It’s testing... This is the one simple formula that will help make you millions of dollars over the course of your life! It is the only way you can find out what really works! You can test different ideas and find out which one will work the best.

You should never just jump right out in the market without testing. You always want to start on a small scale. Then analyze the results. The tests that proved profitable can then be run on a larger scale! You must always test and the study the results. Not testing can prove detrimental to your business.

Many businesses are not testing, and therefore, they are throwing away thousands of dollars each and every year, sometimes more! They come up with a promotion that they think is hot! And, then they run full scale with it! Maybe it made them money. But, was there something they could have changed that would have made them ten times more money? They will never know because they never tested!

These kinds of people always go with their own feelings for the product, rather than the customers’ feelings. The customer will decide what products are worth spending their money on. That is why you must test. Find out what works and doesn’t work on a smaller scale before you bet the farm on one single un-tested promotion!

Remember, it will never hurt you to test several different things on a small scale. It will only help you. You will get hurt when you don’t test and you run a major promotion that flops. So, be wise and test as much as you can. The more you test, the better!

A professional reporter has the power of the written word. This is combined with the power of the perception the readers have that the magazine is giving them this story on their own accord because it’s something the readers might find helpful or be interested in.

This is a powerful thing. Therefore, when the readers read the write-up the magazine gave you, it carries a lot of weight in giving you credibility. This is why a professional reporter can make you HUGE amounts of money over and over again!

Remember, people don’t know you, your company, or your products, but they do know - and trust in most cases - the magazine that prints the story written from your press release.

A reporter can give you a great story with their writing ability. And the more they believe in what you have, the better they will write the story. You have to speak their language and show them what you can do for them and their readers.

Small ads can be powerful things because they cost little money, and they provide a way to see whether or not your offer is “hot” while only risking a little money. Here are 10 extremely powerful advantages of making your fortune with small inexpensive ads:

1. If you are offering a variety of products, you can feature each product separately in a series of small ads.

2. You can test your market by running small, inexpensive ads in several different publications. This is a cheap, effective way to “test” your market! You can run your small ad . . . which costs little . . . and find out how well your offer is accepted by the prospects you’re aiming for. Essentially, you can get a “feel” for how your product will sell without spending a lot of money!

3. Many mail-order success stories have originated from small ads offering free books, booklets, samples, catalogs, and other literature.

4. Small ads generate inquiries that result in follow-up sales.

5. By using key words and phrases in small ads that appeal to a targeted audience, you can attain a pronounced visibility and high readership.

6. You can run dozens of small ads in dozens of publications for the price of a single, full-page ad. For the same cost of a big ad, you can run more small ads and spread your message out to more publications. This means you can make more money pound for pound on these small ads than you would on a big one! Also, there are agencies out there that you can hire to place your ads, so you save the time of placing them yourself. This can save you a lot of time, especially if your ad is running in many publications.

7. Small ads can be run in newspapers and magazines, in special opportunity sections, at no extra cost, and at a greatly reduced rate compared to block ads.

8. If a product has a variety of uses, you can test the market featuring the different uses in different publications.

9. You can achieve even more flexibility by placing a part of your advertising money into small ads, and another part into larger ads. Flexibility in your advertising

budget can make you up to TEN TIMES MORE MONEY! You’re able to spread your ads out to more publications than you would be able to do with big ads because of their higher cost. The more publications your ad appears in, the more people - prospects - will read it. And chances are the more prospects read it, the more sales you’ll get! Therefore, you really can make potentially ten times more money since more prospects are coming in contact with your ad.

10. One-word and one-phrase headlines can be just as effective as a full-page ad, when the right audience is targeted with the right copy. This means you can test the same headlines you’ll run in a big expensive ad - in a cheap little classified! You take your classified ads that work the very best and bring in the most money and find out which offers, phrases, sentences, and ad styles pulled you the most money. Remember, a classified ad is basically a headline with a call to action, which means you’ll automatically be testing headlines. Then, take all of this winning information and use it in your big ad. It’s like testing big, expensive ads WITHOUT spending BIG money! The prospects responded great to the small ad . . . they could also respond just as well to the bigger ad.

Here’s an example of how you can make a fad really pay off for you. T.J. and I brought in 2.5 million dollars in sales in about six months time all because we found a current fad and used it to our advantage. It was when the information superhighway was just beginning. It was brand new, everyone was talking about it, it was on the news . . . but very few people knew very much about it.

