I totally understand where you’re coming from, but I’m not sure I agree. Not that I know your readers from a Winnebago, but if they’re around all the time, reading and commenting and being part of the show, they’re invested. And will invest. Meaning they’ll buy.

Not all of them. Maybe not ANY of them if they’re not sold to properly, surveyed, etc. But still…they like you. They like what you do. They’re about as close as you can get to “paid customers” without actually being so.

I’d be interested in seeing some tests run on your site. Might be very intriguing.

However, because they are so invested in me, I do know that they will recommend me to others who they think do need me. So while I don’t pursue the crap out of these people, I know that they’re important in my sales cycle.

Based on the sales I have experienced the majority of my clients (especially information products) are lurkers to my site – loyal readers but they never engage before or after buying.

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