You will be denying yourself the possibility of additional low-cost inquiries, and back-end sales, if you limit yourself to one sellable item. Just by coming up with more products you can easily make three to seven times more money! You have to have multiple products, because no one product is going to carry you for long.

Profits in this business come from the back-end sales. Back-end sales are all of the products and services that are related to the first products or services that you sold the customer initially. This is the key to bringing in the big profits.

If you focus only on the front-end, initial sales and don’t put any serious effort into your back-end sales, you are robbing yourself of a serious source of profits.

Without back-end sales, you limit your profit potential to only the amount you get to keep on the front end. But, with back-end sales to fall back on, you can increase that profit potential, and you could potentially make three, seven, maybe even seventy times more money than you would have made with front-end sales alone!

If you try to make big profits with only one product, you are making a grave mistake. You are limiting your chances to get rich. You get rich through making profits, and the secret to getting profits is to resell customers who have bought from you in the past.

One of the smartest, richest marketers we have ever met in our life once said, “It’s really easy to get rich. You just make more money than you spend.” Yes, many people will say that statement is very “tongue-in-cheek.”

Some people could also say that our message about getting rich is over simplistic: “All you have to do to get rich is find and keep customers.” In fact, it is the fundamental principle behind getting rich.

There is a reason we use these simple phrases that outline the keys to success. These are things that are designed to help you. If you can just remember that it’s easy and simple, hopefully you won’t get mentally hung up in all of the complicated aspects of the business.

The truth is, in business, as well as anything in life, you can end up screwing something up by complicating it. We try to teach simplicity. It’s an important part of our message, because if you can keep it simple in your mind, it’s much easier to do.

A “blind offer” is an offer that tells the prospect or customer a little about the product or service you are trying to sell them... but leaves them wanting to know more. These offers do not tell your prospects or customers everything. If they want to know more, they’ll have to spend their money and buy your product or service.

Why are these blind offers are so powerful: CURIOSITY! They make people want to know more. But the only way they can find out more is to send you their money. They must buy to satisfy their curiosity.

This is a pressure/release technique. First, you tease them with your offer. You make them want the benefits you are telling them how to get. Then, you make them want what you are selling. You make them want to know more. YOU ARE PUTTING THEM UNDER PRESSURE. . . Then you take the pressure off of them by letting them send for your product or service.

The best way to learn how to use this pressure/release technique is to study the way other people are using it. Examine the sales material other people are using, and you’ll see this technique used a lot. Then pattern all of your sales material around the same concepts you see other people using.

A WORD OF WARNING: This “blind offer” strategy can blow up in your face if you don’t give your customers MORE than you promised them. Many companies make this mistake. They make their offer sound like it’s the greatest thing ever... The customer sends for it with great anticipation... And then they get cheated. THEY WILL NEVER DO BUSINESS WITH YOU AGAIN IF THIS HAPPENS.

Remember, your key to getting rich is to build a business, not a promotion. You want people to be happy with their purchase so they’ll come back and re-buy from you again and again. The only way you can do this is to provide tremendous value. Give your customers and prospects MORE than they paid for every time you do business with them, and you can get rich. Over-deliver.

What is the most important thing that can make you millions of dollars in direct mail? The answer is - the mailing list! You can have the greatest sales material in the world, but you will never be able to realize the real profit potential of that sales material unless you send it to the right prospects.

In direct mail, there is a very honored belief called the “40/40/20 Rule.” 40% of the success of a mailing list comes from the list, 40% comes from the specific offer itself, and 20% comes from the sales material.

For example, if you are selling a book on stamp collecting, you should target your mailings at people interested in collecting stamps, or at least a current collectors’ mailing list. Do not mail merely to general book buyers. If you are selling sports equipment, you should mail to specialized lists of sportsmen and women, not merely to the general public. You must practice target marketing and zero in on your most likely buyers.

