You must do two things instead:

1. First, you must establish credibility for yourself and your
business as an expert.

2. Second, you must reduce their fears about doing business with
you.

Doing these two things will get you past their defenses and allow
you the opportunity to persuade them to buy your product.

So how do you accomplish these two "simple" things? What will win
someone’s attention, raise your credibility, and lower their fear
factor all at the same time? The one-word answer really applies to
most everyone.

Trust!

If a seller can get behind your defenses with information which
makes you trust them, then that credibility will carry over into a
sale much of the time.

How can you get this credibility?

Well, take this next fact as online marketing "gospel," for many
people have proven its effectiveness.

Fact: Publishing and promoting with free articles gives you one of
the most powerful opportunities available to tip the buyer’s
credibility scale in your favor.

How can we prove this works? Quite easily actually. Take a break
from reading this and go check out a newspaper or magazine for a
minute.

Which do you trust more, the ads or the articles? Most people will
choose the articles hands down. Why? Because the articles don’t try
to "sell" you anything. Instead, they hand out useful information
for educational or other practical purposes.

Most of us grew up in a culture which says we can believe and
"trust" what appears in the standard "news" or "information" format.
In other words, if it appears in print, then we can believe and
trust the author.

So go ahead! Use this lifetime of conditioning to your advantage in
selling your products and services!

Very few things will create an atmosphere of trust and confidence in
people as reading one of your articles on a subject that greatly
interests them. It shows you know your business. It also
demonstrates you will do more than just try to sell them something.

Publishing articles literally lets you fly under their advertising
"radar defenses."

So remember these points when deciding whether or not to use
articles to promote your business:

1. Few things create as much trust and confidence in the minds of
potential customers as reading an article you wrote on a subject
which specifically and intensely interests them.

2. Articles establish credibility quickly because, right or wrong,
we’ve all been trained to trust the "news."

3. An article, or series of articles, will differentiate you from
the competition, who bombard people with nothing but sales messages.

4. Providing content-rich, non-sales-oriented articles will also
help build and solidify your relationship with existing customers so
they give you repeat business.

—-

Jim Edwards is a syndicated newspaper columnist and the co-author of
an amazing new ebook, "Turn Words Into Traffic," that will teach you
how to use free articles to quickly drive thousands of targeted
visitors to your website or affiliate link!

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