$3,700 in 36 hours - Without A Sales Letter!!

by Jeremy Kelsall

Posted: 15 years ago 69 replies

INTERNET MARKETING

Hello warriors,

I wanted to share a recent experience with you in the hopes that it might help some of the up and comers or possibly even some of the more established people.

Don and I form very tight "bonds" with our subscriber base. What I mean by this is, we communicate with them a couple times a month and very rarely put the "squeeze" on them by pitching them every product under the sun. On the contrary, we regularly tell them not to buy products unless them directly relate to a project or strategy that they are currently involved in.

If we are selling something and don't feel that it is for them, we tell them so. Even in some cases, we have refunded buyers as soon as we see their payment hit paypal if we think they are too advanced for a product or if we think that the product isn't right for them. Obviously, we don't know each of our subscribers well enough to make those decisions, but there are quite a few that we do know on that type of level.

Some people might say that the way we do business isn't the right way to do it and that we are leaving money on the table, but we don't think so

When we launch a product, we first send an email to our list. This is just a 2 or 3 short paragraph email that basically says what the product is. No hype, no testimonials, no sales page...Just a couple paragraphs and a link to buy. our latest result was $3,700 in 36 hours WITH NO QUESTIONS ASKED AND NO SALES PAGE. This particular list is only 960 subscribers and the product was $27.

As long as we don't violate their trust and treat them in the same manner that we have treated them to date, they will continue to trust us and support the products that we create.

I'm not saying this is the RIGHT way to market to a list, but it is what has worked for us and it is a way to list market that will keep you in good graces with your subscribers. So, if you are kind of squeemish on some of the email marketing tactics that you see, this is a model that you might want to try to adopt.

#700 #hours #letter #sales

Jack Duncan 15 years ago

they will continue to trust us and support the products that we create

That's a real gem that too many people totally miss!

Trust = Support

And great work on taking action!

Gary Halbert used to say, "Movement is more powerful than Meditation!"
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- Steven Wagenheim 15 years ago
  
  Hey Jeremy, way to go.
  
  Some would say that my sales pages are as good as not having one
  anyway.
  
  But you're right. With a list that trusts you, you don't need a sales page.
  
  Works well for me too.
  
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  Learnanew 15 years ago
  
  Prime example of why having a tight relationship with your subscribers makes the money.
  
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  actionplanbiz 15 years ago
  
  wow thats great stuff. I jsut started building a list. ill keep those policies in mind. thanks
  
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  clbeav 15 years ago
  
  That's freaking awesome! I can't tell you how many lists I've been "willingly" subscribed to that the owners just throw "every product under the sun" at me like you said. It's great reading about someone who actually cares about their reader's interest rather than only about their own.
  
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  Jeremy Kelsall 15 years ago
  
  This particular list is in the IM niche...
  
  Here is one cool thing about it that might surprise some. more than half the list was aquired from giving away a free list of keywords almost a year ago. The biggest the list ever was was 1044 people. So, even with the list being "freebie seekers" for the most part, they still convert into buyers.
  
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  MikeHumphreys 15 years ago
  
  Congrats Jeremy!
  
  As a professional copywriter let me take a moment and point out a few things you may or may not have known... maybe even help a few other Warriors to boot.
  
  The key to your campaign was your relationship with your list.
  
  You had already earned their trust. Trust is built over time and proving yourself worthy to your list... not bombarding with 2-3 pitches every day.
  
  The second most important key was your offer... and it was an offer being made to targeted warm prospects.
  
  The third most important key was your message to those prospects. Now this is where a sales letter usually takes over but in this case you used an email message.
  
  A targeted warm prospect who gets a strong offer that is backed by a powerful message that reinforces the offer.
  
  Game. Set. Match.
  
  This is the same reason why some guru marketers can have a successful product launch even with a little or no sales letter. It's the relationship they have with their list (or their affliates have with their list) that helps bridge the sales gap.
  
  Could you have made more sales if you had used a sales letter? Maybe. It would depend on how good or badly it was written.
  
