But, you also must develop a series of questions that will usually get "yes" for an answer. For example, "Doesn't that give you peace of mind knowing your family will be safer?" will often bring a "yes" answer. If customer answers no to a question, a safe approach is to ask "Really? Why?" This directs conversation back to them. Listen to what is on their mind and see if you can help revolve issue.

Get customer into a habit of saying yes to your questions. By end of your presentation, it should be easy for you to say "Do you feel this product is what you have been looking for?" When customer answers yes, it's time to write up order!

The vast majority of Newsletter publishers don't write their own content and even those who do still need outside input, 'guest articles'. The problem is getting noticed because there are a lot of people writing articles now. One of keys to getting loyal publishers who keep using your articles is to have a fairly constant output - at least one new article every 2 weeks. Publishers like to use articles from 'regulars' - writers who they have published before and who they can count on for more articles in future.

Joshua: Yeah, that's been my experience too. Each time I submit, I'm finding that new editors are using them. You also mentioned 'name branding' earlier. Is this a vital ingredient to one's eventual web success?

Michael:

Yes, I think it is important. You could also call it 'Establishing an Audience' or 'Building Credibility'. The reason it's important is that people have become very wary on Internet (because of all scams). If someone lands up at your website and they have never heard of you before, chances are they won't buy anything. But if they have seen your name over and over again, as author of helpful articles - then you have a potential customer.

Joshua: Related to this is another 'payoff' for writer: Resource Box -- your ad. What do you think is most effective strategy here?

Michael:

Well, this really is an art in itself. It's as important as article itself. Here's a valuable tip: if you're using your Resource Box to promote your eBook, don't mention eBook! Instead, create a free report (1 or 2 chapters of your eBook) and offer that from your Resource Box. When I started doing this, my sales tripled overnight.

Joshua: Wow. So, we shouldn't try to sell anything here. We should promote a free information product that captures their email addresses. In your opinion, Michael, does this work best by sending them to your site to sign up, or going with a 'mailto' address, or both?

Michael:

Well, I have to say that I've had bad experiences with putting my email address in my Resource Box. The spammers got hold of it (or rather email harvesters). The email address was ept-subscribe@ followed by my domain name and I still get dozens of emails every week that say 'Hello ept-subscribe'. The best method here is sending them to a sign-up form where they have to enter a valid email address because they'll be receiving an email a few seconds later with download details for your free report.

Joshua: You've had tremendous success online. In your opinion, is there such a thing as an *Internet Secret*, some magical formula for easy web success?

Michael:

Most of succeeding online is just sheer perseverance. But I would also recommend reading as much as possible. There's really masses of information on how to succeed on web. Having a mentor is also a key to success (I've had a few).

Joshua: Me too. This has been great, Michael. I really appreciate your input. Thank you.

Michael:

It was my pleasure.

Joshua: Any last tips or comments?

Michael:

Do what you're passionate about, follow your bliss. Because people will pick up on it and it will take you anywhere you want to go. But one still needs to persevere. Successful people are people who have learned to deal with failure.