Youve convinced me that I want to sign up for your
newsletter. Now that Im ready, what do I do? I go to the
signup box on the current web page and complete the form.
But wait... what are you asking for? If youre asking for
more than my name and email address, I will hesitate.

After all, if youre going to send me an email newsletter,
why do you even need my name, much less my street address,
city, state, zip, telephone number, number of people in my
household, etc. My email address should be enough. Now Ill
give you my name, because I understand that youll want to
personalize my email messages. But unless you show me very
good reasons, Ill forget about signing up and go on to
another site that doesnt want a lot of information in
exchange for their complimentary report or newsletter.

Its like dating. When you first meet you get only the
necessary information - name and phone number. As you agree
to date, youll get the address. Later, as you get to know
one another better, youll start to add more details.

Moving a visitor from lead to customer involves a courting
process. You want them to get to know you. They need to
learn to trust you. You need to establish a relationship.
Thats the purpose of your newsletter. You offer them good
information and in return they give you the right to market
to them. As they become more interested and more loyal,
theyll move from just a lead to a steady prospect.
Eventually youll "marry" some of your prospects and theyll
become customers.

So whats your courting pattern? How do you get to know your
prospects? When do you ask for more information -- more
commitment?

For more information on the online sales process sign up for
the complimentary mini course at
http://www.SalesSiteQuickStart.com.

Jeanette S Cates, PhD

Jeanette S. Cates, PhD is the creator of the Online Success System and author of Online Success Tactics: 101 ways to build your small business.

Dr. Cates is a frequent speaker at state and national conferences, with more than 300 presentations to her credit. Her fast-paced, information-packed presentations and her knack for explaining cutting-edge technology in easy-to-understand terms have gained her the reputation of being The Technology Tamer™. She has taken that same experience and applied it to the Internet to become your Online Success Guide.

As the owner of TechTamers she has developed a full line of learning materials, including more than 100 technology-based workshops, ranging from Introduction to eLearning to the 8-hour website. In addition, she has authored numerous tips booklets, special reports, ebooks, and audio albums. In 2001 she launched Tech4Speakers.com, a site dedicated to helping speakers use technology more effectively in their presentations, products, productivity, and online presence.

Jeanette is a Certified Technical Trainer and is conversant with more than 200 software programs. She is also a Robert G. Allen Infopreneur Master Trainer. In that capacity she edits the InfopreneurLibrary.com, an online resource for people who create and sell Information Products. She co-hosts the bi-annual Womens Power Summit and heads WINfopreneurs, the site for Women Infopreneurs.

Dr. Cates holds a PhD in Instructional Design and Technology and an M.Ed. in Adult Education, both from the University of Texas at Austin. She earned a B.S. in Business Administration from Trinity University. She is listed in Who’s Who of American Women and is a member of Women in Technology International and the National Speakers Association. Jeanette has been featured in PC World, Computer Shopper, and TechRepublic, among other technology-related publications.

Jeanette has been married for 36 years to Bob Cates, an Internal Auditor. They have three daughters – Stephanie, Jennifer and Vicki, and are the proud grandparents of J.R., Heather, Megan, and Jaycie.