If You Don’t Know Me, You Better Go First!

In the “information age” you must share your best information.

Have you ever filled out an online form only disappointed with the contents?  I think we all have.

The problem is that too many entrepreneurs believe the FREE REPORT is the end of the interaction and that the sale should shortly follow.  That somehow after reading this one or two page report the prospective customer will realize how smart the author is and quickly hand over his cash and become a long term client.

FREE REPORTS ARE NOT THE END BUT THE BEGINNING...

There is SO MUCH INFORMATION on the internet.  However, TOO MUCH of it is superficial, practically useless and usually poorly packaged information that is meant to DAZZLE.  At best it wets the tongue and sparks interest.  At worst it completely bores and disenchants the reader.

Now don’t get me wrong there is nothing wrong with wetting the tongue as long as it’s followed by more detail, deeper insight and generally useful information.  Too many business owners are either too scared or too lazy to share their “secrets”.  Whatever the reason they’re leaving too much business on the table.

IT’S A RELATIONSHIP...

Your Websites, Blogs, Brochures and Articles are your image.  It’s what a potential “spouse/client” sees from across the room.  It’s what you “put out there” to attract the “people/prospects” you’re interested in.  It helps them get your name, figure out who you hang out with and learn your basic belief system and views.

At this point, if you have sparked their interest they may choose to introduce themselves by requesting the FREE REPORT or “a first date”.  Only now does the “sale/courtship” begin.  Now you begin to share your best material, insights and knowledge.  This is when you get to impress, develop a relationship and BUILD TRUST.  Only after this stage should you even contemplate “closing the sale” or proposing a marriage.

Of course how long the process takes or how much you'll need to share depends on the size of the transaction.  The higher the price, the longer the cycle and the more you'll need to reveal.