Million Dollar Methods That Work!

Table of Contents

Don’t Look At Attorneys As Unnecessary Cost – Look At Them As Something That Will Save You Money In The Long Run! ................................................................................................................. 1

Here’s The Secret To Getting Catalog Houses To Carry Your Product – And Do All The Selling For You .................................................................................................................................................. 2

Three Little Words That Can Lead To Big Money! ........................................................................... 3

How You Can Know 100 Times More Than Most Small Business Owners! ....................................... 4

The Secret To Making Up To $500,000 A Year With Newspapers ..................................................... 5

Want To Buy A Business? Find Out Why It’s Usually Better To Buy An Established Business .......... 6

How A Feature Story About You Or Your Company Can Make You A Fortune If You Do It Right! .... 7

23 Rules For Writing Killer Headlines! ............................................................................................. 8

One Great Sales Message Can Add Up To Thousands – Or Even Millions Of Sales! ........................ 9

A Product That Can Help People Improve Their Physical Appearance Could Prove To Bring You More Money Than You Could Imagine! ......................................................................................... 10

Your Little, Tiny, Inexpensive Ads Can Generate Thousands And Thousands Of Cash Orders! ..... 11

How You Can Make Money With Any Product – No Matter What It Is! ............................................ 12

Adding This One Concept To Your Ads Could Bring You Up To Ten Times More Profit ................. 13

How To Come Up With Tons Of Ideas To Help Make Your Ads More Successful! .......................... 14

How Classified Ads Can Make You A F-O-R-T-U-N-E! ...................................................................... 15

How To Get Your Prospects To Read Your Mailings – Not Toss Them In The Trash! ...................... 16

There Are Great Ideas Out There Already – Find Creative New Ways To Use Them, And You Could Profit Tremendously! ..................................................................................................................... 17

How To Get Rich By Speaking At Certain Group Meetings! ........................................................... 18

The 25 Amazing Ways To Create Ads That Will Bring You A Flood Of Money! .............................. 19

How Small, Inexpensive Mail Order Ads Can Actually Outpull The Big, Expensive Space Ads! ... 20

Always Remember – Your Customers Are The Key To Your Success! ........................................... 21

Increase Your Chances Of Making A Financial Killing – Follow These Five Rules When Creating Small Display Ads! ......................................................................................................................... 22

A Sneaky Way You Can Get The Money To Pay For The Printing And Publishing Of Your Book! . 23

Twelve Things You Can Do To Instantly Make Up To $1,000,000 A Year Or More With Direct-Mail! .............................................................................................................................................. 24

How To Make Up To $5,000 A Week In As Little As One Hour A Day! ............................................. 25

Get More Money-Making Ideas Than You Can Possibly Use! ......................................................... 26

1

Don’t Look At Attorneys As Unnecessary Cost – Look At Them As Something That Will SAVE You Money In The Long Run!

The truth is, a good attorney will NOT cost you anything - but can help you get RICH! When you are going into a situation you are not sure of, any money that you spend on a good attorney is well-spent and will come back to you. It’s an investment that will pay off in the end. Good attorneys can find pitfalls.

If you have a problem and are wondering if someone is treating you dishonestly, just remember that although hiring an attorney will cost you at the moment, it can keep you from being cheated.

In effect, having a good attorney will keep you aware of the legal issues that you must face. Don’t look at an attorney as an unnecessary cost - look at an attorney as a key to gaining legal information and saving money that you could lose if someone found a way to cheat you and get away with it!

2

Here’s The Secret To Getting Catalog Houses To Carry Your Product - AND DO ALL THE SELLING FOR YOU!!

The secret is... catalog houses desperately need new products to survive!

Catalog houses do all of the selling, hustling, printing, postage, advertising... they do it all. But they have to have new items coming in constantly. People want new things, and catalog houses know this. They have to stay caught up with the times and the trends.

Hence, they are always willing to get new items, and if you are able to show them that your product is either in demand or has a lot of potential, you will stand a great chance of getting it into their catalog!

Catalog houses depend on new products to survive. If you have confidence in your product, then be persistent, and convince them that people want your product. So why shouldn’t they? We realize that many of you will be apprehensive when it comes to the idea of trying to get a catalog house to carry your product or service. But the bottom line is it’s a solid opportunity. You can’t waste their time with product ideas that won’t work in their catalog. You have to be professional.

The business is there, and the ideas we have given really work. We know. We’ve used them successfully ourselves. And you very well could do it too!

3

Three Little Words That Can Lead To BIG MONEY!

These three little words will continue to be important throughout all of your advertising ventures. It is an easy formula that works with not only radio, but also with print advertising, commercial, and other ad mediums. The name of this technique is the PAS solution.

The first thing that you need to do is start with the “P” which is the “problem.” You need to introduce the problem and use one that is common to the kind of people that you trying to target.

After you have made the problem apparent, you continue on the “A” or ”Agitate.” You need to dramatize that problem and make it real to your readers.

You want to make them want your “solution,” which is what you will offer with “S.” Make them see that you have what they need to make the problem better.

Finally, you want to give them a “call to action” - give them a number to call, or an offer that will help them. Show them that it is easy for them to order, and tell them why it’s important that they order RIGHT NOW.

