Anyway, after recovering from this `e-blow' I replied to email suggesting that sender did NOT make purchase. In fact I insisted that he saved his money so he'll not be ripped off. I was not fully prepared for reaction. He wrote back this time giving his name and said that he was only `joking'. Needless to say he bought ebook.

Some Copywriters refer to this technique as "Intimidation". If you act as though you do not really care about sale you're more likely to make sale! This is because you immediately place prospect on defensive.

So what do baby chickens have to do with all this? You see I've learned from handling baby chickens that if you squeeze too tightly you can suffocate little feather bundles. Yet at same time, if you open your hands fully they will jump out. You have to master art of `not too tight but not too loose either'.

If you parade fact that you don't need your prospects you're holding them too loosely. But if you chase them down and keep pounding at them with emails or phone calls then you can suffocate purchasing life out of them. A balance must be struck and only experience will teach you that balance.

At first I was too aggressive and they ran away. Then I simply ignored these prospects as just plain losers. Finally I found middle ground and it simply said; "I want you but I don't need you."

When you think about it, gaining a new customer isn't too different from winning heart of your one true love. If you're too aggressive and send very expensive gifts for every occasion your lovebird will likely be scared away. Just skip some phone calls from your usual schedule and you'll have her wondering (that's another word for `thinking') about you.

And trust me, it works just as well with your prospects as it does with your potential life partner. I know … I've been happily married now for 8 years and counting!