Table Of Contents

The Seven Questions You Must Answer In Every Ad You Create In Order To Make The Most Money Possible! ................................................................................................. 1

What Kind Of Products Make It In Mail-Order Catalogs? The Answer Could Make You Financially Set For Life! ...................................................................................................... 2

The Scientific Approach To Making Money With Direct-Response Marketing! ............ 3

How Huge, Million-Dollar Companies Can Help You Build Your Fortune! .......................4

The Most Powerful Word In The Seller’s Dictionary! ....................................................... 5

Use Small Ads To Build A Super- Powerful Mailing List! ................................................. 6

How To Start Your Own Million- Dollar Business From Home ........................................ 7

Follow-Up Marketing Can Make You The Richest Person In Town! ............................... 8

Growing With Your Profits Is The Ultimate Key To Success! ........................................... 9

Your Product’s Image Could Be The Deciding Factor As To Your Future Sales! .......... 10

Fifteen Rules To Guarantee Your Product Will Sell By Mail! ........................................ 11

A Simple Technique To Making Up To $1,000 A Hour Or More! .................................. 12

Thinking Of Marketing Overseas? The U.S. Government Is More Than Willing To Help You…For Free! .................................................................................................................. 13

Eight Things You Can Do To Pull In More O-R-D-E-R-S! ............................................. 14

There Are Many Talented Writers Out There Just Looking For A Chance To Write Professionally – Give Them This Opportunity , And You Could Profit Tremendously ! ................................................................................................................... 15

Remember – Patience Is A Virtue! ................................................................................... 16

How To Give Something Away Free – And Make Money Doing It! .............................. 17

Let Other Peoples Marketing Secrets Make You Rich! ................................................. 18

How To Quickly Learn What’s Hot In Your Market! ...................................................... 19

Here’s A Great Way You Can Cut Your Magazine Ad Costs As Low As Half-Price! ... 20

Some Specific Magazines Out There Could Potentially Make You Millions Of Dollars If You Advertise In Them! ..................................................................................................... 21

How You Could Make Major Money By Being A Freelance Consultant! ..................... 22

Seven Ways To Sell Your Product Or Service Like Crazy! ............................................. 23

How To Make Up To $100 Profit For Every $10 You Spend! ......................................... 24

How To “Kill” Your Competitors In The Marketplace! .................................................. 25

There Are Three Things You Must Have In Your News Release To Make Millions Of Dollars! ............................................................................................................................... 26

Make As Sure As You Can That The List You Select Is Profitable – Test With Nth Selection! ............................................................................................................................ 27

Four Things That Could Make Your Advertising Pull Big Chunks Of Money! ............. 28

Here Are Five Things You Can Do To Make Your Company A Super- Force To Be Reckoned With! ................................................................................................................. 29

Fuse Your Product’s Biggest And Best Benefits To Grab Your Prospects’ Imagination, Excitement, Desire – And Money! .................................................................................... 30

Grab The Attention Of Your Prospects – With Your Headline! ...................................... 31

Five Ways You Can Use Optimism To Help You Succeed! ............................................. 32

Here’s A Simple Way You Can Let An Employee Make You Many Thousands Of Dollars! ............................................................................................................................... 33

Here Are Three Things You Can Test Right Now To Potentially Increase Your Response! ........................................................................................................................... 34

Feature Easy Payment Plans In Your Ad – And Potentially Bring In More Cash Than Ever Before! ....................................................................................................................... 35

If You’re Able To Create An Offer That’s Exciting In Your Prospects’ Point Of View, Success Is Knocking At Your Door! ................................................................................. 36

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1

The Seven Questions You Must Answer In Every Ad You Create In Order To Make The Most Money Possible!

Your prospects will want to know seven things when they read your ad. Your ability to answer these questions will determine how high your response will be.

It’s not just a question of whether you answer them, though. It’s also important to ask yourself HOW you answer them. You must answer these questions in the most motivational way possible, showing prospects that they truly have an advantage if they take advantage of your offer.

Get creative. And remember, your prospects want to know only what’s in it for them.

Here are the seven questions your ad must answer:

1. What is the product?
2. How much does it cost?
3. Is there a bonus if they buy?
4. Is there a refund guarantee?
5. Are there payment options?
6. Is there a special incentive?
7. Are there any restrictions, such as a limited-time offer?

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2

What Kind Of Products Make It In Mail-Order Catalogs? The Answer Could Make You Financially Set For Life!

Mail-order catalog products that are duplicates of a widely-distributed item often do not succeed. Mail-order catalog items that do succeed are usually original products that are original and less likely to be found through other distributors.

You need an item that is definitely unique and different from all the other things out there in the market. The more unique your item is, the better. This is why many good products we recommend to people are self-published items, such as cassette tapes programs, manuals, reports, and guides. These kinds of items can be targeted to a specific market very easily, and the profit margin is there, so you can share it with the catalog house.

