In the very competitive internet business, some people are afraid of the word “selling”. In online businesses, selling denotes shady, pressure-laden tactics in coercing visitors to push the buy button. Success in affiliate marketing means mastering the art of preselling.
Preselling means that when your customer clicks on your affiliate link, he has his credit card in hand all ready. Preselling is important because this would mean that your customer is ready to purchase even before seeing the affiliate sales page.
Setting the stage
The majority of preselling is done from the affiliate’s own website, but it can be carried out in a lot of ways. There might be banners on their website, but this strategy alone will not work as preselling.
Pre-selling is conditioning your customers to purchase the product you are promoting. It means setting the stage for selling. The key to this is to initially develop the relationship with the prospect.
At first, you have to keep from emphasizing the product so much. If you start selling to a new prospect, the first reaction would be a total turn-off. It is similar to being accosted on the street and being sold something from an unknown stranger, however friendly he tries to be.
Make sure the product is fit to the market. There were very many gifted entrepreneurs who did not succeed at all in pre-selling. The reason? They were in the wrong market.
No matter how skillful are you at preselling, you will never succeed because you are barking at the wrong tree, so to speak.
Start your preselling by describing the merchant, giving your evaluation, pointing out the strengths and weaknesses of the merchant.
Questions and answers
Taking the perspective of your customers, ask yourself the following questions: Do I understand what this product is? What is the main purpose of this product? Is this merchant someone I can trust?
The answer to these questions should be incorporated in the pre-selling process. You may not please everyone but you are able to write the copy the way you want it sold.
Part of the pre-selling technique is knowing the conversion. It is now time to test and track. Check also on the day most of your prospects converted, the open-rate for all days in the cycle.
If the data were unsatisfactory, you re-write some of the things that you use. After you do, check and gather your data again.
You can also test the response of your prospects by giving away a free e-book. Test the impact of the e-book by offering it at various points in the process.
You can also experiment how you deliver your message. One copy could have you doing the “storytelling” approach, another focuses on the facts, and still others harping on the advantages, etc. Test both methods by splitting your leads into two lists to test reaction to each system.
These are just some of the tested preselling techniques which you can use in your affiliate marketing.