The Money is in the List

Capturing the Lead

Maybe you’ve never heard this before, maybe you’ve heard it 1,000 times. Every email subscriber you have is called a lead. Have you ever been in sales before? Have you ever made a sale without a lead? 

It is possible, that someone will approach you out of the blue and buy your product without any work on your end, but this is very rare. The sad truth is almost nobody is going to stumble upon your page or on their own with buyers intent. 

A Question

Let me ask you this question:

There are two salesman at one company. Salesman#1 of them creates pamphlets, brochures, guides, posters, business cards, and puts them all over local pubs and waits for a phone call. Salesman#2 creates a “onesheet” with benefits, value vs. cost and contact info and sits down with at least five people per day. 

Who is going to make more sales? Yes, it’s obviously the one with 25 meetings per week. Even if both work equally hard, unless you get your information/products in front of real people, you’ll probably make very few sales, if any at all.

What does that mean for you? 

You need leads

Back to that previous example, what would be the difference between having 5 face-to-face meetings vs 25 cold calls per day? The cold call will get him in front of literally 5X as many people, but he may not make as many sales. That’s because cold leads convert very poorly compared to warm leads. What’s the difference? It’s in the name. 

A Sales Process (AKA Funnel)

If you can break a sales process into three steps: 

  1. Awareness
  2. Consideration
  3. Conversion

then a cold lead is catching someone before 2 or even before step 1. 

Did you know, on average, it takes 7 exposures before someone is willing to buy? 

finding hot leads can be hard in a sea of people

Finding the HOT Leads

A cold lead is someone who doesn’t know who you are, what you’re offering, and may not even need what you’re offering in the first place.

A warm lead is just the opposite. Hopefully someone who knows you and trusts you or someone who knows about your product and is in the market looking for that particular solution to their problems. 

Then a RED HOT lead would be someone in between step 2 & 3, who is already trying to buy your product, but needs someone to show them where to buy it. 

What is a List?

Now that we’ve discussed the importance of leads, let’s dig into defining the list.

A list in Internet marketing terms is a database of contact information for your prospects.  So if you have a product or promote products about gardening and I sign up for your list, I’m a prospect that you can market to repeatedly until I unsubscribe.

So why is building a list so important?  Let’s say you start off as an affiliate marketer.  You find a niche you truly enjoy and you start working what you’ve learned into some traffic for your affiliate links.

Over a period of 30 days, you funnel 5,000 prospects from the World Wide Web who are interested in your niche straight through your affiliate link to the product owner’s site. 

They even buy – yea! You’ve made a 50% commission with a 2% conversion rate.  That means 2 out of every 100 people you sent bought the product, and your share was $26.00 (as an example).  You earned a cool $2,600 this month – good for you!

The Big Mistake…

But you’re leaving money on the table.  Those 100 people who bought from your 5,000 clicks?  They’re now on the product owner’s list, not yours. So what he’s going to do is send them more offers over the coming weeks. and you’re going to get nothing more.

After all, they are proven buyers.  Over the next 30 days, those buyers fork over some more money for products that complement the original one they bought.  That money goes to the product owner, not you – because you passed on building a list the first time around.

Start with the List

A better way to build an Internet marketing business is to start with a list from day one. Before you let a single person slip through your link without capturing their name and email address, have your system set up to build a list.

You can have unlimited lists for different niches using a simple autoresponder, I use GetResponse, and they offer a 30 day free trial. Every day you can log in and see how many people have signed up, and you can create automated messages to send out to help convert your list into more sales.

Why should the product owner get to cash in on that person again and again when you’re the one who brought him the customer in the first place?  Stake claim to each prospect and leverage your relationship with him for future sales and commissions.

If you want more information on making internet marketing your full time career, consider signing up to my list, which I promise I will use responsibly, to get all kinds of new information as well as only the best deals on the internet right now.


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