We saw this trend, and we decided to try to capitalize on it. We developed informational products that were based on making money through the information superhighway. Then, about six months after we made these informational products available for purchase, we had brought in 2.5 million dollars in sales!

Look for what’s out there that’s really hot, what’s really current, and what people are really crazy about. We did, and it paid off for us by giving us sales in the millions of dollars. And the same could potentially happen for you!

You also must not isolate yourself from the rest of the world. Knowledge can be found in many different places. Money-making ideas are everywhere you look! You’ve got to be open to seeing things that other people generally don’t see.

Instead of saying, “Hey, that’s a great idea!” you should be saying, “Hey, that’s a great idea! I wonder how they did it. I wonder how I could do something like that too.”

It’s all a matter of thinking. You need the ability to think big. Start thinking, as we like to put it, on the other side of the cash register. When you see a good idea, you shouldn’t just notice it, you should notice it and then try to figure out how you could do something like that.

After years of thinking about things like this, reading all of the good books and magazines out there about the success in business that other people have had, you will start thinking like a businessperson, and you will begin noticing the common denominators that are out there in many different businesses.

How do they generate their profits? How do they earn the sales? You will be able to start figuring all of these kinds of things out. You’ll start seeing that money-making ideas are everywhere you look. Then, all you’ll have to do is just go out there and put it into effect!

THE SECRET IS MARKETING LEVERAGE. We started with less than $1,000 and turned it into over ten million dollars by using this kind of leverage.

A) Our front-end and back-end promotions were closely tied together.

B) Our back-end business was very strong.

C) We created a powerful U.S.P. (Unique Selling Position) that separated us from all the other companies in our market. Then we used this U.S.P. in all our ads and sales material.

D) We built relationships with our customers and re-sold them products and services that were related to the items they bought from us the first time.

These are the simple steps that made us millionaires. They can work for you, too. Many of the money-making strategies in this manual are related to these four simple steps. Look closely at all of the strategies in this manual and you’ll see how these same four steps work together.

Always run some type of advertising that pulls in new customers and re-sells them. Think of your advertising message as a radar beam that sweeps your market for the target. The target is your best prospects and customers.

You can earn steady money all year long by keeping your advertising message out there all the time working for you. Just develop a simple marketing plan that attracts new customers and re-sells them additional products and services. You can do this by following many of the other secrets in this manual.

Direct-response marketing is a multi-million-dollar-a-year business that continues to grow steadily. Anyone with average intelligence, desire, and determination can learn it, as long as they are willing to do two things:

1. Learn everything they can about the business.

2. Apply proven mail-order knowledge.

Anyone who is willing to do those two things can get rich.

One thing you should always remember is that this business is a lifelong study. You have to dedicate your life to it. You can be successful if you have the willingness to learn everything you can.

Often you hear the old phrase that, “A little bit of knowledge can be a dangerous thing.” You have to be willing to accept the idea that you really don’t know enough, or you might just know enough to get into trouble. You have to be willing to keep learning what has worked and what can work for you.

Sometimes you will think that your ideas are absolutely correct and that you have figured it out on your own. This can be a very dangerous train of thought if you haven’t done any research on proven techniques and implemented them into your plan.

The truth is, you should always be learning something about the business. Knowledge is your guide, and the more good, solid knowledge you have, the better you will be able to find your way to success. Jumping in blindly with ideas that have no facts supporting them takes the guide away from you. And it’s very easy to get lost in unfamiliar territory unless you have a guide.

That is the purpose of these two things. Through correct study and utilization of these two things, ANYONE can get rich!

Learn everything you can about everything. Do your homework. Learn what’s good in this business and what’s bad. Use the best-proven principles at your disposal. Always grow, and always allow your stockpile of information to grow!

To be a marketer is to be able to serve other people and show people that you can give them what they want with your product or service.

There is a false belief that salespeople and marketers are greedy, self-absorbed people who conjure up schemes to get people’s money. In fact, nothing could be further from the truth.

A marketer always thinks about the other person, not himself or herself. A marketer is constantly thinking about how to give those people the benefits they want the most in terms of a product or service.

A marketer studies people. A marketer studies why people buy certain kinds of products and services, and how they can influence people’s decisions.