  I will say that the sales letter is extremely important when you're trying to sell your product to cold prospects that you don't already have a relationship with.
  
  But at the end of the day, I think the biggest reason why you had a successful marketing campaign was because you took ACTION.
  
  Congrats again,
  
  Mike
  
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  Justin Jordan 15 years ago
  
  Like most IM types, I've probably subscribed to dozens of lists. For the most part, I just delete them without looking at them. There are a handful of them I do open, though, like Tavis Sago's and, as of late, Tony Shepard's.
  
  Don and Jeremy are also on my open list, simply because they don't just bombard me with offers for every product that comes down the line. Their emails aren't ridiculously frequent and filled with unaltered sales copy, and as a result, as Jeremy says, I'm a whole lot more likely to buy more from them.
  
  It helps that their products tend to be really useful, but good list management is a lesson lots of marketers could do well to learn.
  
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  Jeremy Kelsall 15 years ago
  
  Mike,
  
  Very good points!
  
  Just to be clear though, we do end up putting a sales letter up a couple days later and get even more conversions from the same list so, the actual letter itself is really powerful.
  
  What made me post this is, I was talking to someone on Skype last week and we were talking about how our lists converted. When I told him that we had over 3K in orders on a $27 product from a list of 960, he asked to see the sales letter...But, I didn't have one to show him. He found it amusing that we were getting sales even without a sales letter. So, I started talking to some others and they too were surprised at the conversions without a sales letter.
  
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  Srikanth D 15 years ago
  
  doing a quick math, it looks like 137 people from the list bought it . WOW!
  
  I assume that you are talking about the same list that I am part of, because I bought that $27 thing last week as soon as I read that (sales) e-mail!
  
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  DarioMontesdeOca 15 years ago
  
  Originally Posted by MikeHumphreys
  
  The key to your campaign was your relationship with your list.
  
  You said it right here Mike.
  
  The money is NOT in the list.
  The money is in the relationship with the people you have on your list.
  
  Say it out loud. Rinse and repeat.
  
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  Scott Ames 15 years ago
  
  Originally Posted by Steven Wagenheim
  
  Some would say that my sales pages are as good as not having one
  anyway.
  .
  
  That there was funny, I don't care who you are. LOL
  
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  drmani 15 years ago
  
  Originally Posted by Steven Wagenheim
  
  But you're right. With a list that trusts you, you don't need a sales page.
  
  EXACTLY what I told a Warrior who phoned me yesterday.
  
  Needless to say, he didn't sound particularly impressed at the idea of
  taking the time needed to develop trust - wanted to dash out a 'killer'
  sales letter
  
  All success
  Dr.Mani
  
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MarkH45

15 years ago

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Dan C. Rinnert 15 years ago

Originally Posted by MarkH45

I currently have 838 messages in my spam box...

I have 98,032. I should probably empty it out sometime...
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secular

15 years ago

Originally Posted by MarkH45

I currently have 838 messages in my spam box...

I feel like clicking "reply to all" and sending them a link to this thread.

E-mail marketing is the best thing in the world if you know how to use it properly.

@SteveWagenheim Then I must be an easy sell because I've bought from more than a few of your sales pages

That's some funny stuff.... I want to do the same now. Good one!

Thanks

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SaSeoPete 15 years ago

That's awesome Jeremy.

I am on one of your lists and I always dig getting your emails.

Do you mind if I ask - is this list in the IM niche?
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johnjimat 15 years ago

this would be awesome. i am building a list now. i hope i can do same like you
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thatgirlJ

15 years ago

Jeremy, great stuff

Who wouldn't want to open an e-mail from Don and Jeremy??? The thought baffles me

Seriously though, this goes to show it is about the relationship, and the way you treat the people who buy from you.

Thanks
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Jeremy Kelsall 15 years ago

Originally Posted by Jenn Dize

Jeremy, great stuff Who wouldn't want to open an e-mail from Don and Jeremy??? The thought baffles me

I think the Don part scares a few of them off
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CDarklock

15 years ago

Originally Posted by Jenn Dize

Who wouldn't want to open an e-mail from Don and Jeremy???

