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2 Different Types Of Salesman (and Why One Is Better Than The Other…)

There are a lot of reasons why people buy products and services. Generally these reasons can be classified into 2 types of reasons (just like there are 2 different types of salesman, as you’ll see below…)

The first reason is that they buy because they “must have” the product or service in question.

For example, we as human beings need to eat in order to survive. We must buy food, and there is no other way around this.

Another example is that in order to go from one place to another (to work for instance), you need to buy gasoline to fill up your vehicle or pay for transportation service. Either way you buy something - you buy gasoline or you buy the service that the transportation company offers.

The second reason why people buy products and services is that they “want” the product or service in question, even though it is not a must.

A good example of this would be buying the latest mobile phone when you already own one, simply for the sake of “wanting but not needing” it.

Another example would be buying the latest fancy car when you already have a decent car.

In short, you don’t need these products in order to survive, but you buy them anyway because you want them without actually needing them.

You may be wondering why I’m explaining to you these 2 different reasons.

Well, because they have something to do with a very important concept that I call Direct Response Selling and Long Term Selling.

Direct Response Selling simply means that you expect to sell your products and services to someone who doesn’t know you (a stranger) on your first encounter with him. For example, if you are an insurance agent, you expect to successfully sell an insurance policy to a completely new prospect right then and there on your first encounter with that prospect.

Long Term Selling, on the other hand, means exactly the opposite - you understand that in order to successfully sell your products and services, you need to build good relationships first. Using the insurance agent example again, you realize it’s okay if you don’t close the sale now, because you understand that the sale will come later when you have successfully built good and trusting relationships with the prospect.

Now, if you were selling products and services based on the first reason - which is people buy because they “need” instead of “want”, then you don’t really have to care about the Direct Response Selling and Long Term Selling concept.

But if you sell products and services based on the second reason - which is people buy because they “want” instead of “need”, then you really have to pay very careful attention to the importance of the Direct Response Selling and Long Term Selling concept.

I used to be a Direct Response Selling (DRS) type of guy, but for a few years now I have become a Long Term Selling person (LTS).

When I was a DRS person, I’d expect to close the sale on my first encounter with the prospect. I figured since I’ve already spend my time and energy doing sales pitches to the prospect, I’d surely have to close him right then and there. If not, I’d simply be wasting my precious time.

Since becoming a LTS person, my mindset was completely the opposite and not surprisingly, my sales increased significantly.

This is powerful stuff if you know and understand the concept. Now, I strongly advocate Long Term Selling over Direct Response Selling.

Why?

Before I explain the reason why, do you know that it takes more than 1 time for a stranger (someone who doesn’t know you and your product) to be exposed to your product before he actually buys it?

I forgot where I got this from, but I remembered reading somewhere that it takes 7 exposures to you and your product before someone actually buys it.

Having said that, this is exactly why you must try to capture the contact info of ALL your site’s visitors, so that you can follow up with them later to sell your products and services, or to sell affiliate products and services.

Remember you need at least 7 exposures to the same person before he buys what you are offering.

Even if you are not selling anything to your visitors, you should also be capturing their contact info so that you can invite them to visit your blog again when you have new content.

This will make your blog more crowded and interactive with comments from your visitors, which in turn will boost your blog’s advertising income (since the more crowded your blog is, the more expensive advertising space will be).

By the way, if you want to learn how to earn real money with the power of blogs, you can take a look at my Beginners Blog Profits.

If you are wondering how to capture the contact info of your site’s visitors, the answer is you need an autoresponder system.

You don’t have to be a programmer to put the autoresponder system in place, although you need a very basic understanding of HTML.

The autoresponder system I have been using for the past 2 years (and still is using now) is GetResponse (affiliate link). I’ve been very satisfied with their service and I highly recommend them if you are looking for a great autoresponder system.

Take a look at the top right of this page where it says “Free Internet Marketing Scoop” and you’ll see this autoresponder system in place.

Whenever visitors land on my blog, the first thing I want them to see is this form (also called opt-in box) so that they can then enter their names and email addresses.

When you are trying to capture visitors’ contact info, I advise that you put the opt-in box above-the-fold. Above-the-fold simply means that when your site is loading, visitors do not have to scroll down to see your opt-in box.

This will definitely increase the number of people who opt-in.

To wrap things up, I highly advise you go the Long Term Selling way instead of the Direct Response Selling way for the reasons mentioned above.

Remember that there are 2 types of salesman, and why you should be one rather than the other…

Click the link below to INSTANTLY get started on your journey to REPLACING YOUR JOB on the Internet:

http://www.getprofitsfast.com/limited.html

(and boy I promise you won’t regret it…)

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