By Jeff Mulligan

Do you know why people buy from you? What part of your offer
put them over the edge? Let’s face it, you worked for a long time on
your sales copy. You created bonuses, designed a guarantee, and
sweated over the benefits and how to communicate them. But which
of those factors really connected with the buyers? What actually motivated
the purchase? If you knew, you could pump up the benefits
and the parts of your offer that really drive sales. But how can
you tell?

Actually, it’s very easy. You just ask. I do it every day—and it takes
me virtually no time or effort to get unbelievable information. How? I
add a simple e-mail to my autoresponder series immediately after a
customer purchases.
Here’s a sample e-mail request I might use:
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Hi {firstname},
It’s Jeff here, from CBmall.
I’m doing a bit of market research
Can you tell me how you found out about CBmall? Was it a newsletter?
ad? search engine? Do you remember who referred you?
Or perhaps you were reading 10 Powerful Ways CBmall Makes You
Money?
And what specifically made you decide to make the investment? What
was the benefit that put you over the edge and turned you into a
buyer?
This is important, because soon you will be sending traffic to the mall
and this may help the CBmall sales information get better. Which will
help you make more money!
Please just reply to this e-mail with the answers.
Thanks so much for your help,
Jeff Mulligan
CBmall.com
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Every day these e-mails go out, and every day I get valuable information.
To me, finding out why people buy is more important
than why they don’t (although I try to find that out, too). There are
too many reasons a person may not buy, many of which are beyond
my control. But knowing what turns buyers on is a huge benefit to
me as I fine-tune the copy. For example, here are some of the comments
I get:
➤ “I read all the info and I liked the fact that I did not have to
create a web site and a bunch of other stuff. I am new to Internet
marketing as well as being technically illiterate, but I figure
I can follow instructions for the most part, and you offer
the support I will need.”
➤ “Personalized autoresponder and newsletter.”
➤ “Reason: The e-book 10 Powerful Ways CBmall Makes You
Money made good marketing sense. . . . Also the products on
ClickBank-CBmall are terrific and good sellers. . . .”
➤ “I found your ad at clickbank.com.”
➤ “I first heard of CBmall from your newsletter, which I subscribed
to in December, but was not convinced. My next step
was to get the 10 Powerful Ways CBmall Makes You Money. This
made things much clearer. The number of products available
is impressive. The targeted traffic that is shared among owners
is a useful bonus. The guarantee means no risk, which is
essential as I am on a small pension.”