Just watched a video by Frank Kern, one of the Big Boys of online marketing. The video is literally 60 minutes of him breaking down his sales letter that generated him millions of dollars.
He is all about giving away massive amounts of FREE content before asking for your money. He also suggests that as marketers we do the same. We have to create incremental levels of trust and desire before shoving our product down his/her throat.
Trust that we have valuable info to give and simultaneously fueling that person's desire to achieve a specific outcome. Ideally by using our product or service to achieve the result.
It sounds simple but it really makes sense the way he describes it.
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