If you have an online business, you've probably come across the expression "The money is in the list." This refers to the database of names, e-mail addresses, and other information you collect from customers and prospects.

Building a list is the core principle behind the Attraction Marketing Model of Internet Marketing. And, all other things being equal, the bigger your list, the more money you will make.

That's great for marketers and list owners who have thousands, tens of thousands, and even hundreds of thousands of subscribers. But what if you are just getting started? Can you make money with a small list?

The answer to that question is a resounding yes.

In fact, I've done it myself. I've built a small list (about 3,000 subscribers) that generates six figures yearly. And with another list of only about 1,000 subscribers, I've generated over $8,500 in sales in one month.

It wasn't difficult. I simply drove traffic to my website and captured the names and e-mail addresses of my visitors. Then I sent them follow-up e-mails with quality content and relevant sales promotions.

Just to give you a frame of reference, most online marketers will tell you that if you can earn an average of $1 per subscriber per month, you are doing well. So if I had generated about $1,000 in sales from my 1,000 subscribers, that would have been par for the course. The $8,500 I actually generated is more than 8 times the industry average.

I was able to do it because size isn't the only thing that determines how much money you can make with a list. The responsiveness of the list is a key factor.

Responsiveness refers to the number of people who open your e-mails and take the action you want them to take -- by subscribing to your newsletter, for example, or making a purchase.

One of best ways to increase the responsiveness of your list is to develop a relationship with your subscribers. The easier you make it for them to know, like, and trust you, the more likely they will be to open your e-mails and click on your links.

So how, exactly, do you develop a relationship with the people on your list?

One Way Is To Get Personal!

When you write copy for your website or for an e-mail that you'll be sending to your list, write it as if you were having a conversation with your reader, face to face. And look for ways to incorporate your personal story and your personality into the copy.

I make my websites and e-letters personal by keeping my readers updated on where I am and what I'm doing. I also share information about my background, such as the fact that I'm a in Southern Florida (Go Canes) And I share my opinions on current events.

The bond this creates is extremely powerful.

You've probably noticed that Mike Dillard constantly shares information about his life and travels with his Better Networker readers. (And keep in mind that Better Networker started as a personal letter from Mike Dillard to a few of his colleagues.)

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