Why can it make you rich? Through advertising a marketer, is able to reach millions of prospects, which is the key to making the big bucks. If you have the right advertising, you can sell to millions of people - and get rich.

Here is one way you can make sure you never fail to make the most profit! Stay in tune with your customers. Give them what they want.

Remember that the products you may feel strongest about may not be the products that the market will feel strongly about.

For example, we have a business opportunity for sale that we honestly feel is one of the most outstanding business opportunities on the market right now. It’s an excellent combination of products and services that people use to start their own business. It’s an excellent program.

Unfortunately, we have had a very difficult time selling it. Why? No matter how good it is, there are things in it that people don’t want. Consequently, people don’t want to do it. It’s not attractive enough for them.

Some of the other business opportunities we sell aren’t nearly as good as this particular program, but they are much more popular.

Too many times businesspeople end up beating themselves up by trying to force their favored products and services down the throats of the prospects and customers. They might feel strongly about them, they might know in their hearts that they are the best, but if the customers don’t share in that feeling, they are not going to buy it.

It’s really not important what you think. What matters is what your customers think. You are in business to serve them and give them what they want and need. Remember, the market is in charge. The customers are the boss. Good marketing and good business is a matter of serving them.

If you decide to add incompatible new products, do so under a different business name, and use a different marketing vehicle.

Lead generation is all the things you have to do to find customers. First of all, you have to know where they are. Second, you have to work with that specific niche group. And third, you have to know what that niche group wants and how to give it to them.

Your most successful competitors, whether they’ve done it on purpose or by accident, have gone through those steps. They’ve found out how to give the market they serve what it really, really wants.

Stay in touch with your customers. Get close to your customers. If you do, you will find out what your competition is doing that the market likes and accepts.

MAIL TO YOUR BEST CUSTOMERS. Promoting to this group can give you GIANT profits. Your best customers trust you. They know you are honest. They’ve bought from you before. They know that you’ll give them a refund if they aren’t satisfied. They know you are good. A LARGE PERCENTAGE OF THEM WILL ORDER FROM YOU. 1,000 percent profit margins are not uncommon when you are selling to your very best customers.

If you want people to respond to your offer, you must provide some need-filling benefit. Following are some of the needs that people want filled. Give your customers these 14 things AND GET RICH! Many other businesses are using these to build their fortunes. You could too!

They want:

• Things that will make them more money.
• State-of-the-art items. Better quality.
• Things that offer multiple benefits.
• Items that will enhance their looks, real or perceived.
• Convenience.
• Anything that will make life less difficult.
• Things that have multiple uses.
• Things that will save them money.
• Things that make their lives more enjoyable.
• Things that are durable and long lasting.
• Things that offer solutions.
• Something that will save them time.
• Things that are more effective.

There are two things that could potentially double or triple your income, just as they have for us:

Your growing knowledge and experience in your market can help you make more money. You’ll learn the strategies that make money in your market and those that don’t. Then, you can use this knowledge in all of your future promotions.

Your customer base can also grow every year. You can make more sales to this ever-growing group of customers.

Every ad, whether it is a sales letter, a circular, a postcard, or a space ad in a magazine, must have these four things in order to make the most money! These four things are:

1. Attention-Grabbing Headlines. Your ad must have a headline that forces the reader to take notice and read your ad.
2. Information That Is Of Interest To The Reader. You must arouse the reader’s interest by giving them information they want to read about.
3. Benefits. You must convince the reader that they will benefit by ordering your product.
4. Action Words. You must get the reader to act by either ordering the information or requesting further information. They must be able to get the information they want right now, or they may lose interest!

When you are creating your sales piece, make sure you include each one of these four things! They will help to give you the best response possible. Also, when you are writing, always use the word “you” instead of “me.” Always put the customer in the story. Make it personal, and you will increase your sales!

Background information is extremely important when it comes to creating a good, effective piece.

Background information is all of the things about your product or service that make it unique, that make people want it, and that make it sellable. Selling is an emotional process, but you have to be able to back that emotion up with good solid proof.

This can include case studies, tests done on the product or service, and anything that you can use to support your claims.

The more preparation you do, the more money you can potentially make. In The Art of War, there is a phrase you should remember: The war is always won before it begins.