The point is, it should be an item that is not available in stores. If the market can get what they want anywhere, there is no incentive for them to order it through the mail. Ordering by mail these days is much more impulsive since most of the time the person only has to dial a number on a telephone, but it’s still more of a hassle than going to a store and buying it. The item has to be unique. If it’s something everyone has, then no one will want it.

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3

The Scientific Approach To Making Money With Direct- Response Marketing!

Study the ads of successful companies. Keep testing to find out what things will make you the most money. Learn everything you can. Read books written by the “masters” of direct-response marketing and mail-order. Try new things. Make it your life and learn how to do it! This is the scientific approach to making money in direct response marketing and how you can use it to make $1,000,000 a year!

Many marketers are doing all of these things RIGHT NOW. If you want to get rich and make your own million, you have to do the same things they are doing. There is competition in this business.

Take us for example. We are out there following our own advice. When it comes to our competitors, they’d better be as good as we are at creating and developing campaigns and advertisements, because we have made it our life. We can always out perform businesses that aren’t really taking the business seriously or have stuck themselves in a rut.

This doesn’t only apply to our market, though. The people who are out there making the most money - regardless of the market they are in - are the people you will have to compete with. These people have advertisements written by some of the best ad copywriters. The ads are laid out by some of the best graphic artists. They spend a lot of time developing their sales messages.

If you aren’t willing to learn everything you can about the business and how it operates, you are going to have great difficulty in finding the success you are looking for. You will never be able to compete with those other companies out there.

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4

How Huge, Million-Dollar Companies Can Help You Build Your Fortune!

By showing other companies that you can expand their customer base and bring in more profits, they will be much more willing to do business with you. And, the bigger the company is, the more willing they tend to be to pay for your services.

Why? Because the big companies are in for the long haul. They are not worried about their day-to-day survival. They’re not worried about paying their bills. Everything for them is automatic at this point. They have more than they need, and now they are in business to make the most profit they absolutely can. These companies have more money to spend, so you can ask for a higher amount of the profit margin. Also remember, many of these companies’ goals are to simply make the most profits that they absolutely can.

Since they don't have much to lose and a lot they could potentially gain from your proposition, they will be willing to let you have a higher percentage of the profits because they will still be gaining anyway. This is how million dollar companies can make you piles of money!

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5

The Most Powerful Word In The Seller’s Dictionary!

The most powerful word you will ever use in your sales copy will be the word FREE! Use this word over and over again and you could soon be rich! How is it possible to give something away for FREE and still make money? You have to be careful what you give away! In other words, if your profit margin on your product is $25 each, don’t give away a free bonus that costs you $30 each! You would lose $5.00 on each sale!

Instead, your goal is to find a product that has the highest retail value but actually costs you the least amount of money!

One person we know has been giving away a free product that has a value of over $100.00, but only costs him less than 25 cents! What is it? He actually got in touch with a few magazines that his customers would be interested in subscribing to. He told those magazine editors that he would like to give away free sample issues or subscriptions to his customers. In short, he now sends out to his customers, as a free bonus, certificates for free issues or sample subscriptions to a few different magazines. His cost is in the paper that he prints those certificates on! His printer charges him about 5 cents per page, so a couple of pages with the certificates costs him less than 25 cents easily!

This is just to show you how easy it can be to come up with a free bonus that doesn’t cost you much, but has a high value to the customer! Whatever you do, you should try to come up with something that you can give away to your customers for free!

The amazing thing is that customers really know in their mind that there is no such thing as free! But, when they hear the word “free,” it triggers an emotional sense that makes them feel that they are getting a good deal on whatever they are buying! This is why, when you really want to catch a reader’s attention, you should use the word “free” in your sales copy!

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6

Use Small Ads To Build A Super-Powerful Mailing List!

Potentially, there are millions of people who can make up your market. That means potentially you can get millions of people to give you their money in exchange for your product or service! How? By using small ads to attract those people and build up your mailing list.

Use your small ads to attract prospects into contacting you initially. Since there isn’t much room in a small ad, it is typically better to use the ad to dramatically present your product or service’s biggest and best benefit, and then tell your prospect how to contact you for further information.

Another great idea is to use the small ad for an introductory offer - for example, you could sell a very inexpensive product and include a free gift with purchase.

When you get responses from your small ads, you are gaining the names and addresses of good prospects to send future offers to. Keep them and put them on your mailing list!

Once you build up a mailing list, you can go back to those people on that list again and again with related products and services and try to keep these people doing business with you. That way, you’re able to keep the list you have of your best, regularly buying customers and keep expanding it all the time with new customers!

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7

How To Start Your Own Million-Dollar Business From Home

Here are the steps we first stumbled onto by accident back in 1988. These steps have made us millions of dollars from our home. Now we’re giving them to you:

1) Start with the market. Think about the people you want to sell to. Don’t concern yourself with the product or service you’re going to sell, that comes later.

2) Study this market. Become familiar with it until you know as much as you can about it.

3) Find three other companies or individuals who are making money in this market. Use their successful methods as your own model.

4) Get started. Go slowly. Develop a plan. Stick with it.

5) Concentrate on doing as much business as you can with your best customers. Then create and develop new products, services, and promotions around the things these people respond the best to.

