This sounds so off base at first glance. I've stumbled across some different marketing sites that are pushing a strategy of building the relationship of web visitors first before the sale. This is different than beating your potential customer over the head with "Buy Now or Else" strategies. Sure, that may produce results, but most are steering away from that and turning to a different strategy.
The biggest part of the sales relationship is giving something of value away. It does not have to be everything , rather a portion - something that still has value. Why? Most visitor trending will show that new visitors may not buy on their first visit. We've all done that. We'll jump around from site to site to see the differences. If you had the chance to try out the product first before you buy, would you? I think it is safe to say that most would try then buy.
I am doing some personal testing on this theory and hope to elaborate more on this subject. It seems to make sense and very well could be that determining factor to set you apart from the competition.