Did you know that there are fourteen things you can give people and they can help to make you thousands and thousands of dollars?

Here they are:

1. Give Them Better Quality.
2. Give Them A Way To Save Time.
3. Give Them A Way To Save Money.
4. Give Them Convenience.
5. Give Them A Way To Make Money.
6. Give Them State-Of-The-Art Products & Services.
7. Give Them A Way To Make Life Less Difficult.
8. Give Them A Way To Enhance Their Looks (real or perceived).
9. Give Them Items That Have Multiple Uses.
10. Give Them Items That Are Durable And Long-Lasting.
11. Give Them Items That Will Solve A Problem They Have.
12. Give Them Items That Are More Effective.
13. Give Them Items That Make Life More Enjoyable.
14. Give Them Items That Offer Multiple Benefits.

You should find a way that your product can fill as many of these needs as possible. The more needs your product fills, the more likely you are to make a sale! Go back over this list again. Find the things that make your product stand out above the competition. Point these things out to your customers, and they will want to buy from you!

You can sit at home in your favorite easy chair snacking and do radio talk shows. The radio talk show format now is very popular. There are even entire radio stations now that are nothing but talk radio.

Radio stations that have talk shows need programming. To you it’s free advertising, but for them it is simply programming, and giving their listeners what they want. Both of you can benefit.

A radio station may let you on once, but to ensure that you’ll appear again, you have to tell a good story. They won’t want a dead, dull, boring person back on the show. You have to show enthusiasm and be able to tell the story. If you’re able to do this, you could have interviews that can make you thousands of dollars every month!

You want to single out the people that are the most likely to become your best customers. No one else matters. You have to be extremely focused as far as knowing who you are trying to reach.

Some of this comes with learning through experience. There is no substitute for knowing your best customers, and you will get to know your best customers if you’re dedicated to them over a period of time.

You’ll learn what they like and what they don’t like, what kinds of products and services really attract them the most. This is how to easily target the select audience that you want to reach!

It all comes down to having that important knowledge of what gets your prospects interested, excited, and passionate. What are their interests? Use this information to target your specific market, get its attention, and get its orders.

Once you have a targeted audience for your mailings, do not confuse your readers. Every ad, classified or display, should do the following:

1. Attract attention with a headline that is a stopper.

2. Arouse interest by containing information that is of interest to the readers.

3. Convince readers that they will benefit from the purchase.

4. Get the prospects to act by either ordering the product or sending for information, or whatever else your instructions may be.

These rules apply to sales letters, circulars, and even postcard mailings. When writing order ads, use short crisp sentences and forceful language. Use active verbs that make an ad more exciting. Describe what you are selling, as well as the terms, so that your prospect understands every phase of your offer.

Focus on the customer in everything you do, and your profits will increase accordingly. Test everything significant, but test only one major item at a time.

People want to move into better social circles, not to show off, or “keep up with the Joneses,” but to advance socially. The best way to advance is to meet and associate with different people.

People want to keep moving forward. A person can advance socially by getting involved in social clubs and circles, which will ultimately better his/her social position.

There is nothing wrong with trying to meet and associate with influential groups of people. Social advancement will make it possible for your children to converse and mix with anyone. If a job opportunity develops because of mixing socially and being in the right place at the right time, it will benefit the whole family. (Can you think of a book that would show people how to advance socially?)

A majority of people are simply afraid to make a decision to order your product. They may really want and need it, but something inside of them tells them to put it off! You must find a way to overcome these fears and get their orders. These four things will help you do just that:

1. Provide Testimonials
Testimonials can be very important. People will almost always believe the words of other customers before they will believe anything you say! It’s a proven fact! Testimonials are proof that other people agree with what you are telling them! Good testimonials will help your prospect decide that what you are saying is really true!

2. Examples.
An example makes what you are saying real to the customer. For example, let’s say that you are writing a sales letter, and you include an example that tells people to picture themselves making their first million and picking out their new home by the beach.... This helps people vision themselves getting the full benefit that comes with buying your product!

