In the old days, it used to be so easy to entice new followers to your list.

You’d just snowball them with ever increasing amounts of information. The marketing gurus called it “moving the free line” which meant each new freebie was crazier and more involved then the last.

But times have changed. Your ideal prospects no longer want a lot of stuff. They want the right stuff!

• Interesting.
• Valuable.
• Solving problems and offering solutions.

All without overwhelming and discouraging them.

If you’re wondering, “How do I find the right mix?” so your prospects are intrigued, inspired, want more (and eventually work with you), here are a few crucial ideas to make it happen:

Why? Because they can’t handle everything.

This has nothing to do with holding back information. This isn’t a bait and switch.

It’s a simple recognition – with the deluge of media, multimedia and social media – your market has a limited capacity to absorb new information.

It’s like that classic line from the movie “A Few Good Men”.

No matter how much they say they want it (or how much you want to give them) … they don’t have the capacity to receive, process and understand the profound value of everything you want to give them. If you plop too much of it in their lap right at the start.

This has nothing to do with their intelligence. It has to do with their attention being stretched to the breaking point before your free stuff hits their digital doorstep.

So, it’s important to stop giving them everything, and give what’s important.

• You give them the key details that reveal the value of what you do.
• Demonstrate that value by getting them started towards solving ONE of their most frustrating problems, or achieving one of their most valued goals.
• And do it quickly.

What happens when you’re successful?

They can feel themselves moving towards a cherished goal.

AND (this is important) they start seeing you as the one who can help take them the rest off the way.

This isn’t done by fire hosing them with information. It’s done by giving them an actual sample of what you can do for them. And creating intrigue and interest in the profound possibilities you and your services can deliver.

Here’s the key: Your information must ignite inspiration, intrigue and interest.

• Too much information creates overwhelm. (“I need to process this…”)
• But the right amount of information creates intrigue and interest.(“I want to know more about this”).
• Interest and intrigue creates movement towards you. (“What can you do for me?”)
• Movement towards you leads to clients and customers.

Boom!

Your guests aren’t going to stay for dinner if you serve them a meal as an appetizer.

This isn’t about withholding anything.

The truth is:

What you leave out is just as important as what you leave in. When you remove the desire to know more by giving away too much, you also remove the interest and commitment that’s required to succeed.

The more your prospect feels impelled by an inner recognition of what’s possible and wanting to experience what’s possible, the more likely they are to not only follow through and take action.

But be successful with the actions they take.

So, you want the impact of what you give people for free:

• To give them a quick taste of success and knowledge in a very specific area.
• To get them started on the road to knowing what they need to succeed.
• And to show them the difference knowing that can make.

Because once they know the value of what knowing what you know (and seeing the impact it can have) they invest.

Clay Collins, the founder of LeadPages said: “You can’t give your way to receiving.” 

People like being an active agent in their own transformation. They like being the one who makes the decision to change their life.

And they can’t do that unless you give them the space to do that.