===================== TABLE OF CONTENTS ===================

Introduction to SiteSell's 6th Pillar Program
Action Step #1...  
Book The Time Now... Each Week, For The Next 8 Weeks.

Action Step #2...  
Design Your Sig Files... And The All-Important PRE-Sig!

Action Step #3...  
Tell Your Friends About SBI!... Naturally!  Build BUZZ!

Action Step #4...  
Take Your Promotional Efforts Offline!


Action Step #5...  
The Critical Difference Between Selling and PREselling!

Action Step #6...
Making The Move To Online Promotions! (Part I)  
Get On Course... Of Course!  :-)

Action Step #7... 
Making The Move To Online Promotions! (Part II)  
"Off-Topic" PREselling!

Action Step #8... 
Making The Move To Online Promotions! (Part III)  
Use the SITESELL PROMOTION CENTER

The 6 Pillar Program Wrapup...
Build It Up!


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---1---
>------

Action Step #5... 
The Critical Difference Between Selling and PREselling!


Today's Action Step will involve nothing more than carefully
reading and understanding today's discussion (in fact, I
highly recommend that you print out this article... it's
*that* important!).  A deep understanding of this critical
concept will pay back huge dividends as we proceed through
the Action Steps of the 6th Pillar Program.

So your Action Step for today...

Print, read, and understand the crtical difference between 
"selling" and "PREselling."

Got the printer fired up?  Great, let's get started...

-----

One of the most disheartening issues for some beginner
affiliates, no matter what the program, is the complete lack
of sales.  As a result, their whole business outlook
changes.  These affiliates move from feeling confident,
inspired, and ready to build a solid income on the Net to
feeling frustrated and apathetic.  Eventually, they no
longer devote time to building their businesses.

Why?

Simple equation...  

Effort + No Sales = Disenchantment

Given that, it's not surprising that some affiliates have a
difficult time accepting that affiliate marketing *can* be a
viable and lucrative business opportunity.  And indeed it is
-- SiteSell has affiliates who regularly earn several
thousands of dollars in referral income *monthly.*

More enouraging... is that I track the "check-makers" in a
database.  I still personally sign each check an affiliate
makes.  (Our advisory board keeps urging me to make better
use of my time, but what better way than to keep in touch
with our partners-in-sales?)

So I noticed something in our "early days"... and I still
see it now.   I see new afffiliates, who come in and earn
$100 in their second month, $250 in their third, $300 in
their fourth, $500 in their fifth, and a steady build
continues.  It's fun and exciting and warming to watch.

So what differentiates productive affiliates from everyone
else?  

First, they find what works for them.  Some work wonderfully
*offline,* following exactly the advice we've given.  And
those folks *can* do wonderfully, focusing on PREselling
SiteSell prospects through all the means we've outlined --
from flyers to seminars to "Buzz" demos, they grow a real
business, one with recurring income and equity.

Others find unique *online* niches and approaches.  That's
where you *must* spend some time... and really take your
time finding the right approach, because the right *initial
decision* is the difference between eBay (biggest Net
success, in my opinion) and Amazon (the most worst use of
the Net, and biggest waste of time and money).

For the online approach, especially...

I'm amazed at how many affiliates use SBI! now -- usually to
start a business relevant to what interests them, and *then*
feature SiteSell as *just one part* of their business.

NEVER focus all your efforts *just* on SiteSell.  Yes, I
know that sounds strange, coming from me -- you'd think I'd
want you to work only on SiteSell.  Nope, not online. 
You'll do best by developing multiple streams of income
through SBI! -- not by depending *only* on SiteSell.

----

Sorry, I got off on a bit of a tangent, but that FIRST
decision is so, so important.  OK...

Now that you've made that all-important, defining,
directional decision, here is the single most crucial factor
that separates the successful from those destined to
struggle...

==================================
They PREsell.  They do *NOT* sell.  
==================================

What's the difference?

"Sell" is what we do on *our* Web sites, which is
essentially the conversion of a visitor into a customer...
that's *our* job.  If you duplicate the sales process on
your Web site, you will alienate visitors.  They don't see
the inspiring, editorial content they are searching for --
instead, they see a sales effort, and they consider you a
"pitch-man."