3. Case History.
This is very similar to a testimonial except that you are telling the story. You may tell about a man named “Jerry” who used your money-making program to bring in $1.25 million in less than 18 months! This allows people to visualize themselves making that much money, and it again helps them understand what other people are doing with your product.

4. “Leader” copy.
Leader copy tells the prospect that they are a leader and one of the chosen few who will have the courage to respond to your offer. This can be used if you are selling a business opportunity. You can say something like “Everyone talks about making money, but you are one of the few who actually does something about it! Congratulations!”

These four things will help bring you more sales. Your customers need to see these things in your sales material. If they do, they will be more likely to send you their money!

If you keep accurate records from year to year, you will gain a lot of good information pertaining to what works best in your particular market. Good accurate record keeping is essential.

With direct response marketing you are allowed the luxury of testing and tracking to learn what is making you the most money. When you put an idea out on the market, you can quickly learn whether or not the idea is a winner. You can test it against other ideas you might have to see which is the most profitable for you.

By keeping accurate records, you are able to learn how well your ideas are received by the marketplace. As this goes on over time, you gain a real feel for what works and what doesn’t work.

Without record keeping, you are simply gambling. Good record keeping is essential. It helps you take the guesswork out of the business.

Know why the people in your market buy the types of products and services that sell the best. This is the secret you can use to sell to millions of people in your market. What are the people you sell to really looking for?

Here’s an important tip: People don’t buy products and services. They buy the end results of what they believe those products or services will do for them. Discover what these are and then use this knowledge in all of your sales promotions.

As a consultant, you may have clients call you up and want your help with some aspect that you aren’t very familiar with. What do you do then?

Would you be willing to forfeit other profit areas because you lacked the expertise? Absolutely not! All you have to do is identify other consultants who do have the expertise. This is how to easily get the help you need to do anything you want to do!

You then have some options to consider:

$ You can refer them directly to the business owner for a commission.

$ Obtain estimates from the other consultants and present a total one-package deal to the owner.

$ Pay the consultants a percentage, or hire them outright.

No matter which way you go, the important thing is you didn’t miss that client - or the money you made from helping that client!

Back-end offers are a business-survival insurance. Back-end sales give you all the “Business Survival Insurance” you need to make sure that your business never fails.

When you think of back-end business, think of an insurance policy. What is an insurance policy supposed to do for you? It’s supposed to protect you. It’s something you can count on. Like insurance, when a disaster strikes, you are protected.

Back-end sales work like that. Yes, you always have to replenish your customer base by attracting new customers. There’s no doubt about it. If it’s not an ongoing operation, you are going to end up in trouble. But you also have to attract new customers. Then it’s the back-end that will bring you the most profit.

It is good business to offer a product on the back-end. Having a variety of products to sell is the only way to maximize profits. A hardware store that offered bolts, but not washers and nuts, would be, pardon the pun, Nuts!

Once a person “raises their hand” and shows their interest, you have to try to resell to them again and again and again. You can maximize those profits because you have more products to sell on the back-end. In short, you have more than one hook out there waiting to “catch the fish!”

Don’t sell books. Sell results. Sell benefits. Sell solutions. Dramatize. Make them want the end results... This is the millionaires secret to selling thousands of books. Here are a few other tips, tricks, and strategies:

(1) Tell a story about the successes that you or someone else has had with the benefits in your book.

(2) Sell these books to the hottest market, to the people who place the biggest value on the benefits you offer.

(3) Create a STRONG MARRIAGE between your sales message, market, and media. Don’t try to be everything for everyone. Focus on that one person you are trying to reach... Then find as many ways as possible to give that person something they really want.

These three strategies can help you sell thousands of books or other informational products every year just like they have for us.

Advertising is the secret to reaching all of the people you will ever want to reach with your marketing message - the message that will sell your product or service.