A lot of people probably thought it was from Ron Jeremy, and were perplexed at the product they received.

"What the... this isn't what I was expecting at all!"

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thatgirlJ

15 years ago

Originally Posted by CDarklock

A lot of people probably thought it was from Ron Jeremy, and were perplexed at the product they received.

"What the... this isn't what I was expecting at all!"

Haha! The true secret to their success

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Lindsay Brynn 15 years ago

Thanks for sharing Jeremy. You guys definitely do it the right way. I've been on the forum a year now and I've signed up to tons of lists... I forget about most of the people who send stuff out mostly because they just don't stand out or are ONLY trying to make a buck. However I open every e-mail from you guys because clearly you are a part of the rare group that enjoys helping others find success as well as making money Congrats on your success!
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- AlexNavas 15 years ago
  
  Congrats on the success. Sometimes, its the simple yet effective stuff that feels the most rewarding. Its like blocking and tackling. Stick the the basics and do it extremely well and you win.
  
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Creative Thinker 15 years ago

Mind blowing. What can i say, honesty is the best policy!
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KD Marketing 15 years ago

Your list obviously are loyal and put their trust in you as that is an awesome conversion ratio.

KD
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micheljon7 15 years ago

wow.its awesome.thats great stuff. I jsut started building a list. ill keep those policies in mind. thanks
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micheljon7 15 years ago

wow thats great stuff. I jsut started building a list. ill keep those policies in mind. thanks
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kelvin yeo 15 years ago

Have to concur. Jeremy's emails are the only ones I get where my mind doesn't go "what?? more crap?". Thanks for sharing that dude!
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Good News Now 15 years ago

Good Job, Jeremy! People are tired of crap and garbage. Everyone is looking for Credibility and Trust.
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Ryan6 15 years ago

IM ebook was it? The worst kind.
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- Jeremy Kelsall 15 years ago
  
  Originally Posted by Ryan6
  
  IM ebook was it? The worst kind.
  
  As a matter of fact it wasn't...Guess again.
  
  Thanks
  
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  JAIDEEP2959 15 years ago
  
  Great info here.
  
  List must be heavily targeted and niche must be powerful.
  
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  Ryan6 15 years ago
  
  Originally Posted by Jeremy Kelsall
  
  As a matter of fact it wasn't...Guess again.
  
  Fair play. Congrats on the earnings.
  
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Adrian Cooper 15 years ago

Congrats Jeremy.

I often do the same with my lists - with or without sales letter.

Three major points to be learned:

1. Build a list as #1 priority

2. Build an ongoing relationship with the list by massively over-delivering quality, relevant information.

3. Never send offers only to the list. Make offers within the context of information being sent.

I have noticed that many IM'ers prioritise sales in IM. I prioritise building the list.
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Nathan Denton 15 years ago

Im a suprised that so many list owners simply dont get this. there is no point 'pimping' your list and sending them every offer and product launch under the sun. People need to relaise that there subscribers are real people who can see through the marketing hype and sales pitches.

My rule is that I will not buy a product if I have received more than 5 'recommendations' in my inbox.
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Kunle Olomofe 15 years ago

Yep Jeremy,

This is common sense marketing for those in the know. It's the secret Allen Says used to build the warrior followership over the past decade at least.

Deliver top quality up front for free and gain super trust, and when you do have something to sell you hardly have to say more than a few words and sales pour in.

I have used this strategy very successfully myself. It definitely works and I've added it as part of a new report I just finished. I think I will use your post as a case study in my report as well.

Cheers,

Kunle Olomofe
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- Magic Johnson 15 years ago
  
  Intresting,
  
  From experience in the adult web I know there are plenty of marketers and web developers who just put up a simple page with a form to fill in to join a pay site.
  