Once you have your PAS plan, write it out. Then reduce your message for full impact. If you learn how to use your complete beginning, middle, and end, and call your customers to action, you have learned how to make your radio commercial sell thousands of dollars worth of your product or service every day!

4

How You Can Know 100 TIMES More than Most Small Business Owners!

There are ten mistakes that almost every marketer makes along the way. These mistakes are...

1) Not developing a unique selling proposition that stands out in your marketing.

You need to make yourself stand out among the competition. Find a unique thing that sets you apart.

2) Not developing back-end sales.

This is a big one! You must find other related products to market and sell to people who already purchased from you.

3) Failing to make doing business with your company convenient and easy.

Several things can fall under this problem. It can be as simple as having a phone number for people to call or accepting Credit Cards. The easier it is for them to do business, the more likely it will be that they will do business with you!

4) Failing to know what customers want and need.

If you don't know what your customers want and need, you will never make money!

5) Failing to tell customers “why you can.”

Your customers need to know the “why” behind the offer. If you're offering a low sale price, tell them why... Is it overstock, or a pre-publication offer? Also, if you are higher than the competition, is it because of that extra mile you walk for the customer? You can never forget to tell the customer the “why” behind your offer.

6) Forgetting that you must “sell” your way out of a business problem.

Many times a business will worry about overstock. They have thousands of dollars tied up in “X” product and everyone is buying “Y” product instead. You must avoid this mistake and remember to sell your way out of this situation. You can do this by being straight with your customers. Tell them that you ordered too much product, and you must sacrifice and take a sale price in order to move the product. If you are honest with your customers, they will respond to that.

7) Not testing the market.

Too many business people are not doing enough testing. This is very important. The more you test, the more you make! It always works that way! You can test various headlines, prices, etc. Always test new things so you will stay on top of the market.

8) Writing institutional advertising instead of direct-response advertising.

This means that you must focus on the product rather than the company. Many companies run major ads that tell about their fancy office equipment and their state-of-the-art facilities, but they never tell about the product. You must avoid this costly mistake!

9) Getting tired of marketing methods that are still effective.

This may sound pretty basic, but a lot of marketers get tired of their promotions and move on too quickly. Friend, if a promotion is working and making money, DO NOT PULL IT!

10) Forgetting to focus on the targeted customer.

You must always stay focused on the group of people you are trying to sell your product to. If you start to broaden your focus, you will lose sight of the original customer, and your sales will drop.

If you can avoid these mistakes, you can be well on your way to making huge amounts of money in your own business! Study these mistakes and learn how to avoid them!

5

The Secret To Making Up To $500,000 A Year With Newspapers

Very few Direct-Response Marketing professionals run ads in local newspapers. But you can. Below are the steps you can take to make huge amounts of money by advertising in newspapers. We’ll also give you a quick mathematical example to show you how simple it could be to bring in $500,000 a year in sales by advertising in newspapers:

1) Use our answering machine methods.

Run small classified ads in newspapers with endings that say something like: “Amazing Recorded Message Reveals Details”, or “Call Our 24-Hour Recorded Hotline”. The purpose of the small ad is to simply get people to call in and listen to your recording. The recording sells them further by giving them all the benefits of whatever you’re selling and tells them how they can get it.

2) Sell informational products.

Informational products can be anything from cassette and video tapes, to guides and manuals, to reports or home study courses. You should develop informational products for the newspapers you want to sell them to. The next step will show you how to do this.

3) Target your information with the category headings in the newspaper.

Think of the classified ad section of a newspaper like a marketer... The people who are reading the different categories of this newspaper are doing so for a specific reason. They are interested in finding a job, or going to a garage sale, or buying a car. Now all you have to do is develop a product that shows them how you can help them get what they want. Run an ad that promises them the biggest benefit, and let them dial your number and listen to your recorded message.

4) Test like crazy. Figure out a way to advertise profitably in 500 newspapers.

You may have to test 5,000 newspapers to find the 500 that make profits for you consistently. You’ll make money in some newspapers and lose money in others. The secret is to test your ads in as many newspapers as you can to find out which newspapers consistently make you money.

5) Find 500 newspapers that earn continuous profits and make a net profit of $1,000 per newspaper.

A net profit of $1,000 a year in 500 newspapers is $500,000 a year. In the next step we=ll break this down even further and show you how many sales you would have to have to bring in this huge amount of money.

6) $1,000 net profit per paper is equal to less than $20.00 per paper - every week.

Are you staring to get excited? Good! This is just an example based on mathematical projections, but it’s important to break down all of your ideas into this type of formula. Now let’s break it down even further.

7) $20.00 per paper means selling 4 $25-books - and keeping a profit of 25%.

This is the total amount of sales you would need per newspaper to reach your goal. Think about the simplicity of this formula. You start small.... testing slowly.... with a goal of just selling four of your $25 books, manuals, or other informational products and keeping 25%. You keep testing all kinds of different ads, sales messages, scripts, etc. until you can do this. THE DAY YOU CAN EARN THIS PROFIT IN 10 NEWSPAPERS IS THE DAY YOU REJOICE! Why? Because if you can earn this profit in 10 newspapers, the chances are good that you can do it in 100... then 200... then 500. And if that happened, you’d be on your way to earning $500,000 a year.

