Relationship is a function of two people, their expectations, situation,needs, and capacities. It takes time to start, build and continue relationship. In any relationship, both have to grow. Otherwise, one find another interesting and stimulating partners.

If some one writes really from heart, then people respond more favourbaly. However, once again, the fundamental aspect comes into picture– the trust factor. Can I trust my marketing guru? He sees me( I have not seen many female gurus) as a present buyer or potential buyer. How would I see him– he expects me to see him as a guru, expert etc, not a seller, although the intention of selling is there all the time.

If I don’t trust my marketer, can I trust his message. Results are function of many factors, and how just one factor takes away all the credit.

If my marketing guru is rich, why is he keep selling different products to all people, including me? If my guru is really a guru, he thinks about me first, later him, and later the product or service. How many self labelled gurus genuinely think like that? I don’t have statistics and I don’t feel many are outright there.

Language is just one part of the communication. Now, we may get products of Copy write like Frank Kern– using his own emails as examples. One fine morning, we might get the templates, the software, the audio course etc.

In trust building, actions count more. Changing the expectations count more. One member of the relationship should be more willing, open and sharing. We all love real life stories, the sorrows, the failures and victories. Almost all internet marketers show me that they are successful, and earns in millions. None of them really tell the pain, agony of failure, learning and getting once up and getting the sweet taste of money, recognition and respect and above all satisfaction of publishing a book that withstand the fads and time.

In the end, we are all human beings. We respond to the personality more than the copy. If I like him, I like his message most of the time. If I don’t like his messages, at some point I may respect him, and at some later point of time, I may even hate it.

Many of the gurus are not really interested about the world also. Some of them give offers for 12/24 hours– to increase the so called urgency– and by the time some one in India opens the mail, the offer is gone. I could not understand one thing– is is just plain ignorance or I don’t care attitude because I have many members in my list. The ultimate test is– How one treats one who is far and entirely different from you?

Looking forward to learn loads of new things from you guys.

Cheers,
Payal Mulchandani

Another thing about the #2 Email is that it makes me feel more as if the time I might spend investigating the offer is intended to benefit ME, rather than the sender. I receive these tome-like, salesy emails and just shake my head and hit Delete. Don’t these folks realize that if you’ll waste my time and/or attention it only follows that you’ll probably waste my money, too? That hits on a couple more Kern-nals of Wisdom: 1) rise above the noise and be different; and 2) help folks decide they want your stuff instead of convincing them.

Some of those Mass Control techniques are the best thing since warm, fresh-out-the-oven, unsliced bread, don’t you think?

Thanks for the invite!

Debi

Yeah, creepy like the half-drunk, complete stranger who puts his arm around you at the bar when he asks if he can buy you a drink.

Maybe they’ll get it with a little more practice. But, do those half-drunk guys at the bar ever learn?

This is so BASIC, but I believe that once you start monetizing from your lists, you lose site on what works to keep people trusting you…

I know that List Building was one of the last things I learned in Internet Marketing, and Mass Control is just a simple tactic that you’re taught in the beginning… yet, you completely forget about WHY those people will actually purchase from YOU, anyway.

When I was a Car Salesman (sales associate), they wanted us to practically attack any “up” (someone who walks onto the lot) and make sure they did NOT leave before the Sales Manager got their shot at them… I eventually got fired because I respected people and knew that they didn’t want to be treated as a Commission, but rather a person. The veterans of that Business DO make money, the same way as the vets in this business… but they lose people on their way up.

When I was fired from that lot, I ended up at another smaller dealership selling USED cars… FOREIGN cars, and my old “leads” found me there and purchased from me. They still trusted me… I treated them as a human and not a commission.

Unfortunately, too many people are worried about the best months ever, rather than the best years down the road.

I’m definitely not impressed with what I watched on Mass Control. Does it work? Well, yeah! It’s completely logical, but basic. It’s not magic. It’s not science… it’s simple psychology.

While we were being trained by ex-FBI agents who were teaching us what a Customer was really thinking when they were rubbing their ear lobes, scratching their nose, the way they stood, etc… I was learning about HOW TO TREAT THE CUSTOMER the right way… guys like Joe Girard were OLD SCHOOL and didn’t care about how customers acted… he cared about what they WANTED.

A list is the same way as a set of leads… you can cold call all day, but where is it going to get you? Build a Rapport, then send them what they’re looking for.

It’s not expensive or too time consuming to give away your own Special Reports that WILL help the people on your list. They signed up because they’re looking to fix the problem they have with _____. Give it to them, and don’t stop just because they haven’t purchased once, or haven’t purchased 100 times. If they’re on your list, treat them with respect and give them what they want.

Mass Control is just another product that you’ll waste money and time on, in the end, in my opinion.

Clint

I love that you’ve been able to quantify the obvious benefit of relationship marketing in such a dramatic way. Thank you!

I first started in direct sales nearly 40 years ago. I was trained in a technique called “The No Objection Sale”

Basically you spent a large proportion of your call getting to know as much about your potential customer as possible, you asked lots of questions to find out what they needed and what they wanted and then you closed your book and chatted to them like a friend.

You then told them that you would go away and look at everything that was available and return when you found out the best possible product for them as a friend. You then confirmed with them what they were looking for and returned a week later and presented your findings in the manner of one friend to another.

I followed this faithfully and for five years had 100% sales to calls ratio.
Unbelievable, I hear you cry. Well it is gospel.

How did it finally go pear shaped. The company I worked for sold out to new owners who reckoned they knew how to sell “properly”. ” None of this two call nonsense!”

I had previously earned more in a month in direct sales than I had as a senior manager in industry in 12 months.

From the day I was told to follow the new sales style until I finally let two years later my sales to calls ratio fell from 100% to 23% and I barely made a living.

I tell this tale because online direct sales has very much in common with off line sales. Except on line sales is where off line sales was 20 years ago.

So it is nice to see that someone has finally realised that if you treat a potential customer they way you would treat your best friend you get superior sales results.

Who would have believed that?