Each advertisement is like a salesperson that goes out to the prospects and customers and presents your very best promotions to them. If you fine tune your marketing message, you can turn advertising into the ultimate salesperson - a salesperson that will be working for you 24 hours a day, 7 days a week, 365 days a year and will be making you money every step of the way.

If you have a thousand ads out there, you essentially have a thousand salespeople getting your message out and gaining you sales.

There are two things you absolutely MUST DO to make your fortune. They are:

1. Secure new customers . . .

2. . . . And get repeat orders from established customers.

These two things are the heart and soul of any business, and mail-order businesses are no exception to this rule. This is the foundation of good marketing strategy. It’s all the things a company does to get prospects to buy from them initially. Then it means going back to those customers with offers for related products and continually selling to those customers.

These two vital things should also be used when trying to get a product into a catalog. You have to look at the catalog house as your customer and try to get them to do business with you one time.

Then, once you’ve gotten your product into their catalog, keep trying to come up with products you can get into their catalog. If your first product makes the catalog house money, it makes it easier to get your next product into the catalog. In this case, the catalog house actually becomes your customer.

You want to get in the catalog once, and then keep trying again and again and again with products closely related products.

The secret that some companies use to make millions of dollars is to actually lose money first! Intelligently losing money can make you a lot of money later! Let me explain...

Almost all of the really successful marketing companies realize that their initial offer aimed at attracting new customers is an investment. They have figured out what they will spend, on average, per customer they get on the front-end. They understand that enough customers will order on the back-end to make up for what was spent on the front-end to get all those customers.

This is why it is important for you to have a back-end offer you can make to your customers. A lot of times there is not enough profit from just one initial front-end product to get rich! You must always look for back-end related products to sell your customers!

It is a tough thing to do, though. We are so conditioned into thinking that losing money is bad that we try not to lose any money. That is why you must look at it as investing in a customer that will make you more money in the future than they cost you to get!

Many Direct- and mail-order marketers have learned that self-publishing can be a very powerful route to success and profits.

It all starts with a specialized market, a group of people with something in common - an interest, a hobby, some reason these people are reading certain publications and ad placements.

You have to cater to those interests, to those wants and needs the market has. You have to let them know that you can offer them something special that no one else can offer them.

If you do this, you can find the success you’re looking for. Write around your market. Remember, it’s what they want that counts. Many marketers have made millions of dollars this way - and the same could happen for you!

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!

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!

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.

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!

These are the things that are the most crucial in your advertising. By learning, implementing, and always keeping these twenty-two things as good as possible, many companies have brought in ten times more profits than before. You have the potential to do the same!

1. Capture a reader’s interest.
If you cannot get the interest of the prospect, you will never sell them.

2. Appeal to a prospect’s self-interest.
People only care about themselves, and the more bigger and better benefits your offer can give them that they really want, the better.

3. Write advertisements that motivate people to buy.
Forget about the idea of “creating an awareness of your product,” and focus on selling that product. A person can know your product exists, but that doesn’t put money into your pocket until they buy it.

4. Stir buyer’s emotions.
People buy with their emotions. The ad should cause them to feel an emotion towards your product, and the more the pleasant, happy, excited emotional factor they have towards your product - the more they desire it - the higher the chance that they’ll buy it.

5. Use benefits to attract product desire.
Benefits are all that the prospects really care about. They only want to know what the product or service can do for them that can make their life easier, more enjoyable, and more fulfilling.

6. Make readers “believe” your promises.
If your ad cannot make the reader believe you, the reader is not going to buy from you. Remember, they are buying on the basis of “sight unseen” - they send their money without ever seeing, touching, or trying out the product. Therefore, it’s very crucial to make them believe that you’re not going to rip them off.

7. Write advertising that relates to the average person in your market.
Use the language and terminology that the people in your market use. Know your market. Know what the market likes and doesn’t like.