8) The secret is to begin at the end.

You know the “numbers” it will take to earn this amount. You know you need to sell four of your $25 products at a 25% profit margin per newspaper every week. That’s the beginning.

Then you simply figure out how to do it by testing slowly.

Our $500,000 a year in sales is a mathematical example only that is based on certain number of sales in a certain number of newspapers. It is not a guarantee that you can do this. Your own efforts will vary from different promotions and different ads. However, this example does teach you something very powerful: it takes the mystery out of making money. See step eight. You simply figure out how much money you would like to make each year and then figure out how many different products or services you will have to make to do it. Then you figure out the strategy to doing it. This is powerful.

6

Want To Buy A Business? Find Out Why It’s Usually Better To Buy An Established Business.

Many times it’s better to buy an established business. In most cases the owners are exhausted and frustrated. They’ve done everything they could think of and it didn’t work for them, so they have put their business up for grabs for a low price just so they can get it off of their hands.

The truth is, these owners have been making seriously detrimental mistakes. Their best ideas, their best thinking, and their best way of running that business has driven it to the brink of bankruptcy. And their low sale price for their business allows others to buy an established business for little or EVEN NOTHING DOWN!

What did these business owners do wrong? In most cases they didn’t use sound marketing principles. Or if they did use the right principles, they were used incorrectly or lazily.

This is when someone new can come in with a clear vision and clear ideas, someone who understands that business’s market, is what that market wants, and how to give the market the best offer possible.

7

How A Feature Story About You Or Your Company Can Make You A Fortune If You Do It Right!

Do not ever pass up the chance to have a reporter do a feature article on your business. A lengthy article, written by a professional, will attract even more attention than a two- or three-paragraph news release.

A reporter also knows how to make a story interesting and will usually come up with angles you may have overlooked that will serve to promote your product. Reporters are always looking for interesting subjects to write about. If your story is interesting, all you have to do is make the right connection.

One feature story about your product, service, or company has the potential to make you rich. Don’t go for a feature story right away, though. Let the editors get to know you. Give them time to get an idea of who you are and what you have to offer them and their readers. Let them give you a write-up or two. Try to stay in touch with them, and try to build a relationship with them.

If you would work and practice at this, there is the potential for you to build a relationship with an editor. You have to treat the editor as if they were an actual customer and serve that editor. Once you have proven yourself, you have opened a door to all sorts of possibilities with that editor.

8

23 Rules For Writing ”Killer” Headlines!

Following are 23 rules you can use to write headlines that will reach out and force the prospect to read your advertisement:

1. Your headline must offer something that your target market wants very badly.

2. Your headline must include something of self-interest to the reader.

3. If your product is new or improved, say so in the headline.

4. Do not just invoke curiosity in your headline, you must also include something of interest to the reader.

5. Avoid negativity in your headline. Always turn the negative into a positive statement.

6. Your headline should suggest a quick and easy way to achieve the benefit(s) stated.

7. Your headline should be believable.

8. Determine what would make you buy your product, and then try to incorporate that idea into your headline.

9. Avoid making your headline so short that you don’t get the main point across.

10. Avoid clever headlines that make the reader think “how clever.” Cleverness rarely gets people to read your ad or spend money.

11. Avoid headlines that sound dead, or like they should be at the bottom of a statue like “To Serve Humanity Better...”

12. Suggest in your headline that your copy contains useful and valuable information.

13. Use your headline to reach out and grab the reader’s attention.

14. Avoid curiosity headlines unless you also include interesting statements.

15. Avoid hard-to-grasp headlines that require the reader to think about what you are saying.

16. NEVER run an ad without a headline! You must give people a reason to read your ad.

17. NEVER run just one headline. Always test several different ones and then run with the one that pulls the best!

18. NEVER trust your own reaction to your headlines. Instead, get the reaction of someone else.

19. If you emphasize a word in your headline, make sure that word means something and is important.

20. Remember that large-type words act as a stopper. They get people to stop and pay attention, so choose the best words that will get the most attention.

21. Don’t let an artist or layout person decide which headline words to emphasize. An artist thinks in terms of color contrasts and tones, not in terms of making money!

22. Take a look at other successful headlines and incorporate some of their ideas into your own ads.

23. Avoid writing an ad that attracts the wrong people. Make sure your headline attracts the people that are most interested in what you have to offer.

If you will follow these 23 guidelines for writing your headline copy, you will be more likely to have a successful headline and a successful ad! Take some time right now and look back over these guidelines. Then, try to write your own headlines. When you have a few that you think are wonderful, run them by a friend. If that friend asks to see the rest of your copy, you know you have written a true killer headline!

9

One Great Sales Message Can Add Up To Thousands - Or Even MILLIONS – Of Sales!

Good mail-order advertising copy can make you RICH! Why? Because mail-order advertising copy is nothing more than a successful sales ad that is multiplied by the printing press to bring in more money from more prospects!

If you are running an ad in a magazine that’s going out to a million people, and you have honed and perfected that sales message, then that one sales message is appearing before a million people.

Through the multiplication process you’re able to get your message out to many more people, which helps to give you more leverage. You’re still able to reach them one-on-one, though, because the copy should be written one-to-one.

