initial approach is to provide them with something of high perceived-value absolutely free. As your site visitor begins their visit, there are more questions than answers going through their mind.
If the first thing you do is to offer something free, it goes a long way towards reducing that sales resistance and that lack of trust they intrinsically feel. A good item to give away would be a report on a popular and good-selling internet-based product or service that you have something about.
Good-selling products and services are a great place to start with your plans to produce a report to use as your free gift. You'll find that this approach is the best way to overcome the obstacle of NO TRUST! Obstacle number TWO is the one of NO NEED.
A great approach to blasting past no-need is to select a product for your review that has some strong testimonials from customers who have purchsed it. The more your visitors appreciate the value of your free information, the more receptive they will be to your sales message.
It is when you begin to present your offer that obstacle number three (NO HELP) starts to nag at the back of your customer's mind.
The mind-set of NO HELP is a stubborn one and hangs in there even though you have built up a good amount of TRUST with your site visitor. Here, too, it is third-party testimonials that are your best tool for cracking through this obstacle. By now you should be getting a feel for how helpful and easy it is for you to establish yourself as an affiliate marketer for a useful product.
There are a huge number of things that are done for you when you are an affiliate. Order taking, shipping, complaints and returns. Moreover, a great and proven sales letter together with testimonials are in place for your use in obstacle-busting.
Also, getting your business started and getting past the obstacles we are talking about today are all much easier when you begin as an affiliate marketer for a useful product.
You are now in the position of three hurdles down and one to go. Getting someone 'off the dime' and settling on a decision is your fourth obstacle. This individual is plagued with inaction and the attitude that there is NO HURRY. To move your customer out of the comfort zone that your product will always be available to them, they need a reason to act right away! Scarcity or limited availability of the product is one good way to do this.
Additionally, you can use the concept that the product may indeed be available for the foreseeable future, but the price could well be quickly climbing very soon. Also, in all reality, the product itself will go away at some point and you won't be promoting it any longer.
Use both the notion of approaching scarcity together with the possibility of loss to effectively contain the obstacle of NO HURRY.
Building an ever-growing list of responsive customers is the key to financial stability and growth for you and your family. You can build a responsive list of loyal subscribers if you apply yourself and follow the concepts outlined in this article. Getting past the four obstacles we've been discussing can help you greatly in cultivating a list of responsive customers.
About the Author:
Casey Moher - Caseymoher@comcast.net (801) 941-3334
Mr. Moher is a Registered Pharmacist and Life-Long Marketing and Sales Professional. You Can Get His Free Five-Day Mini-Course on Building Targeted Website Traffic by visiting: http://www.newtrafficmaster.com/
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