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How To Sell Products To Your Opt-In List - A Three-Pronged Strategy!

By David Hurley

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Published: 26Apr2008
Word count: 815
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A lot of Internet marketing start-ups find selling affiliate products a surprisingly difficult task. At the outset many suppose that all they have to do is to place their affiliate links on their websites and sit back and wait for the sales to come rolling in.

While some people with high ranking websites will certainly be making sales directly off their pages, that is not really the best way to go about selling affiliate products or programmes, especially if the links are not supported by useful, relevant, well written and original product information.

The main aim of the front page should be to get visitors to sign up to your newsletter via your opt-in form. That will put you in a position to FOLLOW UP on visitors to your website - remember, most sales are made in the follow up.

If you have been struggling to master the net and make a profit on your online business, here is a three-pronged marketing strategy to help increase your sales.

First Prong: Know Your Product

Choose a product that matches your niche, offers a good commission and is also well written and presented. Yes, that means you will have to BUY it yourself!

Thoroughly familiarize yourself with the product to the point where you feel able to write a thorough, honest and convincing review of it.

Second Prong: Write A Product Review In Three Parts

This is important. Don't just write a single review, post it and forget it. Write your review in THREE parts and send each part as a separate message to your list over the course of 6-9 days.

The aim of the headline of the first message is to create maximum curiosity to encourage a high opening rate. The main copy should create rapport with the customer, induce a sense of familiarity, emphasize the BIG BENEFIT and neutralize scepticism.

Of course, your link through to the product site should be included, but since most of the sales come in the FOLLOW UP you will need to prepare your second and third reviews, each in a different style.

The second message should be in the form of questions and answers about the product, further neutralizing lingering scepticism and encouraging purchase via the link you supply in the body of the letter.

The third message should make use of bullet points to emphasize the benefits to the reader of purchasing and again provide a link for immediately doing so.

Third Prong: Whack Your List With A Too-Good-To-Turn-Down Offer

As well as the MAJOR BENEFIT of the product itself, make your readers a BIG OFFER and add a TIME LIMIT to give it an edge of urgency...

Here's what you do. In each of your letters you emphasize how good the product is and how much you want your readers to benefit from it. So much so that you are going to make them a generous offer.

Offer them either a rebate on the retail price. Make it between 75%-100% of your commission. For example, if the product costs $50 and you earn a 50% commission, or $25 per purchase, offer to give them a rebate of between $15 and $25!

What? Am I crazy?

Well, maybe. But notice, I did not say offer your list an instant discount (for which, you'd probably need to use Paypal). I said "offer them a rebate."

...What's the difference?

Well, a discount is given up front. A rebate is awarded post purchase.

What you do is provide your purchasers with a link to a rebate form that they print out and post to you with their name, address and the product they purchased and the purchasing code. Explain to your customers that it takes X number of days to process payments. Ask them to send the form to you X number of days after they purchased the product to claim their rebate. You undertake to send them their rebate as soon as you receive your commission cheque.

Simple!

Several things accrue from this.

Firstly, it is unlikely that every customer will follow up on the rebate, so you won't lose all your profit, even if you offered to rebate 100% of your commission.

Secondly, you have converted a number of people on your list into customers. Once people have had a good experience of purchasing through you they will be less resistant to doing so again. You can now sell to them again and again.

Thirdly, when you send them their cheque, you can include some direct mail materials. Of course they will open the letter from you since they know there is a cheque inside, and so they will be much more likely and well disposed to read your printed sales material.

So make them a nice follow-up offer and you stand to recoup your profit all over again!!

David Hurley is a regular writer of articles on Internet marketing techniques. His Internet business marketing advice website, packed with useful advice, is at => http://grasp the nettle.com

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