Our company has mailed several million pieces in a year. That means that several million people received sales messages from us. You can do this too!

10

A Product That Can Help People Improve Their Physical Appearance Could Prove To Bring You More Money Than You Could Imagine!

Everyone is interested in improving their appearance and looking more attractive. “Other people do it, so why shouldn’t I?”

People naturally feel good about themselves when they are told how attractive and well dressed they are. People feel special, pretty, and handsome when they look their best. If a person does not want to look plain and feel unattractive, there are products and books available on the market that will help them create a better appearance.

When a person feels common or plain, he/she should have the opportunity to make him/herself feel beautiful. “If only someone would show me how to make myself more attractive. Then people would look, then I would feel like somebody!” (Perhaps your book could show people how.)

11

Your Little, Tiny, Inexpensive Ads Can Generate Thousands And Thousands Of Cash Orders!

If a small ad is used for the right product, placed in the appropriate media, and reaches the right targeted audience, you will get results.

Many people in this business believe that running huge ads will make them the most money, but the small ads can be very, very successful themselves.

Let’s say that you’ve got fifty ads out there that are generating $100 profit every week. That’s $5,000 a week of pure profits! Now double that and have 100 ads out there. Suddenly, you’re talking about making $10,000 a week! This is the power of small ads!

Small ads are less expensive to place than large ads. You can run them in more places than you can a big ad. You can spread them out among more publications with the money you saved from keeping the ad small. Even a little bit of profit from each ad adds up with the rest . . . and it can add up to a lot depending on how many ads you have out there. Add this all up and it=s easy to see why small ads can be thirty times better than your big ad!

A short, attention-grabbing, classified ad, for example, is often the lowest, most cost-effective method of advertising and offers the best dollar-for-dollar return. These attention-getting ads are how to make sure that all of your small ads bring you the most cash possible.

A classified ad really is just a headline with a call for action at the end of the headline. Classified ads can be your ticket to sales, because inquiries that result from them are from serious prospects. To be successful, however, you must attract a large number of inquiries, and then sell your product to a substantial number of the prospects.

12

How You Can Make Money With Any Product – NO MATTER WHAT IT IS!

There is a fixed cost to run advertising. You pay so much per thousand for direct mail, and you pay so much for space advertising in various publications. You are going to pay that amount whether your advertising is highly successful or if it fails. Therefore, you should test to find what works the best and brings you the most profits.

This is how a little experimentation can make you a fortune over a period of time! Simply by testing your different ideas inexpensively, you can find the things that are the most profitable. Then, you can use them to bring in more profits.

So it is vital that you test different offers, concepts, techniques, and appeals, and then analyze the resulting data. You can dramatically increase your profits and results if you zero in on what works best and discard what does not. Through testing you can make money with any product - NO MATTER WHAT IT IS!

You may have to experiment on how best to advertise a product. Perhaps you have not expressed why your product is superior to your competitor’s. Maybe your no-risk deal is not strong enough, or you have not addressed all of the strong benefits your product offers.

13

Adding This One Concept To Your Ads Could Bring You Up To Ten Times More Profit!

Risk reversal is a key to success. In every business transaction, either the customer or the supplier risks more than the other. The prospects are usually the ones who take the greater risk.

You should construct offers that take the risk away from your prospects and customers and puts it on your shoulders. Remember, in mail order marketing, your prospects and customers are buying sight unseen. They need to feel that, even if what you claimed in your advertising doesn’t come true for them, they can still be either equally compensated or actually gain. This is called risk reversal.

By using risk reversal correctly in your advertising, you increase the amount of money you can make simply because the prospect really has nothing to lose and something to gain. You'll be able to attract more customers and orders - thereby making more profits. Change one simple thing - add risk reversal to your advertising - and make up to ten times more money!

14

How To Come Up With Tons Of Ideas To Help Make Your Ads More Successful!

There is one easy way that you can always come up with ideas that can help make your ads more successful. Study the successful ads of your competitors! A lot of people think it is wrong to “borrow” a good idea from another company. But, ideas are ideas, and they can be used by anyone. You can’t copyright an idea!

By studying successful ad campaigns of other successful companies, you will learn how you can incorporate those ideas into your own ads! If you do this correctly, you can wind up bringing in several thousands of dollars in extra income for yourself! Always remember, the best ideas are those that have already been tested and proven profitable!

15

How Classified Ads Can Make You A
F-O-R-T-U-N-E!

Classified ads can make you a F-O-R-T-U-N-E! If your ad runs in 100 different publications and you make ten dollars from each ad a month, that’s $1,000 a month!

And it can potentially grow even bigger... How much would you make if you ran your ad in 500 publications? A thousand publications? 1,000 publications times $10 per ad equals $10,000! Potentially, classified ads present you with a huge opportunity to make big money.

The secret is, you have to be able to locate the good publications that will continue to pull a nice net profit for you. Then test new publications all the time.

Remember, just because you have a publication already that’s been making money for you doesn’t mean it will keep doing so indefinitely. Always test new ads, always test new publications, and always keep running and re-running your ads in the publications that have shown the initial profits.

16

How To Get Your Prospects To Read Your Mailings – Not Toss Them In The Trash!