You can spend your whole life preparing, but the time when the preparation ends and the work begins always comes. Do your homework. What are the all the advantages you can think of that your product or service has to offer the prospects? How can you support those advantages? How can you prove them? What is the best way to dramatize the product or service’s benefits?

Most successful ad writers begin by using the “process-of-copy-elimination method.” This process begins by taking a big ad and eliminating every word, phrase, and sentence that has minimal punch.

Try stripping it down. First, see if you can cut it by a fourth and see if it’ll still bring you great profits. If it does, keep stripping it down until it either doesn’t make good profits anymore or you plainly can’t strip it any further. This allows you to continually test your smaller ad and see how well it works.

It’s how to shrink your big ad down WITHOUT MAKING IT LOSE ITS PULLING POWER!! This is also the most powerful secret to create solid, jam-packed, lean-and-mean ad copy that will sell-sell-sell!

Using classified ads is how to reach millions of people for dirt cheap prices! Let’s say you run in a tabloid like, for example, The National Enquirer. This publication has approximately 16 million readers at the present time, and it comes out every week. You can run a nice classified ad in The National Enquirer for under $100. So, for $100, you can potentially reach 16 million readers!

In classified ads, you cannot tell the whole story. You are interested only in getting the reader to write to you about your book. Start your ad with a powerful, attention-grabbing statement (hopefully, your title will work well here), and ask the buyer to write for free details or more information. You will pay by the word, so make them count!

To get started in direct-response marketing, you must have a product to sell - not just any product, but one that people want and need. It must have a “User” benefit. Benefits sell a product.

You could write about your product’s durability, quality, value, cost, or dozens of other facts, and that will not pull as well as the one big user benefit. Benefits are how to instantly BOOST YOUR RESPONSE - AND MAKE MORE MONEY!

A reader first wants to know “how will this product benefit me?” Nothing else matters, not even the price. What matters is what the product does for the customer.

If the customer really believes that your product will do what you say it will, then they will be willing to pay for it. That’s why it doesn’t matter how much money you charge for your product or service. The anticipated benefits will make the reader inquire about an offer.

Personalization can make you a fortune because people want to feel special. Here are some of the methods you can use to make them feel special:

1. You can personalize each sales letter. The technology to do this is getting cheaper all the time.
2. Or, you can segment your list by what people order. Your customers can be placed into different positions that are called different names such as: “Preferred Customer” – “Exclusive Distributor” – “Founding Member” etc. This lets you mail to the whole group, avoid the personalization charge and still make it “feel” personalized.
3. You can do things to make the customer feel special. You can write to them a certain kind of friendly way. You can record cassette tapes to them. Send your picture with every offer and do other things to make them feel special.

It is actually possible to create a bond with the people you do business with... Make them value you. Build an actual personal relationship with them. That may sound corny, but think about it. Think about what a personal relationship is all about, and you’ll see that you probably have a few of these relationships with the people you like doing business with the most. Now set out to build these kinds of relationships with your customers.

The people who grow with their profits are the people who will find the most success with mail-order.

Profits are a sign that you’re doing something right. Luck can always be a factor, and it will always smile upon the people who refuse to quit and keep coming up with new ideas.

They say luck comes when preparation meets opportunity. The truth is, if you’re using the profits of your business to grow, and you stay flexible to new ideas and new things, you will always be able to do well.

Always keep that cash flow moving, and use your profits to expand to get more business. When you do, you’ll find the success you’re looking for.

Just Do These Two Things:

1) Find the products and services that are making the most money for your competitors. What’s behind their success? How can you use the best of their ideas without doing the exact same thing they’re doing?

2) Test new items to your best customers first. Find ways to sell the most profitable items to the other people in your market.

The more you do these two things, the easier it will get. Your intimate knowledge and on-going experience in your market will help you find the items that sell like crazy.

The principal role of advertising in America today is one of persuasion and appeal, rather than of education and information.

The mission of marketers is to persuade prospects and customers to act in a manner that will be to the advertiser’s advantage. The most successful, however, combine these four things that can make your advertising PULL IN BIG CHUNKS of money!

1. Persuasion,
2. Appeal,
3. Education,
4. Information.

You should always remember, though, that advertising is intrusive. People are busy with their lives, and they know that you’re trying to sell something. They read advertising very passively, if they bother to scan much more than the headline at all. Therefore, you have to look for dramatic new ways to represent what you are trying to sell. Make your advertising interesting and compel them to read it.