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8

Follow-Up Marketing Can Make You The Richest Person In Town!

The safest and most profitable form of advertising is two-step lead-generating ads. This lets you use the secret of follow-up marketing: FIRST, you get new customers to respond to some type of inexpensive ad or sales letter. SECOND, you follow-up with those people by selling them additional products and services. This type of advertising can make you the richest person in your town.

Here’s how simple it can be: You run small inexpensive classified ads, small display ads, or use inexpensive postcards, self-mailers, or cheap Direct-Mail packages. The purpose of this advertising is to bring you qualified prospects. This can build your mailing list, and give you people you can go back to and re-sell.

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9

Growing With Your Profits Is The Ultimate Key To Success!

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.

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10

Your Product’s Image Could Be The Deciding Factor As To Your Future Sales!

By creating and using the best looking cover that you can, you can potentially make at least ten times more money than if you don't pay any real attention to it.

Why? Many of our readers will not be trying to get their products into bookstores, instead focusing on the direct mail method. But, you're after customers that will continue to buy from you repeatedly. And part of the secret of getting people to buy from you repeatedly is presenting a very good image of yourself and your products.

Gaining repeat sales will help you push your profit margins higher and higher. So you should always come up with the best cover you can - because the cover of your book can easily make you ten times more money!

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11

Fifteen Rules To Guarantee Your Product Will Sell By Mail!

There are 15 rules that you can follow to find out if your product will sell well by mail! If your product doesn’t have all of these things, it may not be suited for direct-mail sales. But, if your product has all these things, you are virtually guaranteed to make money selling it by mail.

Here is the list of the 15 things your product must have to sell by mail:

1) Appeal to a target market.
Mass-marketing is usually really expensive and too much of a gamble. If your product is specialized and marketed to a target group of people who are most likely to benefit from it, you are more likely to be able to sell it by mail!

2) It must fill a need.
The more your product can fill a need, the more benefits your product will have! The more your product benefits the customer, the more they are likely to buy it.

3) It must sell year-round.
If your product is a seasonal product, then you must be able to make a huge amount of profit in just a short time. This usually doesn’t happen. So, your best chance for huge profits is to find a product that will sell year-round.

4) It should not be readily available in retail stores.
Why would your customers feel urged to buy your product by mail if they could just go to a retail store and by it anytime they want?

5) It shouldn’t already be sold by a lot of other mail-order marketers.
If too many other marketers are selling the same product, it will be hard for you to distinguish yourself from the competition. Don’t be afraid, though, to have a couple of competitors out there!

6) Targeted mailing lists should be available.
You must have access to a specialized list of buyers who are most interested in your product. If you can’t find such a specialized list, your product may not sell by mail!

7) You must have fast suppliers.
You must be able to contact your suppliers with an order and have them fill it very quickly. Your success depends on how quickly you can get your product delivered to your customer. If you have to wait for your product, then so does your customer.

8) The product must be mailed easily and inexpensively.
If you have to spend too much money to ship the product, it will cut down on your profits! Sure, you can ask the customer to pay, but that will cut down on your response! So, make sure you can mail your product without spending an arm and a leg!

9) It should have repeat sales potential!
If you can’t think of other related products you could market to your customers on the back-end, then maybe your product shouldn’t be sold by mail. You will limit your earning potential if you can’t come up with back-end products to sell your customers.

10) It may be best if you are the exclusive marketer.
This one isn’t a must, but it would be best if you were the only business they could buy this product from. If you don’t have any competition, you won’t have anyone to share the profits with!

11) It must be manufactured on a long-term basis.
If your manufacturer decides to quit making a product you are selling, your business will cease to exist. You need to find a product that has long-term potential.

12) The profit margin must be adequate.
Your product must bring in enough money for you to take home a nice profit while leaving enough left over to market more product.

13) It must withstand the shipping process.
Your product must get to the consumer in excellent condition. If your product arrives in bad shape, they won’t blame the post office. They will assume you produce poor-quality products. So, you need to make sure your product will pack and ship well.

14) Ideally, you should be able to reproduce or manufacture the product.
If you are the one who controls the production of the product, you can control the profits! If you must rely on other people to produce the product, you can’t control the profits. Your supplier may increase the price. Or, they may go out of business, etc.

15) It should be inexpensively produced.
If you have to keep your money tied up in the production of the product, you will lose money! You won’t have the necessary funds to do more marketing. So, make sure you can get the product produced as inexpensively as possible. These 15 things will help you decide whether your product will sell by mail! If your product doesn’t do at least 12 or 13 of these things, you may want to think twice about marketing it by mail.

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12

A Simple Technique To Making Up To $1,000 An Hour Or More!

THE SECRET IS WRITING ADVERTISING COPY. Here’s a technique that has made us $1,000 an hour and MORE:

(1) Brainstorm. Find all the reasons why your product/service/offer can benefit the person you want to sell it to.

(2) Make the longest list you can on all these major selling reasons.

(3) Write small paragraphs of copy around these major selling points. String them together.

