Mastering the Internets Two Sales Methods --- Part II

In the last issue, we discussed the first of the two methods to make sales on the Internet -- Instant Excitement. This method consists of soliciting sales in the excitement of the moment.

However, not all visitors will be ready to make a purchase at that moment. Some are more cautious and require time to think things over. Others may be interested in buying, but short on money and want to return later.

So, how do you keep the interest of these types of visitors?

Through Earned Association.

There are three ways Earned Association works. The first relates to advertising away from your sales page. Whether people have been to your sales site before or not, it often requires several exposures to your business or product before they will seriously consider purchasing. Often times, it's just a matter of catching them at the right moment.

So what this requires is repeat advertising. Now, you might consider this a clever ploy by ezine owners to get more advertising, but it's not. Think of how you react to ads yourself. At times, you will catch on a specific headline or phrase and click to the website. Other times, however, you don't really look at an ad until you realize it's been around for a while.

Repeat viewing of an ad makes it more credible in your mind. It Earns it's way in and you Associate it as a credible business, at least to the extent of it having been around for a while.

However, the second and third methods provide for a better Earned Association.

The second way to use Earned Association is through providing extra information and follow up contact. Auto responders that can send out follow up messages at regular intervals are the best way to continue to provide added information. This Earns an increased chance of a repeat visit to your site, and again, further Associates your business in the potential customer's mind as a credible, real business.

Other means of providing extra information on the sales site include a Frequently Asked Questions page, and pages providing extra information about specific topics. However, these extra pages should still lead directly to the order page or back to the main sales page. Again, this is no place to change the subject. There should be no distracting banner ads or links to other non-related destinations. (More on this in part 3)

The third means of Earned Association is through your general business or, basically speaking, by having a good reputation.

People will then Associate the credibility of a product or opportunity with the credibility of your main business. It's entirely up to you to make sure that credibility is good. If you only recommend things you believe in and know to be good, you're repeat customers or downline will learn to trust your judgment. Then, when you recommend something, they will be more likely to look into it for themselves. You will have Earned this through your Association to good and credible products or opportunities.

This type of Earned Association is effected by the way you advertise, your sense of responsibility, your customer service, and general business philosophy.

While Instant Excitement creates quick profits, it really only will catch a portion of your potential customers. It is essential to use Earned Association as well to get sales from the more selective customers and to maintain repeat customers.

In part 3, we'll discuss how to integrate the two sales methods on the same site, and how to keep each of them working together for you.

About the Author

Written by Joe Bingham, Editor of the NetPlay Newsletter
BREAKOUT of the typical ezine rut! The NetPlay Newsletter brings you Online Business Information, News, and Opportunities -- with one Unique sense of Internet Humor. Education and FUN! Free ad to New Subscribers Visit netplaynewsletters.com/netplay.html

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