Youve convinced me that I want to sign up for your
newsletter. Now that Im ready, what do I do? I go to the
signup box on the current web page and complete the form.
But wait... what are you asking for? If youre asking for
more than my name and email address, I will hesitate.

After all, if youre going to send me an email newsletter,
why do you even need my name, much less my street address,
city, state, zip, telephone number, number of people in my
household, etc. My email address should be enough. Now Ill
give you my name, because I understand that youll want to
personalize my email messages. But unless you show me very
good reasons, Ill forget about signing up and go on to
another site that doesnt want a lot of information in
exchange for their complimentary report or newsletter.

Its like dating. When you first meet you get only the
necessary information - name and phone number. As you agree
to date, youll get the address. Later, as you get to know
one another better, youll start to add more details.

Moving a visitor from lead to customer involves a courting
process. You want them to get to know you. They need to
learn to trust you. You need to establish a relationship.
Thats the purpose of your newsletter. You offer them good
information and in return they give you the right to market
to them. As they become more interested and more loyal,
theyll move from just a lead to a steady prospect.
Eventually youll "marry" some of your prospects and theyll
become customers.

So whats your courting pattern? How do you get to know your
prospects? When do you ask for more information -- more
commitment?

For more information on the online sales process sign up for
the complimentary mini course at
http://www.SalesSiteQuickStart.com.