The idea is to move your prospects and customers through each stage of the purchase process by pushing them along the way with the right promises, the right information, the right offers, the right emotional incentives, the right reminders and the right appeals.

Right?

Right. Because you simply can’t dump all the information people need to make a buying decision on them in one big projectile vomit of information.

You have to figure out what kinds of messages will engage them in dialogue and keep them involved. By responding to them with information, offers and incentives they become more knowledgeable about your offerings and build experience with the brand as you push them through the purchase process.

The technical term for this is "goosing."