According to content creator Pamela Wilson, when prospects first come across your site, they may be skeptical. Before they’ll do business with you, you have to earn their trust. She outlines a 3-step process for doing so:
Step 1: Offer free information that’s simple to consume. At first, don’t even ask for an e-mail address in exchange.
Step 2: As you deliver value with your free materials, prospects will be ready for the next level of commitment—giving you their e-mail address. Offer something valuable in exchange to motivate them to opt into your list.
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Step 3: Once they’re ready to take the next step, have a low-priced item available to buy. Exceed their expectations with your low-priced offering, and your prospects will feel more comfortable investing in higher-priced products.
Source: Copy Blogger, 6/27/13