Building Relationships

In order to build a successful online business you must first build a strong relationship with prospects.  There are three things that prospect need in order to follow you and buy from you.

The first thing is they need to be able to trust you.  In order to get someone to give you their hard earned money, they need to feel like they are not going to get ripped off.

The second component is integrity. You have to keep your word in this business, or you lose the first component, which is trust. If you are offering bonuses to people, make sure you provide those bonuses. Don’t just say whatever it takes to get them to buy and then not deliver. Remember, it is a lot easier and less expensive to sell to an existing customer than it is to go out and get a new one.

Furthermore, if you have a time limit on your bonuses, or limited time pricing.  You have to keep your word on that.  Using scarcity to sell, and then not holding up to it, is a good way to ruin your reputation.

Next is authority. Nobody is going to buy from someone that doesn’t know what they are talking about. Make sure that you come across as someone that is an authority in your niche.  People want to learn from masters, and are willing to pay a premium to gain their knowledge.

Make sure to incorporate these three things in your marketing and sales letters.  It will keep your customers coming back for more, and will attract new prospects regularly

So, you are probably wondering how to incorporate these three things.

The first thing you need to do is provide prospects with VALUE without asking them to pull out their credit cards first.  Give them as much information as you can for free without giving away the farm.

There is a trick to this though, and it is equally relevant for beginners as it is for veterans in the marketing game.

Beginning marketers will usually give away so much information that the client or prospect can pretty much go out and do everything themselves.  People that are just getting started and hungry for new clients want to PROVE that they know what they are talking about.

This is not the best thing to do.  If you give away all of your strategies, you now have nothing to offer, and are of no value to someone that is willing to go out and do it for themselves. Just give away enough that will provide some value, and to show that you know what your talking about.  Save the golden nuggets for the people that are willing to pay you for it.

On the other hand, Veterans often think that they don’t need to offer value, because they are already established. They are of the mentality that if someone wants to work with them, they have to pay whatever price they ask, and they are the best so of course it is going to be a premium.  No freebies!

Also, the wrong way to go about it. You have to offer value nowadays, especially given the accessibility of gurus and pros via the world wide web. You are no longer the only person in town. In fact, people don’t care if the help they get is across town or across the world. Veterans have to live by the same rules as the rest of us if they want to survive. A good example is Tony Robbins, people pay him millions of dollars for one on one consults, because he gets results, yet he still offers free consultations and money back guarantees for his services and the services of his company.

As you can see, there is a thin line between giving away too much value, and giving away enough value.  In order to build that trust, integrity, and authority, you have to be willing to prove that you are someone that is worth giving money to, that knows what they are talking about, and someone that will stand behind what they offer.

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