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3) INFLATE YOUR INTEREST. Dale says: 'Talk in terms of other man's interests.' Of course, this isn't so manageable with an online business. It's easy to apply with a reciprocal face-to-face conversation, but it's another matter entirely via email correspondence.
You have to learn to be an email 'scavenger.' It usually takes several emails before a deal is struck. In this time (providing that you have followed personalization and praise techniques), your reader will probably have opened up a little. You should read all their emails carefully (keep them together in a separate file if necessary) and search for anything that they let slip about themselves - personal details, country of residence, even their preferred style of writing (formal or informal). These details are your marketing weapons. Comment upon or casually drop in a few of these choice details in your replies for added personalization. When used discretely, they can establish and build a bond between you and your potential client.
4) LET THEM HAVE THEIR SAY. Dale says: 'Let other man do a great deal of talking.' Encourage feedback from your reader. Give them a reason to reply and to pass on more of their personal details. This can be done by making a few relevant enquiries. Ensure that you don't ask questions which simply require a 'yes' or 'no' answer. Ask something specific and get them talking. Not only does this help you extract your marketing weapons but it also means that your potential client won't feel as though they've been talked into anything - even if they have.
I think you'll find that these four steps will give you a really unfair advantage over your competition. If you want to learn more, pick up a copy of 'How to Win Friends and Influence People.' It's not too old to teach you a thing or two.
Marie Williams, editor "Write Advice" We'll show you "The Write Way to Publication" with our jargon-free articles, exclusive and user-friendly writing directory, award winning ezine, and professional but low-cost critiques. Write Advice helps you write the way to your success! Visit: http://www.writead.com - or get your free article now from: firstname.lastname@example.org