Learn what the problems are that people in your market have. The more you’re able to relate to them, the more you seem to honestly have something for them!

8. Convince the hardened skeptic.
Consider all prospects to be hardened skeptics. If you do so, you will be able to create much better advertising. Write to that skepticism. Do everything you can to assure that prospect of the worth of your offer.

9. Make your offer so attractive that a prospect will say, “Yes, that’s for me!”
Make those prospects want what you have to offer. Get them excited! Show them dramatically what it can do for them!

10. Write copy that agrees with existing attitudes.
Your understanding of the market - not just as the source of your profits, but as a group of people with lives, problems, and ideals of their own - can be used to your advantage. Learn as much about them as you can, and show them that you know what they’re going through. Let them know they can trust you!

11. Write copy that overcomes buyer objections.
Write down a list of all the objections to purchasing your product you can come up with, and then tackle each one. By doing so, you can come up with ways to lessen or destroy those objections. If you can do that, you’re able to develop powerful copy and advertising.

12. Use words and phrases that move people to act.
Writing has its tools, just like any other profession. In writing, those tools are words and phrases. So use the best tools possible! Use words and phrases that will gain the attention, the interest, and the desire of your prospects. Then, give them a very simple, highly motivational call to action!

13. Write copy that reflects how average people talk.
Here is some advice that we go by that has been one factor in our success: If your copy is too complicated for a seventh grader to understand, you need to simplify it. Language can be a barrier as well as a tool. Don’t make it difficult for those prospects to read your advertising. People read advertising in a very passive way, and if your ad requires work, it will most likely end up in the trash.

14. Stay in touch with what people want.
People only buy what they really want.

15. Do not test the obvious.
Anyone can come up with ideas to test, and testing really is one of the secrets to getting rich. However, you must test things that are smart and are actually questionable. Common sense is just as important as scientific actuality. Get too heavy on testing common sense things, and you’re wasting your money.

16. Appeal to emotions and instincts.
People buy with their emotions, and you have to play up to their feelings. Put them in the picture, with themselves enjoying the benefits of your product.

17. Develop facts and present proof.
This is key to believability. Give your prospects facts and proof that what you say about your product can happen for them. Use everything at your disposal, from simple facts and figures to testimonials from satisfied customers. The more you can give them, the more you can tear down the wall of skepticism.

18. Make a prospect justify a purchase.
Make the prospect feel like they are getting a lot for their money.

19. Find a common meeting ground with prospects from the start.
Let those prospects know you can relate to them, and let them know why you can relate to them. This is the benefit of writing to a specific person and a specific market. Let them know that you really know their problems and their wants, and that you have the solution for them.

20. Substantiate incredible product claims.
You have to provide evidence that your claims are true. If your claims are too wild, you have to tone them down. Outrageous product claims can definitely be detrimental.

21. Have back-end offers.
All profits in this business are made through back-end sales, not front end sales. The related products and services you sell on the back-end to customers who have bought from you before will make you the most money. The front end should merely be used to gain initial sales and add more people to the back-end. Once they’ve bought from you, they have showed their trust, and you can go back to them with more offers.

22. Continually develop new offers and advertising ideas.
You will never maintain success and growth with only one product. You have to keep coming out with new products to maintain your profits and keep them growing.

Once you know how to use testing to its optimum ability, you will continue to improve. You will get something to work and make you money. Then you should focus it. Look for ways to make it better and better. You will find ways to make products that are already successful even more successful.

This is why some people never have to worry about making huge amounts of money. They are always testing and finding out what’s working the best, so they can focus on those things and make the most money possible with them.

You should also test new things. When you have something else that is really working well for you and is bringing in money, you should start testing some new things to have another winner ready to bring you more money.

Many people in business wait till business gets bad to bring out new things. They “fall asleep at the wheel.” When business gets bad they become keenly aware like an animal trapped in a corner. Their awareness is at an all-time high . . . and this awareness causes them to create a great new product. Sometimes this happens, but sometimes . . .