These are new ideas that can make you a fortune! Why? Because they grab the reader’s attention and keep them hooked throughout the ad. By the time they are done with the ad, your product or service will stand out in their mind, and you will have given them enough desire to send away for your offer. The more you’re able to get people’s attention, interest, and desire, the more money you will be able to potentially make.

Getting the product out to that customer immediately is how to make sure your customers will order from you again and again. It’s easier than you think!

By sending that product out as soon as you can, the customer who ordered the product will get it, hopefully very soon, and there won’t be much of a wait for its arrival. This makes people feel good about your company.

After all, you sent it to them promptly and they didn’t have to wait very long. Making people feel good about you and your business is the first step to getting people to do more business with you!

To many people this might seem like common sense, but there are many mail-order firms out there that don’t ship as fast as they could or should. Right from the onset when you run your lead generation ads you’re trying to attract people that have never done business with you before.

It’s very important that right from the beginning when they first respond to that lead generation ad that you ship the product to them immediately so you can make a good impression upon that customer.

Remember what they say: “Nothing lasts longer than a first impression.” People tend to judge by the first impression, so you should make that first impression of your company as good as you possibly can. Then you stand a much better chance of getting to make a second, third, etc. impression.

If the first impression they have of your company is bad, how do you build on that? What kind of foundation is that for you? Build a strong impression. Get those orders shipped out immediately!

The purpose of any headline is to attract people who will be interested in your offer. In advertising, you must get the attention of those people most likely to be interested in your offer and what you have to say. Your headline must shout out information that will attract those prospects. Make your ad “shout!”

Mail order marketing is just a form of selling. It’s a form of salesmanship in print. In sales, one of the first thing that you learn is that timid salespeople raise skinny kids.

You have to be bold and not worry about offending people. You’re in the business to make as much money as you can and bring in as much success as you can.

You have to be willing to “stick your neck out” via your advertising. You want to develop an ad that really stands out and shouts to the best prospects out there, “Here I am! Look what I have to offer you! Isn’t it GREAT?”

One of the best things you can do towards achieving this goal is to single out the best small ads that you see in publications - ads that scream out their benefit.

Then, when you find these great ads, give a lot of thought as to why that ad stands out the way it does, and then utilize that method in your own advertising.

What would otherwise appear to many to be a mammoth undertaking has been broken down into smaller, but vital, and clearly understandable, chunks of information. This manual’s purpose is to help you avoid being overwhelmed by working on your entire project at one time. Concentrate on one part at a time, and then allow yourself to do a good job on each.

With this method, you won’t be working on what seems to be a huge, monstrous task. Instead, you are writing small sections that, when added together the right way, end up being the size you want. We use this method for every project we do, and we find that it works very well.

It helps to keep our efficiency high, since instead of looking at it as a huge, seemingly endless undertaking, we see it in small tasks we handle one at a time. That way we are able to keep a positive mindset, which keeps our work’s quality (as far as the information is concerned) high.

Therefore, we have a better product to offer our customers - a product they are much more willing to buy - and we end up making a lot more money than we would have the other way. The same can apply to you, too.

Most newcomers to Mail-Order are afraid to give liberal guarantees. This is the thing that scares them and can make you rich. We have always offered STRONG guarantees that let our prospects and customers know they can completely trust us. This is one of the secrets we’ve used to get rich. It can work for you, too.

Listen closely: the secret to making the most sales and profits is to give people an irresistible offer they will find hard to pass up. A guarantee that takes all the risk away from the person you’re trying to sell to can make your offer irresistible. As long as you’re selling a product that lives up to its promise, you don’t have to worry. The additional sales you can get will more than offset the returns.

There are some simple steps you can take to turn a goal or dream into cash in your pocket! When you can find a way to get an idea and eventually turn it into cash, you will begin to make huge amounts of money! You can simply go through the process over and over again, turning new ideas into cash-generating products!

Here’s the formula to follow:

First - you have an idea in your mind for a product or service.

Next - you turn that idea into a goal you will try to achieve.

Then - you find a way to turn that goal into profits over and over again!

