The lifeblood of your business is your list of customers and prospects. Wouldn’t it be great to grow it faster?

According to the Internet Marketing Center’s 2006 survey, online advertisers are capturing contact information from an average of between 5% and 10% of the people who visit their websites, and of those, only 1% to 2% become paying customers.

That SUCKS!

How would you like to uncover a little known way to do 4 to 7 times better… without having to attract a single additional visitor to your website?

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The other day, I was asked the following question:

“Why should the author of a product be included in their sales copy? Specifically, why do my readers need to know who I am or what I bring to the table? How does telling them my qualifications (or lack thereof) increase the strength of my copy?”

The author of the question then went on to say:

“My product solves a medical condition. But I am not a doctor and I have never had this condition myself. I’ve spent a year researching the best method to cure this condition. I have a list of 20,000 people with this condition and converse with them a lot. I know pretty much everything there is to know about this condition and have made it into an ebook.”

The answer is quite simple actually. In fact, in defending himself (i.e., that he’s not a doctor) the questioner answered his own question. Let me explain…

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This small booklet contains ten core principles based on my “Power Positioning” concept — a set of powerfully effective strategies that have made tons of profitable business for many entrepreneurs and professionals like you.

These ideas are distilled from my intensive training seminars that have cost some people up to $2,495 to learn. They are offered to you here for a much more moderate investment that, if applied properly, will surely return your investment a thousand times over!

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The competent advertising man must understand psychology. The more he knows about it the better. He must learn that certain effects lead to certain reactions, and use that knowledge to increase results and avoid mistakes.

Human nature is perpetual. In most respects it is the same today as in the time of Caesar. So the principles of psychology are fixed and enduring. You will never need to unlearn what you learn about them.

We learn, for instance, that curiosity is one of the strongest human incentives. We employ it whenever we can. Puffed Wheat and Puffed Rice were made successful largely through curiosity. “Grains puffed to 8 times the normal size.” “Foods shot from guns.” “125 million steam explosions caused in every kernel.” These foods were failures before that factor was discovered.

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I was recently interviewed by a print magazine about how I started my business. In it, I offered several tips and ideas on how to carve a niche in the marketplace that I personally applied.

And I realized that some of these tips were particularly powerful. So I wanted to reprint some of my answers here for you.

If you know my personal story, you know how niche marketing played an important role in my career.

Long story short, I feared rejection immensely, which led to a reclusive childhood. I wanted to overcome my fears and decided to dive into the world of sales in order to fight them. Years passed and many failures ensued until I finally became the top producing salesperson in Canada for a Fortune 500 company.

How did I accomplish that?

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