Teaser copy is how to get people to read your mail and not throw it away. If you use some really good teaser copy printed on the outside of the direct-mail envelopes you send out to prospects and customers, people will get excited and will be much more willing to open that envelope and read what you have to tell them.

You have to test different teaser copy. Testing different things is how you find out which things work better than others, and teaser copy is no exception.

You do not want your envelopes to end up in the trash. You want that envelope to be opened so you can give them your sales pitch and your offer. Getting your prospects and customers to open that envelope is half the battle. Teaser copy is a great help when it comes to this cause.

17

There Are Great Ideas Out There Already - Find Creative New Ways To Use Them, And You Could Profit Tremendously!

The best ideas are already out there. Yes, people have to come out with something unique, but they do so through using proven things that have worked and are currently working. There are many ideas out there that are “up for grabs,” and they are waiting for the person who can tune in to them.

Be aware, be open, and look for ideas that are making other people money. Then, put those ideas into action for YOU! This is how to legally “steal” something that could be worth millions to you!

In the mail order business what one person throws away and calls junk mail another person keeps and calls treasure. People in this business save ads and use the ideas. Through the years people start to think of those who succeed as “geniuses” or “special.”

This isn’t true. If they have a thousand ads out there, they might actually be the result of a thousand different marketing minds.

18

How To Get Rich By Speaking At Certain Group Meetings!

Speak at group and organization meetings about your book. Even if you do not receive a fee, you will be able to sell your books after your talk. This method will reach a new market for you and may result in added publicity for your book if the meeting is publicized.

If you have a book that appeals to the mainstream, this is a dynamite way to make large amounts of money. We know a man from Phoenix, Arizona who sells a million dollars worth of his informational products every year simply through speaking in front of groups.

He publishes marketing information for small businesses and business owners that are looking for marketing information to help them make money with their business. He goes to seminars other people put on - he doesn’t even have to put on the seminar - and he shares his information and gives them some of his best marketing strategies. He has gotten rich through speaking at group meetings - and you have the same potential.

Offer to sign your books at a local bookstore as a type of promotion. This will give you ample opportunity to put both your books, and yourself, on display since a customer will rarely buy your book if he/she cannot see it!

19

The 25 Amazing Ways To Create Ads That Will Bring You A Flood Of Money!

These 25 rules should be your checklist that you use every time you create a direct-response ad. If you follow these guidelines, you can make a financial killing” with your direct-response ads. I would recommend that you photo copy this checklist and use it each time you create an ad. I promise you: if you follow these guidelines, you will improve your advertising.

1. Condense your headlines to project a primary benefit.

You must understand and remember that you are not trying to sell your product to everyone. You are targeting your selling, and your headline must be used accordingly. Make sure your headline is worded so that it goes right to the point and hits home with the central benefit you are trying to get across to your targeted reader.

2. Never use headlines that praise your firm.

People do not like braggers and boasters, and they certainly don’t want to do business with a company that brags. Companies are always trying to use this tactic.

In ads, you see something like “We are the #1 company in our market. You should buy from us for this reason. We can help you because our office is bigger than all the rest....” People don’t care about this. They want to know what you can do for them! The more the headline talks about how your product will benefit them, the more likely they will be to read it!

3. Use variation in length of sentences and paragraphs.

Variety will prevent reader boredom. Just like a driver gets sleepy when they drive down a straight, no-scenery highway, so does your reader when they are reading sentences and paragraphs that are all the same length. Break up your sentences and paragraphs so they are different lengths! The more your copy is varied, the better it will be!

4. Introduce your product name high in the copy.

You should come out pretty soon and tell people what your product is. This keeps the prospect from feeling like they are getting the run-around. If you wait until later in the copy, they will begin to feel like you are hiding something from them.

5. Place your company name in your copy and on the order form.

Your customer should be able to reach you as often as they can. They may want to order again in the near future. If your name is only on the order form, they may mail that in without making a copy. The easier it is for your customer to reach you, the more likely they are to trust you. After all, why would you fool them if you are so easy to reach?

6. In most cases, gorgeous models should not be used.

A beautiful model will get their attention, but it usually won’t get their orders. If you are going to picture people in your ad, use people that most resemble the target market you are trying to reach.

7. Avoid white copy printed on a black background.

No. The funeral look does not appeal to most people. This type is usually hard to read, not to mention the fact that it looks bad. You want your readers to be able to read your copy as easily as possible.

8. Don’t write your copy around a photo.

Photographs should enhance your copy. They should play a supportive role! Rather than getting a photo and then writing copy around it, write the good copy and then try to find a photo that best illustrates that message to the reader. In general, let a photograph illustrate and enhance your copy.

9. Tell the price of your product.

Don’t be afraid to tell the prospect how much they should expect to pay for your product or service. Many successful writers like to illustrate this right up front. It helps gain the best customers that will continually buy from you over and over again.

10. Use design devices that will lead the reader to a desired response.

You are trying to make a sale, so use graphics and designs to their utmost. Use graphics, arrows, bold print, underlining, italics, color, different fonts, different sizing, bullets, etc. as much as possible. You must do everything possible to get your prospect to read your copy.