That is it! What ideas do you have right now in your head that you could work on developing into goals and eventually into profits! Take some time right now to write down your ideas. That is the first step towards making your ideas reality! Spend some time taking as many notes as you can on ways you can turn that idea into profits. You will be well on your way to turning your original idea into cash profits!

Any media (almost) is better than none at all. You want to get into the media as much as you possibly can. If you have a product or service that has some controversy surrounding it, great!

Recently a product was released on the market called Sex In a Bottle. It is just some vitamins and minerals that have been shown by some studies to concentrate certain hormones in the body. Just the name, though, is catchy, and the company is out there doing a lot of very aggressive media hype.

This company is trying to stir controversy. The company has its team of doctors that claim the product really works in giving people a much better sex life. Then, when they end up on television or on the radio on talk shows, the networks will have their teams of doctors there to dispute what the company’s doctors say.

The debate goes back and forth like a tennis ball . . . and who wins? The company wins by getting a tremendously huge amount of exposure.

Also, the product actually reaches into a bit of a taboo gray space. This helps the company get attention from the media. And it almost seems at times that the company really doesn’t have to advertise much, thanks to their controversy.

This is just one example of someone using media to gain free publicity, and they are amassing millions of dollars just by stirring up a little controversy and breaking the norm. If you have something like this, the media might just be waiting for you to release it.

The richest and most powerful people in the world know how to use the power of the press for their own gain! And you can do it too on a smaller scale! It’s an example of how to MAKE MILLIONS OF DOLLARS MANIPULATING THE MEDIA!

You have to have something dramatic, and not everything works well for free publicity. Certain products can really do well, but some won’t.

You can use testimonials to make your customers trust you more! Testimonials are a great way to get people to trust you because they can actually find out what other people think about your product or service.

People expect you to say your product is good and that they should hand over their wallets. After all, you are trying to sell them something. But, a customer on the other hand, has no vested interest in your company. They won’t just say something in order to help you make money. So, the customer tends to believe the words of another customer who already purchased the product or service.

So, next time you write a sales piece or any ad, try to incorporate some testimonials into the ad! You will find out soon how it can help increase your response.

Your testimonials don’t have to be fancy. In fact, one suggestion is to make a divider on the side of your sales letter and put the testimonials there. On each page of the letter it could say, “Here’s what other people are saying about our product:”

Many writers get great ideas from going back to old publications and studying the mail order ads. All they do is find new ways to recycle old ideas.

Yes, those products and services no longer apply. Yes, it is outdated. However, the selling principles that sold those products and services back then can be utilized to sell your products and services now.

This is a technique that many movie producers use. These people sink millions and millions of dollars into the production of a film, and they want to make sure that their investment will pay off for them in the end. Therefore, one option they use often is remaking old movies that successfully ran in the past.

They find new ways to update the movie and communicate the movie’s main points, though. They will alter the story line, they’ll put in additional, or sometimes even different characters, and sometimes they’ll even change the personality of some of the main characters. Sometimes they will even change the very ending of the movie. This is a secret that smart movie producers use to make millions of dollars that can make you RICH too!

The same works with advertising ideas. You can take old advertising ideas that really worked well for people 40, 50, or even 60 years ago, and make them work now in today’s world. The basic selling ideas that worked then can - if properly executed - work today.

Immediately test these three things to instantly increase your income:

1) Your headline. Can you make it more powerful? Or more convincing?

2) Your offer. What can you do to make it more irresistible? More bonuses? A better guarantee?

3) Your price. You’ll never know which price is more profitable until you test many different prices.

Any one, or a combination of all three of these things can instantly increase your bottom-line profits. I’m speaking from experience. Many times a simple headline or offer change has increased our profits by up to 100% or more. It’s so simple: just test these three things constantly and you’ll always find new ways to make more income from your promotions.

Be observant everywhere you go. Keep a notebook and pen in your pocket and write down what people are buying, where they are going to buy, how retailers and companies are servicing and responding to the clientele.

You have to constantly be looking, and asking yourself questions about your business. You have to be willing to look for the deeper things, take down all of your ideas and study them.

The success that you will have if you learn to look at the little things is worth the hard work. How did the retailer respond to a request? How did the customer respond? Are customers acting like invited guests? Or, do they appear uncomfortable? Do certain displays and signs cause people to stop to find out more?

If you see something that could be done better, write it down. If you see a product that interests you (and shoppers), think of ways you could improve it. Write your ideas down.

