About a week ago, I posted some thoughts about how to sell differently to hot vs. cold traffic (and everything in between). If you haven't read that post, I recommend reading it now, because I won't be repeating some important points I wrote about there. At the end of that post, I promised to finish the thought, so here it is.

Selling to hot traffic

Hot traffic already has a pretty good handle on what problem they're trying to solve, what kind of product will solve it, and how it'll do it. They just need to decide whether your product is the best choice.

So how do you talk to them? A 50 page sales letter that tells them what their problem is, how to solve it, and reveals that you've got a product that implements the solution? What a waste of time!

What they want to know is:

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