(4) Then re-arrange them. Take the major selling points and put them towards the beginning of your ad or sales letter.

(5) Test as many headlines as you can. Writing copy can be this simple. It takes work and time. But this can pay you HUGE sums of money for every hour you spend writing your copy.

The more of these promotions you do, the better you’ll get. The best advertising copywriters make it look easy because of the amount of time they’ve invested in their craft. Your knowledge and experience in this area can pay off. We have earned well over $1,000 an hour for the time we’ve spent developing our various sales promotions. We believe it’s possible for you to do this, too. Follow the get rich-tips, tricks and strategies in this manual to learn all of our secrets.

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13

Thinking Of Marketing Overseas? The U.S. Government Is More Than Willing To Help You . . . For FREE!

The U.S. government has a staff of highly qualified business experts that will help you for FREE! Trained Department of Commerce business analysts will assist you in making a market analysis for foreign market research. They will help you determine the foreign countries with the most potential for your products, advise you on that country’s import tariffs, import and export controls, and offer you detailed descriptions of market conditions.

They also will furnish up-to-date economic conditions and arrange meetings with the Bureau of Foreign Commerce Country Specialists in Washington, if requested.

The International Commerce report prints listings of specific foreign business people who have visited U.S. embassies and consultants to ask about buying U.S. products. Consequently, trade lists, compiled by U.S. Foreign Service Officers, list all reliable companies that want to import U.S. goods. These lists are available from any Department of Commerce field office.

Trade contact surveys are the fastest and most reliable way to find sales representatives and distributors for any foreign country. World trade directories are a valuable means of determining the operations, products handled, size, and reputation of any company.

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14

Eight Things You Can Do To Pull In More O-R-D-E-R-S!

Here’s the simple eight-step advertising strategy we’ve used to pull in millions of dollars worth of sales and profits. You can use it to pull in more orders, too:

1) Keep your layout simple and your graphics clear. Make all of your sales material easy to read.

2) Focus on your primary offer. Avoid multiple offers that might confuse your prospect. Keep it simple.

3) Make your offer stand out. Don’t hide it somewhere in your sales material. Make it clear and compelling.

4) Use subheads, copy blocks, and illustrations.

5) Employ “eye-directional” devices that will lead your prospects to your order form.

6) Highlight all important points.

7) Give your prospect enough information to make a decision, but no more.

8) Make it easy for people to order.

This eight-step strategy has the potential to make you huge amounts of money, just as it does for us. Use it as a checklist before you send any of your sales material into the marketplace.

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15

There Are Many Talented Writers Are Just Looking For A Chance To Write Professionally – Give Them This Opportunity, And You Could Profit Tremendously!

You don’t have to be a writer to be a self-publisher. Today’s smart entrepreneurs know they can make enormous profits by having a professional ghostwriter create books, manuals, reports, or anything else that requires copy, for them.

Many people dream of writing for a living. If you put a small classified ad in a newspaper that says “WRITER WANTED, PAY CAN AVERAGE $10.00 AN HOUR,” you will attract a lot of people.

Ghost writing is actually a remarkable opportunity for a person to follow. Many people dream of the ability to write, to stay home in the day, and to have a secure job opportunity.

Ghostwriter situations can be handled several different ways. You can supply the ghostwriter with the reference material and tell them you want something similar or following the main ideas without plagiarizing. You can give your writers your ideas and let them put it into print.

We have utilized ghostwriters to put together over 75 different products, and these are 75 products that we are able to sell forever. We had to pay the ghostwriter once - but these products are ours to market forever and make profits with forever! This is how a ghostwriter can make you RICH!

A ghostwriter supplies you with a product that you can sell again and again and make more profits from over an extended period of time! If you can keep coming up with new ways to market the product, it has the potential to keep making money for you indefinitely!

To locate ghostwriters, refer to the classifieds in any of the following publications:

Book World, Washington Post Co., 1150 15th St, NW, Washington, D.C. 20071

The Writer, Box 892, Boston, MA 02117

Writer’s Digest, 9933 Alliance Rd, Cincinnati, OH 45242

Writer’s Market, 9933 Alliance Rd, Cincinnati, OH 45242

Writer’s Update, 4812 Folsom Blvd, Sacramento, CA 95819

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16

Remember - Patience Is A Virtue!

Many times we have had promotions where it appeared that the campaign just wasn’t pulling enough profit. Consequently, we would stop paying as much attention to it. Then, a couple of months later, we would go back and look at the campaign’s numbers - and the campaign was making money.

Be patient! This is how you can still make money if you run your ad - and nothing happens. Be patient! Don't wait a few weeks and then drop your campaign.

Many marketers do not give a winning concept enough time to start working for them. They allow four weeks to pass and expect miracles. When the orders do not flood in as anticipated, these marketers experience an anxiety attack and bail out.

It can take time for a campaign to start pulling in money. Be patient! Your patience could result in more success than you ever expected!

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17

How To Give Something Away FREE - And Make More Money Doing It!