These are little things in your day-to-day operation that can net you large amounts of cash! These are the things that show you what grabs people’s attention, what gets them to buy, and what keeps them happy so they’ll keep buying. And as long as they’re buying, you’re making money.

Treat people like kings and queens. The most important thing that you can ever remember about customers is that they want you to appreciate them to the point of adoration. Everyone wants to know how special they are. If you treat them as if they are special, they will respond to you the same. If your customers feel this way, they are much more likely to want to do business with you over and over again.

People want to believe in what you have to offer. They are skeptical, though. That skepticism is why you have to be as absolutely honest as you possibly can.

These days, everyone wants to talk benefits. All the successful lead generation ads out there focus on benefits. You have to find a way to raise yourself above all of those other ads. You have to find a way to set yourself apart from the crowd.

Honesty allows you to do that, and the prospects’ need for benefits - their self interest - is the secret to “hooking” customers and “keeping them on the line.” Let them know all of the reasons you can give them what they really want. The better you can convince them of that, the more sales you are going to get. The more sales you will get, the more customers you’ll be able to go back to with your back-end offers.

As long as you’re providing a valuable product or service of real value, and you’ll be able to attract them, make them believe in you, and keep them buying from you. You are going to be successful.

Who says it takes money to make money? Guess what? THEY’RE WRONG! We started our multi-million dollar empire with a few hundred dollars of cash we received for selling a broken down van that barely ran. It’s possible for you to make money with almost no investment, too. Here is our powerful advice:

1. Run small ads. That’s how we got started. You can get credit with the newspaper or magazine.
2. Sell something really HOT! Something exciting! Something that’s making a profit for another company or person right now.
3. Use your profits to grow. Put them back into more advertising.
4. Continue using the profits to re-filter back into the business.

This is the same four step strategy we used to go from $300 in 1988 to over 21-million dollars worth of sales in only eight years... Another variation of these four steps is to sell some type of distributorship. This allows you to make money on the marketing promotions of other people. You still have to grow with your profits, but your group of distributors becomes your primary market. Your job is to develop new materials for them. You give them new sales material and new products and they spend their money to sell your products and services.

You have to constantly replenish your mailing list by adding new names and removing the names of those who are inactive, undeliverable, and don’t buy anymore. This is how maintaining your list can really increase your income!

This way you can keep adding new prospects to your list and not waste money on the prospects who don’t buy, have moved, have asked to be taken off the list, or are problem customers.

One of the top people in the direct mail business says that your customer base is a bucket with a couple of little holes in the bottom. As you’re constantly filling that bucket with new customers, there are always people leaking out of the bottom.

Remember, the more accurate your mailing list is, the more money it will make - so always keep it updated!

Get credit on the ads you run and all your printed sales material. This is the smart way you can make money starting with zero. It may take a little time and work to put this together, but it can be done. We started our empire with around $300 for our first ad. All of our initial sales material was printed on credit. And we built our business from the profits that were generated from our first ad.

Here’s a tip you can use: Develop your first promotion around something that’s selling extremely well for other people. This gives you the best chance to make a fast profit on your first ad. Use that profit to pay back your creditors and run more ads.

People have a built-in mechanism that causes them to procrastinate! Even if they want your product, they will still put off ordering it. It could be the best product for them, but they may never buy it because of this built-in procrastination factor. Most people must be given a valid reason to buy your product right now! You must give them valid reasons throughout your copy, and then you must use words that follow-up on that and get them to order right then and there. Here are 19 phrases you can use to urge your prospects to order now:

1. Act Now
2. Don’t Delay
3. Order Now
4. Order Today
5. Order Now, Pay Later
6. Delay May Be Serious
7. Don’t Put It Off
8. Send Today
9. Send Postcard Today
10. Get Started Today
11. Investigate Today
12. For A Short Time Only
13. Be The First
14. Rush Name For Details
15. Act Fast
16. While Supplies Last
17. Price Going Up
18. Limited Supply
19. Last Chance and Many, Many More

This is just a partial list! There are hundreds of phrases you can use to urge your prospect to take action now! Don’t be afraid to use these phrases several times throughout your sales letter. Studies have shown that a prospect will sometimes say NO up to five times before they will say YES! Try to ask them to take action at least five times!