11. Never leave the reader “hanging” with vague copy that is difficult to understand.

Just because you understand what you are trying to say doesn’t mean that everyone else will. This is very important because your readers need to understand what you are saying before they can buy from you. So, be clear and precise. Never leave the reader hanging. Lead them down the road to a sale and tell them exactly what to do along the way! A good way to make sure you do this is to read your copy out loud to a friend. As you are reading, make sure everything sounds clear to you. Then, when you are finished reading, ask your friend if everything you read sounded clear. When you friend asks you who to make the check out to, you know your copy is ready!

12. Always use captions with photographs.

Never run a photograph without giving it a caption. A good way to make sure this never happens is to always write the caption BEFORE you pick the photograph! Remember, pictures should enhance the copy and they should give a visual presentation of your stated facts. So, write the copy, write the caption, and THEN pick the photo that best illustrates the point you are trying to make!

13. State the main benefit in the headline, then restate it in the subhead, then again in the opening paragraph.

You should reiterate your main benefit in these three places because it will let the reader hear this great benefit three times right up front! By restating the primary benefit three times, you give them justification for reading the rest of your sales letter. The rest of the ad backs up that original benefit and then shows them how they can receive that benefit!

14. Always use testimonials.

Customers will always believe other customers before they will believe you. It’s a fact! Testimonials are proof that what you say is true. It doesn’t matter if the testimonial was solicited; it still came from the mouth of the customer. Testimonials give back-up credibility to whatever you have said. You must obtain a signed release if you want to print names.

15. Beware of “gut feelings.”

Your gut feelings about ads, sales letters, etc. really don’t mean a whole lot. Sometimes you do get inspired, though, and you will have ideas coming to you. Write them down. You can test them later. But, never assume that a gut feeling is right. You should test everything. There have been many business people who have had bad feelings about their sales material and then when they mailed it out it proved very profitable. On the other hand, there have also been people who were in love with their sales material and found out later that the public wasn’t, and they lost a lot of money.

16. Never assume a customer knows what a product is or what it does.

Make your copy very clear and explain everything. Never assume a customer knows what your widget is or how your widget works. So, make your copy straightforward and tell them exactly what your product is and exactly how it will benefit them. If they have to figure out what your product is and how it will benefit them, they will probably not waste their time; they will stop reading your sales letter.

17. Forget about what your product has done for your company, and focus on what it will do for the reader.

Too many companies are spending too much time boasting about themselves when they should be focusing on the reader and how their product or service will benefit the reader. Sometimes, of course, it is necessary to talk about yourself so that the customer can identify with you. But, as a general rule, it is a lot better to talk about the customer than yourself!

18. If you don’t use illustrations, use picture words.

You must make your copy “live.” The only thing people can judge you by is your sales material. They haven’t seen you. They haven’t visited your office (if you even have one). Therefore, you must be very descriptive to the reader. You must paint a visual picture that the reader can step into and see him/herself getting the full benefits you state in your offer! That is what it takes to sell your product or service.

19. Don’t switch boats in mid-stream.

This means to be careful not to pull an ad just because you are getting tired of it. Many times you will get tired of running an ad long before your customers will get tired of responding to it. If you are tired of an ad, then you must see if your customers are tired of it. If they are not, don’t pull it. Why would you pull an ad that is still making you money? You won’t! If your ad is successful, and you are getting tired of it, you might try writing some new ad copy that you can test, because eventually your good ad will stop pulling as much as you’d like. Then you will need to have something else to put in its place!

20. Feature “user” benefits.

Make sure that your ad features specific benefits. The reader must feel like the benefits you are listing are specific to them! As you proof-read your copy, ask yourself these questions: “So what?” “What does it do for me?” This will help you make sure that your copy is full of customer benefits - things that the reader really cares about!

21. Give your prospects more ways to respond.

Give your customers as many ways as possible to respond. Let them respond by mail, fax, phone, however you can. Some companies now will take checks by fax and phone. And, you may want to look into getting a merchant=s account to accept credit cards. Do anything you can do to make it easier for your customers to respond to your offers!

22. Your ad should appeal to their emotions rather than their logic.

You must get the reader’s emotions running. A good example is buying a car. If buying a car was based on logic, everyone would be driving the cheapest model cars with no options. But, we get emotional when we find out about features and benefits that we feel are important to us, so we end up buying the nicer, more expensive models. The same can happen with your sales copy. You must play on the reader’s emotions. When they get excited about the benefits your product will provide them, that is when they will pay you top dollar for your product.

23. Consider the services of a marketing consultant.

If you are having doubts about your ad copy, or if you just want to make sure your copy is the best it can be, you may wish to hire a marketing consultant. Many times, you are too close to your marketing projects to see a possible glitch. A marketing consultant may be able to give you one or two small ideas that could turn into huge profits. If you wish to seek the services of a marketing consultant, you can find them advertising in most entrepreneur magazines.

24. Always tell your prospect exactly what you want them to do.

Be clear with them. You must take them by the hand and lead them down the road to the sale. Don’t expect them to figure things out on their own. Tell them to go directly to the order form, fill it out, and mail it in today.