When you have something working, test some new ideas and find some new things that will make you money. If you don’t and you find business going bad, you could end up in a corner with no way out except to lose.

In many of the promotions we send out now, we give people three ways to respond. They can call our office 24 hours a day, and even if we’re not there, we will return their call. They can fax their order, or they can mail it in.

It is important for you to make it as easy as you can for people to order what you have to offer. People are busy and tend to procrastinate. Your offer is an intrusion in their life, and you have to make it as easy as you possibly can for them to respond. Otherwise, you will not meet your full profit potential.

Once they turn their attention away from your materials and start to focus on something else, the chances are high that they will put off accepting your offer.

There is a small window of time for your promotions to work. Use it to its full advantage! Making it as easy as you can for them to accept what you have is one way to make the most money from every ad you run!

All of the “free” offers advertised have a value and expense attached to them. When the marketers mail out their free offers, they automatically assume an initial loss.

Many marketers - and you should learn this, too - know that this is how to lose a little money in order to make a lot of money! How is that loss turned into a profit? In the promotional package that accompanies the free item, and in back-end, follow-up offers.

When you give away something for free, you do lose something on the front-end. You lose a little bit, but then you’re able to gain it back later. It’s an investment. You are spending money on the promotion. The promotion itself doesn’t produce a profit. Only when you sell to that customer for the first time do you actually make a profit.

The key is, you’re investing and losing a little bit of money until you make that initial sale to the customer.

Once you sell to that customer, you add their name to your mailing list. That mailing list keeps growing as more and more customers purchase from you or “raise their hands” for the first time. Then, you’re able to go back to those customers and start offering them your back-end products, which will bring you the real profits!

People read newspapers, magazines, newsletters, reports, etc., because they tell a story. Therefore, you can attract more readers with story-type headlines. This is a simple trick you can use to make your ad fun and enjoyable to read.

By telling a story you make people want to read your ad. It compels them to read it. Here are some examples:

1. How I trained at home for a money-making career.
2. I made $38,000 in the first 3 months.
3. They laughed when I told them I was starting my own business.
4. Last year I was broke – but look at me now!
5. I made $4,800 on my first try!

The real secret to making big profits is in repeat offers and repeat sales. Many people don’t know what to offer customers in their repeat offers, though. The answer? You should offer products that are closely related to the product that the customer bought initially. This is how to “follow up” for big bucks!

Once you know the hot buttons - the reasons your customers buy - then you have the basis for developing similar, closely related items that will have the highest potential of being sold. Repeat offers can make you many thousands of dollars!

Again, research is very important. Find out all you can about your customers and your market.

Read your newspaper, check with your business broker, real estate agent, or ask around. Enough searching will lead you to businesses that are in trouble. These businesses can be purchased for pennies on the dollar, or for no money at all.

Many of these businesses could be turned around. You can sell off the assets, work out payment plans with the suppliers, and find new ways to market the product or service to the people who have done business with the company in the past. Often, all it takes is a fresh new approach - a new vision - new ideas - and lots of new energy to turn a troubled business into millions of dollars.

The easiest way to multiply the selling power of your sales letter is by printing more copies! This may sound elementary, but many people don’t do it! They hit a hot promotion, and then they stop it. They don’t realize that all they have to do is print and mail more copies of their successful sales letter!

If you have a sales letter that really pulls in orders, all you need to do is print more of the sales letters and mail them out. Here are some pointers:

* “Dance with the one who brung you”

What this means is that if you have a successful promotion, don’t switch to another promotion until the first successful one becomes unsuccessful! If you know that “X” mailing list was successful with your sales letter, then you had better make more copies of your sales letter and mail it to more names on that list!

* Only test new headlines!