TEST: Try to come up with as many (beyond those listed above) order-getting phrases as you can. Write them down on a piece of paper. Then, try to incorporate those phrases into your next sales letter. You may see your profits skyrocket!

Three types of arrangements can be made when you are renting a list of names, although variations of these arrangements exist. They have been used again and again by many companies, and they’ve worked over and over, proving their worth. Now, make them work for you!

1. The “Average Arrangement” is an alternative means of renting names. This method is used to simplify bookkeeping, and is normally available only on large orders.

2. The “Net Name Arrangement” is becoming one of the most used forms of compensating a mailer for non-mailed names. This arrangement is a guarantee of payment to the list owner for a certain portion of names.

3. The “Gross Name Arrangement” is generally used when testing or renting a small quantity of names. This arrangement specifies that the mailer will pay for exactly what he/she orders, no matter how many names he/she actually mails.

Both the net name arrangement and average arrangements must be negotiated individually. When applied appropriately, however, they can substantially lower the cost of a mailing, and benefit both the mailer and the list owner. Since they save those who make them work so much money, this is how “net name arrangements” are making some people a fortune!

Trading mailing lists with other mail-order companies is how to get some of the greatest mailing lists in the world WITHOUT PAYING A PENNY!

There’s no cost at all, except for the cost of the little computer disk you transfer your list onto. By simply trading these lists with other companies both of you can win.

What makes these lists great? They are the lists of the customers that have already bought at least once from a company that’s in the same market as YOU are! It can become a win-win situation for your company and the company you traded with . . . without spending any real money!

There are nine simple questions to answer before you can make any real money. These questions are fundamental in building a successful business! These nine questions are:

1) What Are You Going To Sell?

This is a most basic question. You must decide what business you are in before you can go any further. You must decide what you will be selling. What product will you sell? Has it been tested? If it has, was it successfully tested? What price was it offered at? These are questions you will need to answer as part of the overall goal of deciding what to sell.

2) Have You Researched The Potential?

Is there a large segment of the market that will want your product? What is the size of your overall market? What is the potential dollar amount for profits? What will be the best media outlet for advertising? What is the future market? Will it be the same, smaller, or will it grow? Can you easily introduce new products or services in the future?

3) Can You Serve The Market Better?

If your product or service is offered to the public already, can you offer it at a better price or better quality? Can you give better customer service? If you can offer a better price, can you still turn a large enough profit?

4) Will You Be Able To Break Through The Barriers?

What other businesses are targeting the same market? Are they large, well-financed companies that have already saturated the market? Will they counter your prices by lowering their prices? Are your supply sources able to keep up the demand you will encounter? Have you arranged for enough financing to carry you through your first year(s) until you show substantial profits?

5) What Is Your Overall Marketing Strategy?

Will you specialize in one area, or will you diversify and offer a variety of products and services? Will your product(s) be marketed to a general audience or will you only target a select market segment? Is there a limited supply of your product, or can you get as many as you want whenever you want? You don’t want your supply to run dry right at peak sales times!

6) Will You Be A Tactician?

What tactics will you employ to accomplish your goals? What special offers will you make? How do you plan to keep an eye on your competition? Do you know what media you will use to test the marketability of your products and services? Do you know when your competition advertises and how they do it? Do you know what your competition is doing wrong that you can use to your advantage?

7) Will You Be Delegating Authority?

Who will be responsible for writing your ads, sales letters, etc.? Who will be in charge of ordering inventory, shipping the product, taking orders, etc.? Who will keep track of all your bookkeeping? Will you do all this yourself, or will you hire outside help?

8) How Will You Stay On Top Of Things?

Which offers are pulling the best response? What are your net profits on each offer? Which media is pulling the most sales? Are you prepared to sort and analyze these patterns of buying? Does your market analysis determine that there is a need to create additional products and services for your customers?

9) Does Your Plan Include A Budget?

How much money will it take to maintain and support your marketing goals? Have you limited your growth by not allowing enough capital for new marketing tests? How many mailings can you afford to do on a weekly or monthly basis? How much will you need to pay for mailing lists, etc.? What percentage return do you need just to break even and cover your costs?

Answering and then re-answering these nine questions will help you take the mystery out of making a ton of money! A good marketer will constantly re-evaluate and ask himself these nine questions!