1.
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Use Trust-Building Emails
to Increase Sales

2.
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I discovered this blueprint through hard work - and trial and error. I
read a lot of mainstream marketing, persuasion, and sales material. In
developing my system, I studied training and programs where they
specifically apply to individual parts of a commercial funnel.

3.
InfoBusinessUniversity.com
But I have taken this another step
further:
• I have implemented each one of these pieces to
determine not just how that particular piece works,
but where it should go:
• Before or after another piece?
• There’s an order where these things need to
happen.

4.
InfoBusinessUniversity.com
This process is kind of like the house building illustration
I used in the introduction. You cannot put the roof on
first, you must build the foundation. You can’t paint
until you have the drywall up and before you put the
drywall up, you have to put the walls up, and you
cannot put the walls up until you have the foundation
in place. You cannot put the foundation in until the
hole is dug.

5.
InfoBusinessUniversity.com
It's just like if you meet somebody. For example, let's
say that you’re a runner and you have just moved to
a new town and you want to meet some runners to
run with at six o'clock in the morning.
• So what do you do?

6.
InfoBusinessUniversity.com
Through this process you have narrowed it
down to three people.
• Then you go and meet these three people at different times and do a trial
run together to determine if they’re the perfect fit for your type of running.
• After you’ve had trial runs you find that two of those people don't work,
but you did find one perfect fit for someone that you can run with.
• Then you begin your running schedule 3 days a week at 6 o’clock in the
morning in the part of your city where you feel comfortable running.

7.
InfoBusinessUniversity.com
Notice that this process has a very specific order. You
cannot have evaluate or conduct this narrowing
down process in any other order.
• Even if you change a small part, it would still be
extremely similar to the process that I have just
described.
• There would still be this filtering process.
• For example, you cannot meet the people before
you ran the notice. You cannot physically run with
someone before you had that first phone call.

8.
InfoBusinessUniversity.com
In the Internet marketing niche the most widely
used example of this is dating:
• You would not ask someone to marry you on the first date.
• There are a number of things that happen in order for this to naturally take
place. There’s a process that occurs.

9.
InfoBusinessUniversity.com
Why You Must Build Relationship as You Build
Your List

10.
InfoBusinessUniversity.com
The process of building a relationship
online with your list is almost the exact
same in terms of the psychology.
• You have to get to know people and they have to
trust you.
• They have to believe that you're credible, then they
have to get to the place where working with you
and buying from you “feels right.”

11.
InfoBusinessUniversity.com
Let me repeat this: people have to get to the
place where things feel right.

12.
InfoBusinessUniversity.com
I'm about to make a statement and I'm not sure
if anyone has ever said this before:

13.
InfoBusinessUniversity.com
Online, the market spend so much time trying to
figure out the perfect words - they say: "If you use
these words, people will buy. So, if you use these
words on your sales page or your email or on any
campaign that you’re running, they’ll buy.

14.
InfoBusinessUniversity.com
As a result we find these overstuffed sales letters that
are full of all of these hyper, hypnotic, NLP
persuasive psychobabble that’s supposed to make
people buy.
I don't know about you, but when I get to a sales
letter like that, I skim over all the psychobabble and
a look at the modules to find out exactly what I'm
going to learn and then I find out how much the
product is!

15.
InfoBusinessUniversity.com
Think about it: we see so much in marketing about the
optimal words to use. People spend so much time on
their sales letters, getting their sales letters to convert
better and better and better on people who don’t
trust them yet. Think about that, people spend so
much time optimizing their sales letters for people who
don’t trust them.

16.
InfoBusinessUniversity.com
Prospects don’t trust them yet, because so many
times, people do their marketing to somebody else's
list or they’re advertising a sales letter to a cold
market.

17.
InfoBusinessUniversity.com
If you think about it, whenever you’re trying to sell to
that cold market, then yes, the more you optimize
those words, the more likely you're going to get a
conversion. But keep in mind that you're getting a
higher conversion rate to people who don't trust you
yet.

18.
InfoBusinessUniversity.com
Imagine if you were to take that same sales page, and tone it down
a little bit, or even use an un-optimized sales page and just tell
people about whatever it's that you have, using the traditional
"formula":
• Here is the problem
• Here is what I have
• Here is why I am qualified to
teach this
• Here is how you purchase

19.
InfoBusinessUniversity.com
Or you could have a fully optimized page.

20.
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21.
InfoBusinessUniversity.com
But don't try to push it on people that don't fully trust
you yet. Instead, when someone comes onto your
list, spend 5-10 days establishing trust and credibility
before you hard pitch them something. Now, what
is going to happen to your conversion rates? They'll
go up. This is true whether we have a fully optimized
webpage where you use a traditional formula (just
like the one I listed above). Our conversions are
going to go up. Why? Because they trust us.

22.
InfoBusinessUniversity.com
People buy based on trust and relationship, not based
on fancy words on a sales page. (Read that again and
again)

23.
InfoBusinessUniversity.com
Having said that, obviously there are some standards
that you need to have, and there's some basic
language that you need to have on your sales page
in order to help it to convert for you. You'll never be
able to get away from this foundational truth,
however.

24.
InfoBusinessUniversity.com
When someone sees your sales page and they
trust you, you're always in a better position.

25.
InfoBusinessUniversity.com
Traditional marketing tries to optimize those pages to
people who don't trust yet, which is simply not as
effective as this blueprint.

26.
InfoBusinessUniversity.com
What I have discovered, and what I use now in my
marketing, is this process (which I spent years learning). I
developed a 21 day pattern that says:
• We want to bring the
prospect to a point where
they trust us first, and once
they trust us we don't have to
work so hard in order for them
to buy from us.
• We're going to build trust via
email.

27.
InfoBusinessUniversity.com
The reason we're going to do it via email is
because it's very easy to systematize.

28.
InfoBusinessUniversity.com
When they trust you more than anyone else in your
niche, who are they more than likely to buy from? It's
the person who they trust the most.
• Think about it, when you buy, who do you buy from when you have
choices?
• You'll more than likely buy from someone that you like and trust; you
believe that will be able to help you.

29.
InfoBusinessUniversity.com
You must get the people on your email
campaign to trust you more than anyone else.

30.
InfoBusinessUniversity.com
What are some phases that we are going to have to
move people through? I'm going to give these
phases, but I'm not going to say that these phases
have to occur in this exact order. However, this order
works very well and it's a natural order, so it's a
proven place to start.

31.
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