People resist sales efforts, so click-throughs actually go
down.  And if visitors do click through, what do they see
when they arrive at buildit.sitesell.com?  More sales
effort.  And, to top it off, many of the words are similar
to the words that they've just read on your site.

Result?

Sales *resistance.*

Zero sales and/or a miserable Conversion Rate.

So what is PREselling?

Effective PREselling is the presentation of top-notch,
editorial content, blending in *naturally* the benefits of a
product or service as they pertain directly to your
audience's unique needs.  In other words, it's *valuable
information* that establishes you as an expert in your
specific area, that builds a warm feeling in your reader as
you share this information, and that leads gently to an
honest recommendation that clearly highlights all the
positives and negatives of a particular product.

Why would you present negative features when you want to
earn referral income from that product? 

Here's why.  It indicates that...

1) you are looking out for the best interest of your
visitors.  (SBI! is not, for example, for everyone -- let's
say that you are looking to build a database-driven matching
service, SBI! would not meet your needs in this case.
However... you should likely use five SBI! sites to help
drive targeted traffic to your big, "premier," revenue-earning
site.  That would be a great example of presenting both the
cons and the pros.)

2) you are familiar with the product, clearly showing that
you are qualified to discuss it in an impartial manner.

Here's a reality that everyone must understand...

No product on the planet, not even SBI!, is perfect, and
people accept that reality.  As long as the benefits are
powerful, and outweigh the few negatives, your audience will
appreciate your balanced presentation.

To witness good PREselling in action, visit...

http://www.associateprograms.com/search/site-build-it.shtml

... and note how Allan Gardyne's associate, Rupert, PREsells
SBI!.  Read this article carefully... do you see how
Rupert's article is not biased one way or the other?  Anyone
who clicks through to SBI! clicks through in an
"open-to-buy" mindset.  

That's the crux of PREselling.  The key is not to simply get
the click-through... 

Get the click-through with an "open-to-buy" mindset.  

It's critical, in fact.  Not only does a visitor who reads
to the end of Rupert's article have a very clear idea of
what can be expected from SBI!, she also has qualified
herself as being the perfect candidate for SBI!.  So, as a
result, she's much more likely to buy once she is there.

Needless to say, credible PREselling goes hand-in-hand with
owning the products you represent.  Rupert's article simply
could not have been written without his extensive knowledge
of the product.  It's no coincidence that our best
affiliates are product owners.

-----

Rupert's approach is just one example -- it works becuase
Allan Garydne's site is all about affiliate marketing.  But
I am *NOT* suggesting you do the same.  Actually, if you are
just starting out, or starting over, stay away from "Net
marketing" and "revenue-producing" themes in general.  The
competition is intense.

Instead, focus on what you love, what you know about...
either a hobby or a job or some other subject that
fascinates you.  For example, my own daughter focused on
Anguilla and received her first eye-popping envelope of cash
from a local real estate agent during our trip there in
early March.  She writes what *she* loves.  Here are her two
most recent pages...

http://www.anguilla-beaches.com/anguilla-island-stonehenge-03.html

http://www.anguilla-beaches.com/anguilla-game.html

When we add "Form Build It!," she'll get much more serious
about converting all her traffic (Aleax ranking of 41,000)
into one-to-one referral programs with tour operators, real
estate agents, financial planners, etc.

And believe me, she now understands that famous old saying
that originated when Willie Horton, infamous bank robber,
originated when he was asked by police why he robbed
banks...

"Simple.  I go where the money is."

That's why Nori wants to add more pages on real estate,
villas, etc.  So...

Start with a theme that you know well, then funnel into the
income-generating areas.  As you'll see, of course, most of
Nori's pages have nothing to do with villas or real estate. 
But the "free content," top-notch original material, wins
people over.  So people are ready and willing "buyers" when
they come to the villa and real estate pages, as they will 
be when she adds tour operators, boat tours, etc., etc.

Now *that* is PREselling.

Heck...

Even I could build income-generating sites about some of my
other interests... the Lunenberg and Hirtles Beach area of
Nova Scotia, cactus and succulent gardening, etc.  But I'll
tell you what... I would *not* start a Net marketing site! 
Not unless I dreamed up some truly unique and interesting
approach to it.

Instead...