  *As a keynote I can recall that during the pre mid 2000s when paypal allowed adult transactions, a lot of web developers in this section simply bought ad-words clicks and sent them with a few lines of text on html to their paypal button and made simply money just by cutting down on the pitch of a long winded sales process, as sometimes all we has to do is write a few sentences and 'call for action' and the sale.
  
  Well done on making it on your own, without putting too much effort in to 'pitch' making. I find it an intresting concept that could work for me.
  
  Thx
  
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Jack Humphrey 15 years ago

And in most markets this tactic is wide-open. Most people treat their lists like those inserts that fall out of the Sunday paper and frustrate the heck out of all of us.

Standing out from that crowd is a simple matter of adding value, personality, and respect to your email campaign.

Although there's a ton of money to be made by providing value, it doesn't seem like there's a mad rush to compete on that front in a lot of markets. That leaves you to simply wow your list and make that money as if you're the only one who knows the secret!
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- Marian 15 years ago
  
  Hm, that's really interesting... and I kind of like this idea. That means definitely much better and closer relationship with your subscribers.
  
  Marian
  
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GregtheWriter 15 years ago

Jeremy, AWESOME example of the power of email marketing.

Email marketing is the #1 way to build relationships which is the #1 way to build excellent cashflow down the road.

This is a great idea, especially for people who are new and only know how to setup an autoresponder, much less an opt-in page and the writing for a sales letter.

I'll have to share this with my fellow network marketers lol. A lot of us are pretty non-tech savvy.

To the top,
-Gregory
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Adrian Cooper 15 years ago

Without wishing to repeat what has already been said, list building and list member relationship building is by far and away the #1 priority.

Look at it this way.

If you are using the latest strategy to drive massive traffic to your site and have a very compelling opt-in that visitors take, even if that strategy fails - like 99.999% of IM strategies have in the past - you still have your potential customers at no cost.

If you use PPC and even if you do not make a profit on the click, if you are getting the opt-ins you can go back to them time and again to make sales in future.

There are plenty of products out there than can take short term advantage of Google's preliminary ranking algorithm - before the site drops like a stone - using something like SENuke - and if you get the opt-ins it no longer matters as much.

But again, managing the list is even more of an art than building a list, and an art that everyone must develop for long-term success.

Also a list is a huge asset - which is why CPA is so lucrative. If in the future you decide to sell a site with a list attached, the value will be many times greater.
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- warrior82 15 years ago
  
  Hi jeremy,
  
  you have inspired me a lot as i am going to start my first email marketing campaign as early as possible for me.
  
  your strategy is so simple yet seems to be very powerful. all it need is the trust and good relation. then no unnecessary hype about the product or no sales letter is needed to sell. only thing needed is an honest presentation about the product.
  
  i like your strategy and i will implement this to my campaign. thanks.
  
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BigHef 15 years ago

Nice thread. I would ask how to get on your list Jeremy but I'm scared it means I'd end up buying everything!
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Michael Franklin 15 years ago

Based on my own experience, I have found that the ratio of content e-mails to sales e-mails that your list receives should be at least 4 to 1 AND the messages must be spaced out at least every 2-3 days.

In all cases, whenever my ratio started to dip below this ratio, I had very poor results. I know it seems counterintuitive since the end goal is to generate income from a list. However, it all starts with building trust among your e-mail list and you do that by being solely focused on giving them valuable information.
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- Rufus Steele 15 years ago
  
  Excellent post Jeremy,
  
  It's hard to remember sometimes that the people on the lists are actually fairly innocent in terms of how many emails they receive about their interests and likes, and specific niches are even less likely to get an influx of "BUY THIS PRODUCT NOW SO I GET COMMISSION" messages.
  
  Forming a relationship that shows you have an interest in them and what's best for them will always outsell a promotional, buy it now it's awesome deluge!
  
  A good reminder - thanks
  
  Rufus
  
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- Steven Wagenheim 15 years ago
  
  You know, this methodology can be applied to any social situation, not just
  with your list.
  