Did you know that many businesses are giving something away for FREE to their customers - and getting rich by doing it? Not many people realize this, but when you offer something for free, it increases your front-end response. Then, you can build a bigger customer base to mail your back-end offers to! It really works!

Millions of dollars have been made with this one secret alone! Let’s take a look at some real-life examples of how this method really works to make more money!

A photographer will offer a free 8 X 10 photo. Well, sure he/she loses money on the photo but, he will make money by 1) The sitting fee, 2) The frames he may sell you, 3) Future pictures you have taken by him/her.

A Music Club will offer you 10 CDs for 1 penny! Sure, they lose money up front, but they are betting that you will buy more CDs in the future, and they know that they can make their money back quickly!

A Direct-Response Marketer will give away a book valued at $25. Sure, they lose money on the book, buy they have studied the market and know that on average they will make their money back selling that person other related back-end materials!

These are powerful examples of how you can give away something for FREE and get your money back on the back-end by offering other products for sale! Try to come up with something that you can give away on the front-end. Here are a couple of guidelines to follow:

1) Make it inexpensive to produce, for example, a paper and ink product that may only cost you a dollar or so to copy.

2) Make it have high perceived value. Your customer needs to think that you are getting the short end of the deal!

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18

Let Other People’s Marketing Secrets Make You Rich!

Here are four ideas for making money with other people’s secrets:

(1) Legally steal. Look for marketing materials and ideas other people are using. Be a detective. Snoop.

(2) Value the sales materials others are using. Keep these materials. Study them. Spend time analyzing them.

(3) Find ways to use these valuable ideas. Weave them into your marketing plan and sales material.

(4) Teach yourself how to see the “big picture.” Look for the unrelated ideas others are using. Determine the ideas that are behind the strategies. Ask yourself “why are they doing this?” Play with these ideas in your mind...

See if there are ways you can incorporate these ideas into your products/ services or company... Remember, the money-making ideas that are working for others right now are secrets because:

(A) Most people don’t recognize them.

(B) Most people don’t think there’s any way to use these ideas in their business.

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19

How To Quickly Learn
What’s Hot In Your Market!

When you see ads that run over and over again, you have come across an ad that is making the person or company money. Why else would it still be running after a long period of time? By paying attention to this, you can learn more about the market you’re in. You can learn what’s hot and what’s not.

This is not limited to products, either. It can also point out the phrases and copy styles that are pulling more orders. There is more to successful advertisements than just offering a good product.

A successful ad has gone through numerous tests - not only to perfect the offer, but also to perfect the very wording and phrasing of the ad, so that the ad is as exciting, appealing, and desire-inspiring as possible. And you can use the same techniques in your own advertisements, as long as you don’t copy word-for-word or plagiarize. Simply make the ideas work in your ad!

By finding out which ads are running repeatedly over and over, you can easily find out who is making money - and who isn’t. This hot information can be vital to your success! By learning what is making these ads so successful, you can incorporate that in your own ad copy somehow!

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20

Here’s A Great Way You Can Cut Your Magazine Ad Costs As Low As Half-Price!

Remnant space is how to run your ad for up to HALF the cost others pay!

If there is blank space in a magazine, they have to fill that space. And if you can make a deal with that magazine publishing company that would allow you to advertise there for free and split the profits, you can turn that blank page in an advertising space for you . . . and profit from it! This also saves on the money you would normally spend for advertising.

You can even save a lot more than half on your advertising. Some people are paying as little as ten cents on the dollar for remnant space! Let the magazines know you want it, go after it, and get determined to gain that space!

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21

Some Specific Magazines
Out There Could Potentially Make You Millions Of Dollars If You Advertise In Them!

You must pay attention to the people who read those magazines. The key is in the market, not with the product. You have to place your product in the right magazines that cater to the market your product is developed for. This makes choosing the magazines that you advertise in rather simple.

There are magazines for nearly every interest that you can think of. So the key is finding the ones that fit your product. This is why certain magazines will help you make thousands and even millions of dollars!

This allows you to zero in on that specific group - the group most likely to want what you have to offer - the group that is most likely to spend their money on your product.

This is especially useful in specialized markets, like hobbies, because you can key in on the certain types of people that are interested in hobbies by advertising in hobby magazines. Look for a specific target! If you are trying to reach a certain type of interest group, key in on their magazines.

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22

How You Could Make Major Money By Being A Freelance Consultant!

Many consultants are people who worked for years for other companies. Now they are freelancing. The benefit for the businesses that hire them is the fact that they can pay these consultants on a per job basis instead of having to pay them a fixed income.

They pay as needed. Therefore, the companies don't have the high fixed cost of hiring another employee, paying their salary, and supplying them with costly benefits. They just pay them the rate that the consultant charges for the job he or she did. They don't have to pay again unless they bring the consultant back to work on another problem.

Many companies are more willing to use freelance consultants rather than employ full-time consultants that would cost them more money in the long run.

Many companies are very happy to hire on the per job basis. So the consultant can potentially be kept busy and make plenty of money simply by moving to another job at another company after their current job ends.