25. Always place your ads in media that is compatible with your product.

Success in direct marketing is based on how well you can match your product with the targeted market. You must make sure that you are advertising to the right people. In other words, don’t place an ad about your beauty products in a magazine for male fitness. Overall, just make sure your ad is placed in an area that will get the best results!

These 25 things will all help make your sales material the most effective it can be. Do these things, and you will be on the fast track to profits! As I said, you may wish to make a photo copy of these 25 items and use them each time you create a sales letter!

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How Small, Inexpensive Mail Order Ads Can Actually Out-pull The Big, Expensive Space Ads!

Often, your small ad will out-pull a large ad because smaller ads cost less money. Since the cost of running the ad is lower, you can actually make more profit with the smaller ad.

Also, a smaller ad can be run in media (newspapers, magazines, etc.,) that you normally wouldn’t run a bigger ad in. Such general media would reach a general market. A large percentage of the readers might not be prime prospects for your offer. Therefore, it is wise to put small, inexpensive ads in these publications.

Larger ads would usually be run in specialized publications that target your prime prospects. Therefore, the higher cost is justified.

Let’s say that you have a company that sells products for people who suffer from arthritis. Although those people can be found through mass-market media, you would have to run smaller ads in many publications to be able to target those people.

In the mass-market media, there is very little chance of making a profit with a large ad if you’re going to run a large ad specifically created for one market. A smaller ad, however, will cost you less, thereby allowing you to bring in better profits should the ad prove to be successful.

21

Always Remember - Your CUSTOMERS Are The Key To Your Success!

Customers will give you all the money you want - new cars - expensive homes - AND EVERYTHING ELSE THAT YOU REALLY WANT! Without customers you can forget about having a business, money, a new car, vacations, a home, or college tuition for your children.

If you become so arrogant that you think you are totally responsible for your success, you may be distancing yourself from the real source of your success - your customers.

Everything that you want in life that money can buy can be yours simply by those two things we mentioned earlier: finding and keeping customers.

Everybody wants nice things. They want new cars, fancy homes, lots of nice things that money can buy, but they don’t stop to examine what it takes to get those things. They never stop and realize that all of those things are out there just waiting for them at any given moment. It’s gained through finding and serving customers!

22

Increase Your Chances Of Making A Financial “Killing” - Follow These Five Rules When Creating Small Display Ads!

In a small display ad you might just be trying to gain initial sales by offering something for a low amount of money or just trying to get them to send away for your catalog, more information on what you are offering, or your sales material. You don’t have much time or space to get your point across.

If you can get your point across, though, in a clear and compelling enough way with the correct media, you are almost guaranteed to make a financial “killing!”

The display ad should follow the rules for eye-catching circulars mentioned earlier. You must create interest and desire for the product with specific, clear, yet exciting copy and headlines. Do these five things and you are almost guaranteed to make a financial “killing!”

This will be your only opportunity to reach the customer, so you must include specific details of:

1. How and why this is an excellent product.

2. How the customer will benefit.

3. Any guarantee the product can offer.

4. A conclusion that appeals to direct action by the customer.

5. An easy and convenient ordering method.

Include illustrations in display ads that grab the customer’s attention. If he/she can associate a picture with some benefit for him/ herself, you will get action!

23

A Sneaky Way You Can Get The Money To Pay For The Printing And Publishing Of Your Book!

You could sell your book early, before it has been published. Pre-publication sales offer two advantages:

1. People enjoy being able to buy things before others can get it. Sales are therefore stimulated, increasing the profit potential of the prepublication sale higher than that of an informational product that has already been published.

2. Many people make the mistake of writing their book or informational product first and then trying to sell it. It is much simpler, though, to create your advertising first. Then you will know what you want in the book and you'll be able to focus on sales. You will gain pre-publication sales. Then, with the pressure of getting the product made right then, you will focus on the product and will be driven to get it finished.

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Twelve Things You Can Do To Instantly Make Up To $1,000,000A Year Or More With Direct-Mail!

To plan a successful direct-mail program, you should follow proven marketing methods. The following twelve guidelines will help you avoid the most commonly made mistakes:

1) You must know who you are trying to reach with your mailings.

You must understand the market you are trying to reach. You must be able to get the best list available that targets your market. If you do not know who your market is, you won’t be able to make your offer as appealing as it needs to be. Always keep in mind that it doesn’t matter how many names you mail your offer to if they are the wrong names! The quality of your names is more important than the quantity!

2) Choose the right market for your product or service.

You must make sure your product meets the needs of the market. In other words, if you are selling lawnmowers, don’t mail your ad to that section of New York where everyone lives in apartments with no yards!

3) Make certain your ad copy is aimed at the right people.

Make sure that your ad copy matches the type of people you are mailing your offer to. If your mailing list contains people who have purchased mail-order products that cost no more than $50, and you are trying to get them to spend $500, you may not have the right mailing list.

4) Make your mailing package hard to refuse.

Your offer must fit the interests of the reader. Pack it full of value and benefits the customer can’t refuse. Be clear and direct with your offer. Don’t ramble on about things that don’t move the reader closer to the sale. Tell them what you have, how it will benefit them, and how they can get it from you now! Remember, if you confuse them, you will lose them!

5) Make your offer sincere and believable.