  This is true for forums, twitter or any site where you are interacting with
  people. If you give them enough value, you can literally toss up a link to a
  page that says "{Product Name} {Brief Description} {Buy Now Button} and
  make sales.
  
  I would say that gaining the trust of the people you interact with is the
  most important thing any Internet marketer can do.
  
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xohaibx 15 years ago

Great story and very true ... It's not the quantity that matters, but the quality of your list ... Having a targeted list of people who've bought from you in the past is pure goldmine that can "support your products" whenever you put out something. Thanks for sharing!
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- koolphoto 15 years ago
  
  I probably am one of the ones that bought the offer. I have bought from Jeremy and Don's emails I think two or three times in the past because of trust.
  
  I find once you get to know them they are really great guys. They never try to push a sale and everything they are associated with is always exactly as described and great quality. If you must contact them they are available and you will get a reply back.
  
  They also give lots and lots of value back to the customer.
  
  In my opinion they do everything right, and they have a very loyal customer base. This is how marketing should be done.
  
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Tyrus Antas 15 years ago

Originally Posted by Jeremy Kelsall

I'm not saying this is the RIGHT way to market to a list,

I politely disagree This is the right way to market to a list if you're interested in building a long term sustainable business.

Tyrus
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dsmpublishing 15 years ago

Congratulations - it is so nice to read a success story on here.

kind regards

sam
X
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Scott Ames 15 years ago

Originally Posted by viteshb

expensiver.

Now that's a word you don't hear everyday.
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JB 15 years ago

Interesting, I tend to click away from any website that does the standard long winded IM sales letter. Straight talking in as few words as possible without the "special offer runs out in 60 seconds" crap and big bold text in different colours is what keeps me reading. Congrats!
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gra6358 15 years ago

Very nice thread.

Yes, I have signed up to lists who do nothing but send me email after email of affiliate offer. After a while, I just unsubscribed.

My inbox has over 20,000 unopened emails. These days it is very hard to have the time to read every email that comes our way.

I would rather buy from an affiliate with established relationship and trust than the one with the most bonuses.

Thanks for sharing.
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- Daredevil Marketing 15 years ago
  
  Originally Posted by gra6358
  
  My inbox has over 20,000 unopened emails. These days it is very hard to have the time to read every email that comes our way.
  
  ^This. Anybody and everybody that has an email account can relate to that sentence. I can't imagine anyone in this day and age that actually reads *ALL* of their email.
  
  So what's to say they'll even open yours?
  
  And even if they open it, what's going to keep them from doing little more than performing a 3 second scan of it before discarding it?
  
  What's going to make them ignore all the distractions around them - phone, kids, work, internet - long enough to actually *READ* what you have to say?
  
  Obviously, Jeremy has figured that part out.
  
  In my opinion, it's threads like this that proves marketing these days is easier than it's EVER been.
  
  All you have to do is LISTEN to your target market and CARE about what they want.
  
  Then give it to them.
  
  Because what big company out there is doing that these days?
  
  I'll wait while you answer...
  
  Time's up.
  
  People are VERY accustomed to being marketed to. But what they AREN'T accustomed to is someone that is actually looking out for their needs and helping them out.
  
  It's downright surprising to some people.
  
  I've answered emails I've received from people on my list before only to get the subsequent reply back saying "WOW! I can't believe you actually wrote back!"
  
  Do I even have to say that by banging out a quick reply, I've probably earned myself a devoted, long-time subscriber/customer/reader/etc.?
  
  No I don't have to say it because you know the feeling of sending emails into the abyss, not really expecting an answer - or a canned response, at best.
  
  But we all know the pleasant surprise we feel when we get back an actual response!
  
  I'm not saying to drown yourself in dozens of emails each day but I am saying that taking the time to know your customer/readers will set you heads and shoulders above the "noise" that is your competition.
  
  Great thread, Jeremy.
  
  -DareDevil
  
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ChrisBa 15 years ago

Good work!
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nuz 15 years ago

This is a good thing to hear because I, like most, am so sick and tired of being pitched with so many different offers by these people I subscribed to (which is a lot).

