If you’ve been involved in sales and marketing for more than a day, you’ve probably heard the phrase “The money is in the list.”

That’s only partially true, and many Information Marketers fail because they miss one key factor:

The money is in the relationship with the list.

As a marketer, you have to contend with prospects who’ve grown accustomed to getting useless information from all over the place.  Some people release products that don’t do anything to help their clients because they’re focused entirely on making sales instead of taking care of the people responsible for those sales.

If that’s your plan of attack, this article won’t help you.

In all of your business efforts, it’s absolutely essential that you provide value to your audience.  You have to show them that you care about them and not just about getting paid.

In order to have a responsive list of clients and prospects, people who want to hear from you and look forward to receiving your messages, you must make a conscious decision to put forth the effort necessary to build solid relationships with them.

Building relationships with your audience is not difficult.  It simply takes time and effort and a genuine desire to help them.  Remember these three rules - and follow them:

Perception is Reality

When someone joins your mailing list, immediately send them a personal message to let them know what they can expect and how consuming every message from you will be of great benefit to them.  Your welcome message sets the tone for everything you do for the duration of the relationship.  If you are truly focused on helping your clients, but that doesn’t come across in your messages, you’ll be perceived as just one of the masses.  And that perception is the reality in the eyes of your reader.  Make a conscious effort to ensure everything you do shows them that you are the kind of person they would want to do business with.

Show Them You Care

Ask your clients and prospects what they care about.  Draw them into interaction with you so that it becomes a two-way communication.  If they need help, give it to them.  If they’re excited about a breakthrough, celebrate it with them.  Do this periodically so that your clients grow accustomed to exchanging information with you.  The more your subscribers communicate with you, the more they will realize they can trust you.

Write Personally

Relationships become strong when people see you as a real person and not a machine.  That comes from sharing yourself.  When your write to your clients and subscribers, write to one person.  Include personal stories in your communications and completely get rid of the word “we”.  Focus on helping your clients and prospects reach their goals and solve their problems, and they will listen to you.

Three simple rules, but following them will solidify your relationship with your clients and prospects.  Follow them faithfully, and watch your business grow.