List Building – An Illustration of the ‘Period of Buyer Intensity’ and How to Capitalize On It

Sean Mize
 


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Think about another scenario. There is a concept called the ‘period of buyer intensity’. To illustrate that principle, let us assume that your wife (or husband) has compelled you to go to a rhythm and blues concert to which you did not want to go. Now, after arriving at the concert, you find that you did enjoy the music, so much so, in fact, that you decide you want to learn more about playing the guitar, for example.

So when you get home you go online and look for information about playing the guitar. You subscribe to my fictional newsletter, and I send you free content information, and some free gifts (perhaps an ebook on how to learn to play the guitar). Now, over the next week, you purchase a guitar online, several sheet music books, several manuals on how to learn to play the guitar online. Now, simultaneously, you are receiving my informative newsletters, and I am building a relationship with you.

About a week or two down the line, you have tried to learn, unsuccessfully, and are becoming frustrated with this entire process. You stop opening all of my emails, because you simply aren’t interested anymore.

What has happened here?

You went through the period of buyer intensity while I was following the pattern I showed you earlier about building a relationship with your buyers. While I was creating a relationship with you, you were buying either from some one more aggressive than me, or from a site you found while using a search engine.

Now, perhaps several more aggressive emailers pushed you to the point of opting out of there list, but only after you purchased something they recommended.

I, on the other hand, have created a reader who does not unsubscribe from my list – you like me, but you have bought from the other vendor, not me.

Are you seeing this idea here?

I built the relationship, the other guy made the money. I was respectful, the other guy made the sale.

I am in this game, on the internet, to make money, not to build relationships. Now, don’t get me wrong, I build relationships. But my purpose is not building relationships. My purpose is making money. And I am building relationships with the purpose to making money. But I cannot let the action of building relationships interfere with my ability to make money.

So what have I done myself to rectify this situation, and make money and build relationships simultaneously?

I literally do both! I send out an email campaign that builds a relationship, while simultaneously sending out sales emails! Yes, I send my subscribers at least two emails a day. And yes, I get a lot of unsubscribes too. But the important thing here is that I catch people when they are in their period of buyer intensity.

I am able to capitalize on the period of buyer intensity and at the same time build a relationship with my subscribers.

So what does that mean for you? You must remember that I am doing this at the very beginning of my relationship with these potential buyers. This is when they are experiencing that period of buyer intensity. If you read what I just wrote and try to apply two emails a day to an existing list, you will probably lose most of the list. You are stuck with your existing list. There are things you can do to supercharge your existing list, like sending free gifts, and opening up lines of communication. But the 2 a day method I use will probably not work on your existing list.

So these thoughts only apply to a new list that you are building. And before you begin to implement a strategy like this, ask yourself if you really have the time. I work this business fulltime. I have the time to create two offers a day and still have time left to create things like this, and write articles. If you are only working this part time, a couple of hours a day, you probably do not have the time to prepare a couple of offers per day.

Now, in the long run, if you prepare one offer a day for awhile, and begin loading things into your autoresponder, you might eventually be able to add a second email to your email campaign without stretching yourself too thin, or add it when you go fulltime online, if you choose to do that.

Another creative way to tackle this problem, which I have not tried personally, would be to create an email campaign with content one day and a sales letter the next, alternating between the two. (If you do this and track your results, perhaps against a control group of some campaign, I would love to see your results).

Do you want to learn more about how I do it? I have just completed my brand new guide to article marketing success, ‘Your Article Writing and Promotion Guide‘

Download it free here: Secrets of Article Promotion

Do you want to learn how to build a massive list fast? Click here: Email List Building

Sean Mize is a full time internet marketer who has written over 400 articles in print and 8 published ebooks.

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