"The purpose of my main site www.jamesmaduk.com (hub) is not to sell. Rather its to 'buy'," James explains. "I want to 'buy' my visitor's email address."

Step one in his sales process originates from hub. James does daily online events for free, radio broadcasts, live webcasts, gives away free ebooks, asks for newsletter subscriptions, etc. for express purpose of collecting a new visitor's email address and educating them.

"I want to earn right to sell something to them. I want to earn their trust and rapport." By providing an email address, potential buyers open door for James to do just that.

James helps a visitor through decision making process by initiating step two of his sales process - an autoresponder series - after she has opted in with an email address. Each email, one to three a week, includes a short tip and directs readers to one of James' sales pages or his small business internet marketing "member's only" site.

Attract Right Visitors

By understanding your site visitors' decision making process and providing them with right information, you can convert more visitors to purchase. Attracting more of *right* visitors can improve conversions as well.

In Part 2, "Reach Your Web Site Marketing Goals: Profit By Attracting Right Visitors" http://www.webmarketingarticles.com/TargetVisitors.htm , I will take a look at some tips for attracting right customers to your site and ideas for profiting through information sites.

Bobette Kyle draws upon 10+ years of Marketing/Executive experience, Marketing MBA, and online marketing research in her writing.

Michelle Horstman, owner of Choice Promotional Products, www.choicepromotionalproducts.com, says, "I do get hits from advertising on 'informative' sites such as www.barmitzvahfindit.com, where they have a vendor area."

For those on a limited budget, Michelle suggests purchasing advertising on sites that participate in pay-per-click programs like Overture or Google AdWords.

"When you list with Google and others on your own, you may have to pay more than your ROI would justify." She explains. "However, when you advertise with an informational site, that site can afford to pay more for clicks, since they are supported by multiple vendors/advertisers. Ask site if they'll offer a trial period so you can see how much traffic it is producing."

Managing an Information Site

If you run an information site, majority of your visitors will be too early in decision process to purchase. So how can you both attract visitors in early decision stages *and* earn revenue?

You can attract information seekers by structuring each page in your site so it gives information on a specific topic. This expands list of key words through which searchers can find your site.

Other ways to earn revenue from an information site:

- Initiate two step selling process James recommends in Part 1.

- Participate in a few select affiliate programs, which you can promote on topic-specific pages in your Web site.

- Join a targeted advertising network such as Google's AdSense.

- Sell your own advertising space.

In any case, coordinating your Web site marketing to attract visitors in "right" decision making stage creates a win- win situation. Your visitors find information they need and you profit - through sales, advertising, or affiliate revenue - by meeting those needs.