What's even worse is, I will be pitched the same product by like 5 different people!

So annoying!

So Good Job Jeremy!!
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CCCAffiliate 15 years ago

This thred has really helped me get some ideas. Thanks fellow Warriors!
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KBRMS 15 years ago

Way to go develop trust and build relationships thats the way to sell.

Rick
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RedMatrix 15 years ago

Great Thread Jeremy!

Let me ask you something, when communicating with your list, do you use a no-reply email address, or a real address? I read a good article on aweber ["Do Not Reply" Address? Don't Bother]. Every Goobr should read it.
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Zack Lim 15 years ago

Hi Jeremy,

Thank you for sharing and congratulations to you for achieving positive results.

I agree that building a good relationship with the subscribers is very important as the person that reads the email is a real people.

Honesty and Trust is the best things to have in an internet business

Zack

You have just prove that having quality list is more important than the quantity of the list.
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4by8air 15 years ago

Awesome Jeremy. There is nothing like trust between you and your customers. As long as you have their trust, they will follow you everywhere

Thanks for sharing.
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- Tom B Banned 15 years ago
  
  Jeremy, I don't care what everyone else says, I always thought you were a GURU. hehe
  
  I think a lot of people don't understand how easy it is to build a loyal list of customers. Good customer support will do that.
  
  Great job my young Guru.
  
  Thanks
  
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AmericanWoman888 15 years ago

In a short span of time, I have learned that Don and Jeremy's emails are a must open. I can't even tell you about a person or company offline that has demonstrated anywhere near the earnest efforts these guys display in understanding what I would like to see. I am so glad to know these guys!

Being Careful With Your List = Big Bucks
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Og Mandino

15 years ago

Originally Posted by Jeremy Kelsall

... On the contrary, we regularly tell them not to buy products unless them directly relate to a project or strategy that they are currently involved in.

If we are selling something and don't feel that it is for them, we tell them so. Even in some cases, we have refunded buyers as soon as we see their payment hit paypal if we think they are too advanced for a product or if we think that the product isn't right for them. ...

As long as we don't violate their trust and treat them in the same manner that we have treated them to date, they will continue to trust us and support the products that we create. ...

I like it

You're the man, Jeremy.

But I had something in mind?
How do you manage lots of subscriber?
How do you know whether Mr. ABC need this product, or another product is too advance for Ms. XYZ?

Og Mandino

Thanks

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jasondinner 15 years ago

Dude, that is just awesome man.

Great job turning your list into raving fans.
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designfuschion 15 years ago

Haven't read all the replies here..
but i will say this to any newbie that doesn't know this.

Customer service is paramount both in offline business and online business.

Offline in retail it only takes 1 bad customer to walk out door,and that's 10 lost sales.
Which then starts to spread further.

Online the speed at which this figure can multiply would be massive.
Why risk treating customers badly? So what if you want to make $1000 right now ..by nurturing your customers you'll make way more than the $1000.

Jeremy,
That's awesome. It maybe slightly unconventional,but your guaranteeing future success.
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FBisMoney 15 years ago

Fantastic post. I am a firm believer in this method as well. I think that if you treat your list with respect and are honest to them, you can make much more money than aggressively pitching everything for a quick buck. Trust = Money. Not to mention our main goal is to help people make money as well. Everyone wins with this strategy.
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Mike Murphy 15 years ago

Jeremy, you and Don have also been extremely diligent in building good relationships with your clients since the beginning which makes a world of difference.

You're both good guys and you deliver great value so the whole process is all linked together.

While other marketers claim they care about their clients, you guys actually DO and prove it every chance you get and that goes a long way.
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Big Al 15 years ago

That's pretty cool - it would be interesting to see the difference in response of sales page vs. just the email. I think the big thing it shows or proves is that conventional "must do this, must do that" is non-sense - there's no right or wrong - just attempts at different stuff to see what does or doesn't work.

Thanks for sharing the results.
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