I see my Genealogy as a tool to build a list of prospects which I nurture into customers. I also use an auto responder to do the same.
In Marketing people think that advertising leads to sales. It does not. Advertising generates leads. Leads are people who see your products.
Leads then need to be qualified which means you find the people among the leads who are interested in your product, these are prospects.
Then prospects need to be nurtured so they begin to know and trust you and your product offerings. When they do, they become customers.
Customers need to be respected and served and when they feel that, they become your customer, repeat sales and mutual partnerships grow.
This is how I am successful in SFI. Building email campaigns that brings eyes on an advert all the way to loyal customers is how you succeed in this business.