Don’t ever sacrifice good hard-hitting advertising copy in order to sound sincere. Just make sure you sound believable. Because of the amount of direct-mail people receive each day, they have become skeptical about everything they receive. The successful advertising piece will calm their nerves, make them feel like they know you, and make them feel they will be missing out on something important if they don’t order your product!

6) Make sure your graphics fit your copy.

The right graphics can really enhance the visual effect of ad copy. But, be careful. Overdoing your graphics will only confuse the reader. If you have too many graphics, the reader will pay more attention to the artwork than to your ad copy itself. This will cost you orders. In short, make sure your graphics blend well with your ad copy and help the reader move closer to making a buying decision.

7) Coordinate your time.

Make sure you are working with the clock and not against it. Keep ahead of schedule. All it takes is a little planning and coordination. If you have to have a project done in 30 days, figure out how much of it you need to get done each week, and then break that down into how much you need to have done every day! This will help you stay focused and on track. It will keep you from having a mailing that was “supposed” to go out last week!

8) Check every detail before you begin.

Before you actually begin mailing, you must make sure that everything is correct and ready to go. Hopefully you have been doing a quality check here and there along the way. But, you should do it again. Check the sales piece. Does everything look right? Do you notice any typing errors? How about the return envelope? Is the return address correct? Did they get your postage-paid permit number on it right? Is your order form right? Is it easy to read & easy to fill out? Every small detail must be checked out before any of your mail is sent out! One small error could dramatically hurt your response.

9) Is your fulfillment department organized and ready to go?

This is one of the most important things to prepare for! When your customer places the order, they are as excited about placing the order as you are about getting it! You must be totally prepared to take the order. Can you fill the order in 24 hours? If not, why? Your customers expect and deserve fast service and turn-around time! Make sure you can deliver!

10) Always include back-end offers!

Every successful marketer knows that the way to make the most money possible is to always include a back-end offer. You can do this when you mail their product to them, or you can do it in a future mailing. But, if putting an extra sales piece in your delivery package doesn’t increase postage, why waste the money on a future mailing?

The best time to reach a customer with a new offer is shortly after they first order from you. So, why not just send them an offer with their package. A lot of businesses do this! Whenever you order from the JC Penney Catalog, don’t they ALWAYS send you another catalog? Of course they do! They understand this principle! Now you can profit from it! If it doesn’t cost you any extra postage to send the offer out with their order; it can only stand to make you more money!

11) Establish a long-term relationship with your customers.

Once you accumulate your own customer list, don’t allow it to get stale. These customers represent your easiest sale. They already proved to you that they trust you, or they wouldn’t have ordered from you the first time! If you are developing new products and services like you know you should, then your customer list should be the first to get these offers. Your own customer list can out-pull an untried list three-to-one!

A good suggestion is to mail to your customer base once every three to four months! Let them know that you appreciate them as customers, and that you would like to give them the first chance to check out a new product or service you are offering! They will appreciate you telling them this and some of them will order your latest product or service.

12) Is your marketing strategy set up for maximum results?

Are you always in contact with your mailing list broker? Do you work closely with your printers and suppliers? Are you renting your mailing lists to other businesses to maximize your profit potential? Is your fulfillment department operating to its full potential? Are you always looking for new products and services you can offer your customers? Is every aspect of your business working to make you more money? If not, find a way to fix it. Remember, your goal is to SELL, SELL, SELL - And MAKE MONEY, MAKE MONEY, MAKE MONEY!

These twelve things will help you make the most money possible - if you will use them. Take another look at them, and ask yourself how your business is performing in each of these areas. Are there ways you can improve your business’s profit potential?

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How To Make Up To $5,000 A Week In As Little As One Hour A Day!

The secret to this is to have a product or service that is tested and selling well through a variety of media. If the profits are high enough – it’s possible for you to sit back and collect thousands of dollars every week. Just use the profits to hire the following people to help you:

(1) A mailing house to mail out all your Direct-Mail, process, and ship your orders.

(2) A answering service to take your phone orders (your mailing house might be able to do this).

(3) An advertising agency to place all your ads (these people work on commission from the magazines and newspapers - so it doesn’t cost you a dime).

(4) Somebody to fill out your bank deposits, take your money to the bank, and pay all of your assorted bills.

The secret to making up to $5,000 a week or more with this simple plan is to GET A PRO-FITABLE PROMOTION WORKING. To do this, you have to test. It takes some experimentation - but the payoffs can be enormous. To make $5,000 a week - all you have to do is sell 100 $50.00 products. THAT’S IT! The more profitable this promotion is, the more of this money is yours to keep.

26

Get More Money-Making Ideas Than You Can Possibly Use!

Many people tell us they can’t find the right money-making idea. This doesn’t have to happen to you. Here are four easy steps you can take to get more money-making ideas than you can possibly use:

1) Send away for every single ad that looks appealing.

2) Keep files on the best ads and sales material you can find.

3) Study this file. Take notes to determine all the best ideas, methods, and strategies these other people/companies are using.

4) Try to find some kind of way to utilize these ideas and incorporate them into your products and services.

Studying hundreds of ads and assorted sales material that other people are using can give you hundreds of new ideas. This can be your key to getting more money-making ideas than you can possibly use. It’s also your key to learning all the powerful money-making secrets that other people are using.