Even by charging top-dollar consultant fees, your client will be money ahead. This is how to “freelance” for really big profits!

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23

Seven Ways To Sell Your Product Or Service
Like Crazy!

Here’s a simple 7-step formula we’ve used to sell millions of dollars worth of our products and services:

1) Attract the “right audience” for your product, service, and sales message. Remember, you’re only trying to reach a certain type of person. The clearer you are about this, the more POWER your sales material will have.

2) Capture and hold your readers’ attention. You do this by talking about them, not you, by talking about their interests, not yours, by giving them the most compelling reasons why you can give them what they want.

3) Create desire for whatever you’re selling by using the right copy. Personalize your copy by writing to just one person. Put the reader in the picture. Make them “own” the benefits you’re offering by making these seem real.

4) PROVE what you’re saying is true. Make the reader trust you by giving them examples. Give them testimonials from other satisfied customers. Show them statistics or vital facts and figures. These things build a strong case for whatever you’re selling.

5) Establish your credibility and eliminate their fear of getting cheated. Always tell your readers about yourself, even if you’re writing to a customer who already knows you. Remind them about your Unique Selling Position (U.S.P.). Remind them of all the reasons they can trust you, and why YOU are different from everyone else who is selling similar products and services.

6) Make it easy for them to take action and send you their money. Give your customers a strong guarantee. Take all the risk off of their shoulders and put it on your own. Let them know they’ll get a full (no questions asked) refund if they’re not 100% happy. Also, make your ordering instructions crystal clear. Give them several ordering options by letting them call in their order, fax it, or mail it to you.

7) Give them a reason to act NOW! Make them a compelling offer. Make it so irresistible it’s hard to pass up! Limit your offer so it can expire any time. This creates a sense of urgency and makes them want to buy right away.

Following these steps can help you sell huge amounts of your products and services, just as it has for us. These steps are proven to make money. Think about the ways you can use these steps. Study how others are using them now. Create. Find all the ways to use these steps in your next promotion, and you can sell your product or service like crazy.

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24

How To Make Up To $100 Profit
For Every $10 You Spend!

Sell specialized information to your best customers. The profits you make for doing this can be enormous because of two things:

(1) The high perceived value of information.

(2) The fact that your best customers trust you.

These two factors work together:

(A) The high-perceived value of information lets you sell it for huge amounts of money,

and

(B) The trust from your best customers can make you BIG profits because a large percentage of them will re-buy from you. We’ve made huge profits of up to $100 profit for every $10 we spent. This is the secret you can use to do it.

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25

How To “Kill” Your Competitors In The Marketplace!

Develop a strong Unique Selling Position (U.S.P.). This is a proven way you can dominate your market. Most businesses are weak in this area. There’s no compelling reason to do business with them.

You can “kill” these competitors in the marketplace. All you have to do is clearly communicate the specific benefits of doing business with you instead of them. Make sure all your prospects and customers know this. Use your U.S.P. in all of your ads and sales letters. People will see your U.S.P. and favor you over your competitors.

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26

There Are 3 Things You Must Have In Your News Release To Make Millions Of Dollars!

Readers want;

1. Interesting,
2. Factual,
3. Useful information.

And that is what you must present to them in your press release. Yes, of course you are selling the main benefits to the prospect. But the whole project should be geared towards helping people.

You have to write press releases that are interesting to the readers, factual in nature, and supply the readers with useful information. This makes the readers want to read it.

The power is in the fact that the reader believes that a story telling about a great new product is just a service to them that the magazine is offering. People don’t realize that whenever the magazine writes stories about products, services, and companies in the marketplace that may interest their readers, the story almost always simply started out as a press release the company sent to the magazine.

Everything centers around your attempts to try to serve people and show people how the product or service will improve or greatly benefit their lives somehow. These are the things that really interest people.

Everybody’s looking - Everybody desires - products and services that are going to improve their life at some level somehow. You should do your homework and find out how it’s done. Then, help the editor and the writers of the magazine to see all of the benefits easily.

Implementing these three things in your press release requires you to do some home-work. It never happens by accident. You have to work at it and do the best job of it that you can in order to ensure that you have given yourself the highest chances of success.

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27

Make As Sure As You Can That The List You Select Is Profitable - Test With Nth Selection!

When a mailing test is done, the user will usually request the Nth selection. This ensures that the test will include the effectiveness of the entire list, as opposed to segments.

“Nth Selection” refers to a number of names that are randomly selected by a computer from an entire list. Nth selection is like shuffling a deck of cards. Then you pick one of those cards randomly and test it out.

If you are unsure about your selection, test. Make sure you’re never cheated by testing a randomly picked sampling of the list. That way, even though you do lose some money, that amount is minuscule compared to the amount you would have lost if you had mailed to the whole list.

Testing a small portion before sending your direct mailings to the whole list is how to make 100% sure that you never ever get cheated when you rent a mailing list!

A user should always use Nth selection because it prevents a broker or list owner from including loaded names. A user might rent the best list ever and get great results the first time around. But follow-up lists might be padded with names that will be less than appropriate. Without a Nth selection, a renter could only wonder what happened the second time around.