The mail order business is a lot about testing! You must continuously test to find out what might work even better! If your sales letter is already pulling in orders, nothing needs to be changed. Your offer and price must be okay or people wouldn’t be ordering! So, you can change the wording of the headline to find out if more people will buy! The heading is what pulls people to the sales letter. If they don’t read it, they won’t buy it! So, if you can get more people to read your sales letter by changing the headline, the end result will be more sales!

In summary, make sure that you allow your successful sales letters to work for you! Don’t drop a good promotion until it doesn’t make you money!

You can get thousands of informational products right now that are published by other companies and individuals. They have produced these products, so all you have to do is work out a favorable arrangement, and you can sell these products.

Many people who publish informational products are actually looking for people who can sell them. This is how other publishers around the country can help you make thousands of extra dollars a week!

There are many publishers around the country who are open to this, so you have to find the products that would interest your market the most. Potentially you can have a catalog full of different publications produced by other people that you can sell to bring both of you money!

And, as an added plus, you’re not just marketing one product at one time. You’re marketing a whole slew of them in a catalog, so the profit potential shoots upwards - and you could potentially make thousands of dollars! The more products you can get in your catalog that your market would be interested in, the better.

The answer is: lists you get from reliable list sources. They will help you make the biggest amount of money from the very first day you start!

There are many mailing lists on the market, but there are only a few reputable list brokers. Reputable list brokers can give you specific data on different mailing lists, and that’s exactly what you need to know so you can decide whether or not the list will be a winner for you.

You need to know exactly where the names came from, whose customers they were, what they bought before, how much money they spent, and how recent the list is.

Remember this: a good list broker is like a good stock broker. They make their money by helping you make your money. They’re not out to sell you a list and then disappear. They want to build a good relationship with you because they’ll want you to keep coming back over and over again. That’s how they can keep making their own money.

Be there when your customers need you. Do not give a thirsty person only a sip of water, and then walk away with the full container. If you will just do one thing very, very well - master back-end sales - you will prosper faster than you ever thought possible!

If we can give credit for the fortune we made to anything, first and foremost would be the fact that we have really worked to serve the customers who do business with us. We try to stay in touch with them. We do everything we can to give them more of the things we know they want. We spend a lot of time thinking about our customers. We spend quite a bit of money on customer service. We try to do everything possible to make sure our customers are happy.

And this is the most important question, the question you should always be asking yourself - What will it take to satisfy our customers?

The only way you will really be able to answer this question is by gaining an in-depth knowledge about your customers - Who are they? What do they really want? Why do they buy what they buy? As long as you can answer these questions and come up with products or services that are designed for these people and meet their needs, you can potentially keep the money coming in.

One good advertising campaign can potentially make you money for years - even the rest of your life.

When it comes to discussing how to wads, and sales letters . . . When it comes to discussing how to cre re discussing your chances to potentially make a fortune.

The thing that separates the successful people who make their fortunes in this business - or any other business - is the fact that they study and learn everything they can. In essence, they become experts in the fields or marketing and sales.

Mail-order is simply a form of marketing, and marketing is the method of attracting and keeping customers. The attracting phase is the advertisements you run. It is important that you understand this medium and the communication that goes on.

First of all, you communicate by attracting those customers and prospects. Remember an advertisement is a communication to a certain type of person announcing you have something they want. And second, you're communicating with them when you send out your back-end offers.

Take it seriously. Learn everything youcan about it. Become an expert. Build your lifaround it. Learn every are finding their fortunes are doing just that. Potentially, you could join their ranks if you do the right things.

Getting that initial business with customw to make your customers trust you letely BEFORE they send you their money!

This is the whole idea behind a lead generation program. A lead generation program makes it really easy for people to do business with you the first time on some sort of small sale where you’re not asking them to tust you a lot!

If somebody really trusts you, they don’t have to worry about sending you their money through the mail. If somebody doesn’t trust you, though, and they’ve never done business with you before, they will have very strong reservations about sending you their money.