Use SBI! to build your own business (whatever that may be),
and make the PREselling of SBI! a secondary goal.  SBI!
builds businesses so well that your commission totals may
soon just be a small part of the revenue totals from your
main business streams...

http://buildit.sitesell.com/YOUR_RR_WORD.html

NOTE:  For example, Nori would add a story about how she
built her successful anguilla-beaches.com site with SBI!,
providing affiliate links back to SBI!, and that would 
add a second revenue stream.

-----SIDEBAR-----
Since I use anguilla-beaches.com as an
example from time to time, and since Nori is
my daughter, it would not be fair to 5P
Affiliates who want to use it as an example,
since "her cookie" would overwrite others.
(It won't overwrite *your own* cookie, since
you are an affiliate -- and you have a
*permanent cookie* -- so do visit and study
the site without worrying about that.)  
-----SIDEBAR-----


Nori's site is a good example of how *you* could make
SiteSell a small part of a larger, thriving business.  And
I'd be delighted and honored to be just a small part of a
growing business that you build with SBI!.

And so is *every* site at...

http://buildit.sitesell.com/sbi-samplesites/index.html

-----

Back to the essential ingredients of successful PREselling...

Any time you PREsell a product or service, try to view your
effort from "outside the box."  In other words, get inside
your visitor/audience's head -- how will she perceive your
effort?  Will she see it as a recommendation from a good
friend, or a blatant sales pitch? 

Ask yourself... 

"What type of recommendations do *I* respond to?"  

If you are looking to buy a particular car brand from a
particular dealer, the recommendation that will probably
mean the most will come from an acquaintance who has bought
the car you are interested in, *not* from the sales person
at the dealer.  If that person happens to be someone you
like and trust, so much the better!

The same thing applies online.  So... 

Whatever it is that *you* do, first consider the impact on
your visitor -- if it does not make her mindset
"open-to-buy," don't do it.

If you currently have a Web site PREselling SBI!, review
your site with the above advice in mind.  Yes, you might see
an honest site that tries to share the benefits of SBI! with
your visitor.  But remember your visitor *does not know you*
or your motivations.  She might very well see a straight
sales effort -- and with no other true content, it would be
hard for an "outsider" to see it any other way.

-----SIDEBAR-----
Again, let me repeat...

Should you build a Net-marketing Web site,
too?  Absolutely not (unless, and it's a big
*unless,* you have a truly revolutionary idea
that others will find irresistible.
Otherwise...

This niche is far too crowded already, and
crowded with experts in Net marketing (just
to make it tougher!), and it is becoming
increasingly difficult to scratch out an
existence within this theme.

--

So focus, please, on what you *know* and
*love* first... and then work us into your
business, in some way that *fits* with what
you're doing.

Point is, I love having even just a small
part of your business.  Let me repeat this,
from a slightly different angle, because this
is very important...

Any successful SBI!'er can effectively
PREsell SBI! with a "here's-how-I-built-a-
successful-online-business" article, no
matter what the theme and focus of her site.
Anyone arriving to read that article is
obviously a qualified SBI! prospect.

However, if your themed site is all about
orchids (for example), you should
realistically expect that a much smaller
percentage of visitors may respond to that
type of article.  And that's OK...

Your primary focus is on orchids because that
is what your visitors want to know about.  In
this case, PREselling SBI! is a secondary
income stream that constitutes a small
percentage of your *entire* business.

And, of course, as your orchid site grows,
you can use it *very effectively* as part of
our "offline BUZZ" program, making informal
demos to friends, right on your computer,
showing  how easy and effective it is...

http://build.sitesell.com/tips/buzz.html

As I said earlier, I'm satisfied with
whatever slice (big or small) you can
dedicate to SBI! and the 5 Pillar Program. :-)       
-----SIDEBAR----- 


To sum up today's Action Step...

PREsell, don't sell.

Successful PREselling is all about looking after the needs
of your visitors FIRST and foremost, and putting your desire
to earn income SECOND.  Believe it or not, although this
seems paradoxical, it is only by following this mantra that
you will actually begin to earn real income on the Net.

In short...

Take care of the needs of your audience.  Good things will
follow...

GIVE, then TAKE.

--

See you next week!

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
Written by Ken Evoy, M.D.
President of SiteSell.com
(c) copyright 2003 SiteSell.com
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~