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28

Four Things That Could Make Your Advertising Pull
BIG CHUNKS OF MONEY!

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.

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29

Here Are Five Things You Can Do To Make Your Company A Super-Force To Be Reckoned With!

Regardless of the actual size of your company, you can give your company the appearance of a super-force if you will follow these five guidelines:

1. Select a name that is short, easy to remember, and that describes your business. When it comes to your business name, don’t be too specific. Your business may grow beyond what your name implies. For example, you may choose the name “Mary’s Balloon Shop” for your balloon shop. But, what if you decide in a year to start to sell gifts and cards as well. So, a better name to begin with might be “Mary’s Gift Shop.”

2. Create a niche in the market that can be yours. The best way to create your niche in the market is by checking out the competition. You must find something that your customers want and need but can’t get from anyone else. Then, you will have your niche that can make your business super-profitable. Your niche might change over time, but you must always search to find something to give your customers that they can’t get anywhere else!

3. Visually implant your image into the minds of your prospects with a company logo. You want people to remember your company by your logo. It creates a visual picture. What do you think of when I say “the golden arches!” That’s right!

McDonalds! Your business needs a logo that people can think of in relation to your business. It creates a visual picture. There are other ways to visually implant your image into the minds of your prospects. You can put a picture of yourself at the top of the first page of your sales letter. Also, you can use a “catch phrase” such as “it’s everywhere you want to be!” Who says that? Of course, it’s Visa Credit Card!

4. Create a down-to-earth, yet professional, identity. You must be personal, yet professional. Write your sales letters to one person, not the masses. Do not speak down to your customers, but use easy-to -understand words. Treat them like a close friend that you are sharing information with. And, be careful with your language. You don’t want to say anything that would offend your prospect!

5. Be able to handle large volumes of mail. Be sure that your mailbox can handle large volumes of mail. This probably means that you won’t be able to use your own mailbox. You would be wise to get a mail-drop that allows you to use a street address rather than a post office box. If you have an actual street address, people will be more likely to do business with you.

These five things will help give your business the appearance of a large company that is to be taken very seriously! Do these five things, and your customers will treat you more like you are worthy of spending their money on. If they get the feeling that you are a small-time operation that can’t serve their needs, they will not do business with you!

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Use Your Product’s Biggest And Best Benefits To Grab Your Prospects’ Imagination, Excitement, Desire – And Money!

By using the biggest, most important benefits to your specific market, you can produce the desire in your prospects and customers that will make them want to buy from you!

These benefits should be clear to the reader. Make them see themselves having the benefits in their mind. If you can make them see that in their mind, you’re able to create that desire for what you are offering them.

In every market, the people are longing for something ... Something that will make their tasks easier ... Something that makes work less difficult ... Something that saves them time or effort.

Fishermen want lures that will catch more fish. Golfers want clubs that will let them drive further with better accuracy. Home-business-people want more profitable business options. The list can go on and on.

Your job as a marketer is to come up with products and/or services that serve as the solution to the problem your market has. That solution is the biggest and best benefit of buying that product.

Therefore, it is ESSENTIAL that you dramatically show your prospects the benefits of your product or service in your advertising! Your product is the answer to their troubles - it will supply them with something that they have wanted for a long time. And, if you are able to illustrate those key benefits dramatically and justify them, your ad will be much more powerful . . . and much more profitable!

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31

Grab The Attention Of Your Prospects - With Your Headline!

The purpose of any headline is to attract readers, and get them interested in your offer. Bottom line: Headlines are how you can attract customers. Some writers will create a blind ad or another clever headline that is designed to attract a general audience. However, that does not mean there will be orders.

Often, an ad’s targeted prospects may fail to realize that the ad is offering something they want, and they scan right over it. Ads must be targeted at the “most-likely” prospects.

The headline is what makes the prospects and customers the compelling beneficial promise that in turn draws the reader into the ad copy.

Also, you should make your headline as dramatic as you can. This helps make the headline very clear and very compelling. It draws people into your ad. The more dramatic you can make it, the better.

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32

Five Ways You Can Use Optimism To Help You SUCCEED!

Here are five ways to stop living from paycheck to paycheck! Here is how to take your ideas and put them into a specific formula. These will help you transform your ideas into huge amounts of money:


1. Problem Focusing - Optimists are planners. They examine the situation, and then, as much as they can do something about it, try to resolve it.

Optimists take action sooner. They act quickly to prevent small work assignments from mushrooming into big overwhelming jobs. They break big problems down into smaller, more manageable problems. Optimists tend to formulate sub-goals or intermediate steps that will help them eventually reach their ultimate goal.

You can apply this step-by-step approach to any overwhelming commitment or obligation. If you plan to write a book, for example, the enormity of the project could be daunting, unless you say something like, “I can write five pages a day, so I can write a chapter a week,” etc.

2. Perseverance - Stimulated by positive emotions and past successes, optimists keep going when others might quit.

Problems often have unexpected repercussions, beyond the effects on morale or finances. Optimists have a certain amount of tunnel vision that keeps them focused on their goal.