This is completely understandable. After all, would you send money to someone you didn’t know, had never met, and knew nothing about?

To get customers to really trust you, do your best for them on that initial contact. Then, you can go back to them with your back-end offers and they will trust you more.

That first sale is the hard The beauty of a lead generation program is that you’re just asking the customer to do a little bit. You’re not asking the customer to trust you too much, because you’re asking them to either spend very little money or no money at all.

If you’re asking them to send for something like a free report, free tape, or another free item, then how much are you really asking them to give you? Not much, if anything. You’re just asking for some really simple, small thing. And because of thdon’t have to trust you very much.

You just get them to take a small asmall step. They don’t have to trust you very much to take that small step. Therefore, many people will decide they really don’t have much to lose, and they’ll send away for that free item if it’s something that catches their interest.

You make it easy for people to send you their money again because they’ve done a littlebusiness with you one time. Now they have some trust in you. Now they know you a little better. Now there’s a little bit of a relationship to build upon.

If you put together a good initial product,you will really get their interest, you’ll impress them, and they’ll want to do more business with you....which will bring you even more money!

These eight ideas will help you choose the perfect name for your business:

(1) Pick a name that has a meaning to your market.
(2) Stay away from cute and clever names.
(3) Pick a name that expresses a benefit of some type - or makes a promise.
(4) Don’t make it too specific, because your market can change.
(5) Make your company name imply stability and trust.
(6) Make it easy to remember.
(7) Pick a name that you can be proud of for years.
(8) Study the names of other successful companies. Write down the names you like the best.

There are many little mail-order companies that don’t know what to do with their names and lists. They are in the business, making sales, filling orders, and building their list . . . but they don’t know what to do with it. This is how to make a fortune by targeting certain groups of people, namely the small mail-order companies!

You can often buy lists from these little companies and work out deals with them. They have the gold mine, but they don’t know how to mine it.

Then, you can turn around and rent them out on the market to make money. This is how to make a fortune by compiling mailing lists! Not many companies out there are doing this. It is a very unique way you can really cash in with mailing lists!

Here are 19 things that can make it possible to NEVER WORRY ABOUT MONEY FOR THE REST OF YOUR LIFE! If you are in tune with what people really desire . . . what they really want and need, then you will never have to worry about making money. Just stay focused on giving people what they really want.

Every good salesperson thinks continuously about how to give people more of what they want. It’s a game that you can play for the rest of your life, always trying to figure out how to give more people what they really want in the form of a product which you sell them.

People’s desires can be transformed into huge amounts of money if you can tune in to what they need, and want, and then find ways to give it to them. It’s a simple formula: you give people what they need in the form of a product, you make enough profit per sale, you operate your business so as not to waste any money, reinvest your profits into your business, and hopefully expand and bring in more customers and more money!

People Desire to:

1. Be successful and financially independent
2. Be sociable and hospitable
3. Express their personalities in a positive manner
4. Satisfy their curiosities
5. Emulate admirable traits
6. Take pride in their possessions
7. Acquire or collect things
8. Be admired and win affection from others
9. Mentally improve themselves
10. Be influential over others
11. Belong
12. Be first
13. Be current and up-to-date
14. Be creative
15. Resist domination by others
16. Be good parents
17. Be efficient
18. Be recognized as an authority
19. Appreciate beauty

People Want To:

1. Appreciate Beauty
2. Express their Personalities
3. Resist Domination by Others
4. Acquire or Collect Things
5. Satisfy their Curiosity
6. Be Recognized as an Authority
7. Win Affection from Others
8. Emulate the Admirable
9. Have Money-Making Opportunities
10. Have a Business of Their Own
11. Save Money
12. Save Time
13. Take No Risks
14. Have No Doubts
15. Avoid Discomfort
16. Work Less
17. Eliminate Worry
18. Avoid Personal Embarrassment