It’s an unfortunate fact that we live in ‘me’ world. Marketers everywhere know this and work with it every time to sell their wares.

The natural mental reaction of every one of us to a new advertisement or offer is “What’s in it for me?” If the marketer hits the mark and gets the prospects interest then the game begins.The most successful information marketers have a deep understanding of what it takes to turn this interest into desire, desire into trust and trust into a sale.

Here is an example from a link in a mail I received just as I sat down to write this blog post:

>BEGINS<

“What if in just minutes a day you learned the most powerful strategies and techniques to get everything you ever wanted?”

“What if even in this challenging economy, your life & business was so transformed that wealth, happiness, & peace of mind oozed out of every pore?”

“What if you had a LIMITED opportunity to work with one of the world’s top business performance coaches?”

The coach who has helped boost the profits of many of America’s Fortune 500 Companies by hundreds of millions of dollars and the coach who could help make your dreams a reality?

“Would you go for it?”

(Read this letter to find out if you’re one of the select few who can)

>END<

I am dedicated to learning more and keeping abreast of the latest techniques so I always take a look at new material that lands in my inbox.In this particular case the mail containing the link was sent to me by someone I trust.

The person who sent me the e-mail with the link doesn’t know me personally. But, he recommended I look at it. In fact he went to a lot of trouble to write his recommendation and send it to me.

They simply built up my trust by catching my attention when I was looking for a solution to a problem.On the page on their site was a video.

It didn’t try to sell me anything, it just gave me SOME of the information about how to solve my problem but not just quite enough detail.The video was long, informative and simply a bunch of slides with a captivating narrative. It had not cost much to make. The content in the video was engaging and detailed & as well as answering my questions posed more questions I had not previously thought of. I was hooked. I wanted to know more as I didn’t just want to solve my problems I wanted to go further.

To go further and learn more I simply had to ‘opt in’. Put my name and e-mail address into the little box to get to the additional free content. The free content that purported to solve my problem. But it didn’t, it educated me some more and the more I understood the more I wanted to know.

The marketer obviously knew this.

Within days I was receiving e-mails offering me a ‘total solution’ to my problem. Worse still I was being offered solutions to problems I didn’t even know I had. I was perplexed but excited and I was almost convinced I should spend the money and all of the answers would be mine. But then my survival instincts too over, I was supposed to be making money not spending it!

And that’s when every thing changed for me.

I knew enough from the free content to know the questions to ask and I turned to Google for the answers.Now competition for attention of searchers is everywhere on the Internet and this means one thing for everyone who runs in this race.

They have to be better. Better in this case, means giving away more detail than the competition and stating the fact that you are well known. And this is where the celebrity factor comes into play. The more you give the more you will receive.

This is an undisputable fact. The more authoritative your content, the more highly valued you will become to your prospects and customers. Sure it hard to keep giving stuff away but believe me it works. Word soon gets around and the backlinks and the traffic follow.

In one of my niches I give away at least three hours work of detailed content a week, People opt in and subscribe to my list just to get at more free content.

I start a conversation with my list and on my blogs. I gently pose questions and ask for affirmation.

I then supply some of the answers as a pre-amble to selling a product. Just something that I know is rock solid and works. Sound familiar? I then ask my buyers for their comments and questions about the product they have just bought and the cycle of product creation begins again.

Three hours of work a week to build up a list and authority & then the money follows - supported of course with a few ninja backlinks,,,The cost and effort required to create and deliver valuable content sinks lower by an order of magnitude every year. People go online for answers and information and the best sources get reputation and backlinks.

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