3. Positive Solutions - People who think positively tend to emerge from difficult situations thinking:
I have developed a greater trust in my judgments.
I must modify my personal or career goals to more closely match my true interests, abilities, or values.
I have gained confidence in my ability to handle other difficulties.
I have discovered I can rely on others to help me get a job done.

These types of thoughts allow a person to feel that he/she has a chance to improve. There is much confidence and satisfaction to be gained from getting through a problem and being able to say, “I handled that pretty well.”

4. Social Support - Optimists believe others can help. They tend to talk to others about a problem and follow pertinent advice.

5.Acceptance or Resignation - Optimists are realists. They seem to know instinctively wen to charge forward and when to back off. When reason tells them a situation is out of their hands, they accept it and focus on situations they can control.

Instead of focusing on the cause of a problem, pessimists become preoccupied with anger, hurt, frustration, or other emotional distress. In short, they get upset and give up. This is why some people never make any money no matter how hard they try - and no matter what they do! They allow themselveget overwhelmed. They let the negative energy shut them down before they even get started. Don’t let this happen to you!

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33

Here’s A Simple Way You Can Let An Employee Make You Many Thousands Of Dollars!

You will need the best of the best to make it work and grow. Incredibly, some marketers overlook the most obvious prospects who already have a deep understanding of the overall operation - their employees. Many of them already have experience in some of the areas you want to cover in a teaching, knowledge-sharing seminar.

Here is a good example. Our company has developed a certain skill in the way that we develop, create, and promote informational products. Many of the companies that also sell to our market - and even many companies that don't - could potentially benefit greatly from some of the shortcut techniques, strategies, concepts, and ideas that we have learned over our years in business.

It would be very simple for us to put together a one, two, or three day seminar showing these people how they can develop, package, and sell information easier than they have ever done it before.

We could teach the seminar ourselves - or we could hire people to do it for us, be it one of our own employees who understands and knows the concepts, or someone we brought in and trained in the concepts. Our employees could actually run our seminars, teach our materials, and all we would have to do is sit back and count the money as it came in.

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34

Here Are Three Things You Can Test Right Now To Potentially Increase Your Response!

You already know that testing is one of the most critical aspects of business. Here are three different things you can test to quickly find out if you can increase your response:

1. Test different bonuses.

Some people will buy a product because of the bonus instead of the product itself. Test various bonus offers to find out which ones make you the most money!

2. Test different prices.

You can run three different ads all with the exact same wording. The only thing different is the selling price of your product. You will find that one price will bring a higher response than the other two. This will help you establish the best price for your product.

3. Test the wording of your offer.

This can sometimes make a huge difference. For example, try to change your “50% OFF” offer to “Buy One, Get One Free,” and see if the response goes up! You will be surprised how changing the wording on your offer can increase your response!

These three tests can prove to be very profitable for you! Try to come up with several ways that you can test these three things and then chart your results. Find out how much you can possibly increase your response! You might be amazed!

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35

Feature Easy Payment Plans In Your Ad - And Potentially Bring In More Cash Than Ever Before!

Installment-plan offers generate more sales than would otherwise be made. Many successful direct-response-marketing ads have featured the easy-payment appeal in their headlines.

Here are six things you can use in your ads to make it super easy for your customers to spend their money with you!!

Remember, though, you are trying to find ways to lower people’s barriers and get them to trust you and what you say. These are six good examples that have been used successfully by many companies - including us!:

1. First payment due in 30 days!
2. Only 3 payments of $49
3. Send no money... We’ll bill you later!
4. Your credit is pre-approved!
5. Use your Visa/MasterCard!
6. We’ll send it C.O.D.

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If You’re Able To Create An Offer That’s Exciting In Your Prospects’ Point Of View, Success Is Knocking At Your Door!

One sad fact is that many of the unprofitable ideas that marketers come up with could really be good ideas. The marketers just need to look at the ideas from the prospects’ or customers’ point of view.

You might need to add services with the product or change it slightly. You have to see the vision of what your prospects and customers could possibly gain by accepting your offer, and then effectively communicate that vision to them in all your marketing and sales material.

Imagination is the key here, and this is how to grab your share of the millions of dollars that are being wasted every year!

Another important thing many companies don’t regularly do that keeps them from reaching their true profit potential is testing. They don’t test different sales messages to see what might bring them the most money. They think that one sales message they create is the ultimate sales message, period. They put it into their copy, and they don’t test it against any other sales messages.

This can very well cripple a business and drastically compromise the business’s profit potential. In many cases another sales message could double or triple their sales.

Millions of dollars are being lost every year because of laziness. Businesses don’t test like they should. Once again, imagination is a key. Look for fresh new ways to look at your product or service and present it to your prospects and customers.

In order to optimize your ability to bring in the most money you can, you have to test. Use your imagination and your creativity. Look for different angles and themes you can use. Come up with as many different things as you can and test them against each other. Then, when the results get back, you will know which ad made you the most money.

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