Table Of Contents

-----------------------------------------

1

HOW TO READ YOUR CUSTOMERS’ MINDS! Doing This One Thing Could Put Thousands Of Extra Dollars In Your Pocket!

Your biggest hurdle to getting prospects to buy your products is the fact that they are going to be naturally skeptical of the claims in your sales copy.

We live in a very consumer-aware time. So many people have been scammed, and so many scams have been revealed to masses of people courtesy of the media and through the efforts of organizations like the Better Business Bureau and Consumer Reports, that people don’t instantly believe anything an advertisement tells them without some sort of proof that what’s being said is true.

How can you overcome this skepticism? Do a little role-playing, and put yourself in your customers’ point of view! This is how to read your customers’ minds!

In order to get the most success selling to a market, you have to know the people who make up the market. Not all the people themselves, but the average mindset of these people. Think about them, know them, find out who they are.

'There is danger in reckless change; but greater danger in blind conservatism.'

Henry George

'As we learn we always change, and so our perception. This changed perception then becomes a new Teacher inside each of us.'

Hyemeyohsts Storm

Is this a market where people are scammed often? Do most products offered live up to their promise? Which companies are the most successful, and why? What are these people afraid of when they get offers? What keeps them from buying?

Once you know these things, start listing the reasons why your market turns down offers - what could potentially keep these people from buying from you!

If you jot down a list of why people will not buy your product or what problems or challenges they might have and you can eliminate all of these factors in your own offer and sales copy, you could make thousands of dollars where others have failed!

The secret is in intimately knowing your market, and understanding how your market works. Doing this one thing could put thousands of extra dollars in your pocket!

'When one door of happiness closes, another opens; but often we look so long at the closed door that we do not see the one which has been opened for us.'

Helen Keller

'If you want to make enemies, try to change something.'

Woodrow Wilson

Go to the Table Contents

2

Reach For Their Heart, Not Their Pocketbooks!

You have to touch people’s hearts before you can ask for their hand. That’s a little quote that we’ve got hanging up on our wall. You’ve got to reach them emotionally before you can ask them to do something for you - like send their money to you.

So you send very sincere messages to them, and send them on a regular basis. Make these messages almost altruistic, so it is just serving them. Ways to help them ... solutions. Letting them know that you care about them. Touching their hearts. And then, asking for their hand or asking for the check, cash, money orders, credit card, or whatever.

'God, grant me the serenity to accept the things I cannot change, the courage to change the things I can, and the wisdom to know the difference.'

Reinhold Niebuhr

'Decisions determine destiny.'

Frederick Speakman

Go to the Table Contents

3

How You Can Sell Products Through Using Internet Auctions - WITHOUT EVER PUTTING THE PRODUCT ON THE AUCTION BLOCK!

Here’s a successful technique that we’ve seen - we have noticed on the auction sites that people seem to be more open to something that’s very specific and hand-written, even if they don’t know who you are, than they would be if you just sent them an e-mail, out of the blue, offering to sell an item.

Here’s a neat trick we’ve seen that works: you have an item that is very similar or the exact same thing that has just sold on an auction. You’re watching that item. Look and see if it’s for sale, if someone else has sold it - watch who bid the second lowest and didn’t win.

Then, e-mail them an offer that you have the same item and you’d be happy to sell it to them for the same price as the other one went for. We’ve actually bought items this way when we were the second highest bidders and didn’t get the item . . . but the guy e-mailed us and said, “Hey, I have one of those and I was just getting ready to put it online. Would you be willing to pay what you bid for that item?”

This is an excellent way to introduce prospects to items that are similar. You can do that in jewelry, for example. If somebody’s bidding on a certain size of ring, you could say, “I have a different one, let me send you a photo of it.” You can actually market some of this stuff through Internet auctions - WITHOUT EVER PUTTING THE PRODUCT ON THE AUCTION BLOCK!

'Calculation never made a hero.'

John Henry Cardinal Newman

'To play it safe is not to play.'

Robert Altman

Go to the Table Contents

4

Three Elements You Must Have To Succeed With Your Mail-Order Business!

The mail-order business requires three elements to be successful. You can make a lot of money by simply having three things:

1. A new or unique product that is in demand by consumers and not available on a large scale in retail outlets. Why would a prospect buy something from you if they can just go to a store and get it? To many people, it is more of a hassle to go through mail-order rather than buy it in a store. Mail ordering requires the prospect to fill out an order form, write a check, address and stamp an envelope, mail the envelope, and wait a few weeks to get what they ordered. In a store, though, they can simply drive there, find it, buy it, and it’s theirs. This is why it is important to always try to come up with something that isn’t available in stores but could still be very valuable to the market you are serving.

2. A basic understanding of how mail order works. Nothing can replace a basic understanding of how the system works. Also, you must realize that mail-order marketing is a life-long study to find the products and services that sell to the market the best. To get started, start testing and start learning. Then keep testing and learning as you go.

'Once the “what” is decided, the “how” always follows. We must not make the “how” an excuse for not facing and accepting the “what.”'

Pearl Buck

'Pick battles big enough to matter, small enough to win.'

Jonathan Kozel

3. Powerful advertisement for your product that people will read and respond to. You have to get the attention of the prospects your product or service is designed for. You have to get them involved. You have to get them excited. You have to show them that there’s no risk to them. You have to show them how great a deal they’re getting. You have to make them special offers, free bonuses, guarantees, and proof that what you have really does what you say it does. All of this should be incorporated in your advertising, because if you have it, it will be easier for the reader to justify buying what you offer. If the reader can justify buying what you offer and they have the money to do so, you have just made yourself a sale!

'The best we can do is size up the chances, calculate the risks involved, estimate our ability to deal with them, and then make our plans with confidence.'

Henry Ford

'What I emphasize is for people to make choices based not on fear, but on what really gives them a sense of fulfillment.'

Pauline Rose Chance

Go to the Table Contents

5

A Simple Way To Get More People To Respond To Your Offer!

Simplicity is a simple way to get more people to respond to your offer. The easier it is for people to respond, the more likely it is that they will respond.

If your customer reads your sales letter, and is really excited, then gets to the order form, what happens? You could start out with 1,000 people who read your sales letter. Then, if they have to mail in the order, some will drop out. If they have to put a stamp on it, still more will drop out. Then, if they actually have to get it to the post office, still more will drop out. You will have lost a lot of people along the way who intended to order your product.

Think of how many sales you could have saved if the customer could have simply picked up the phone and called with their credit card. The answer is that quite a lot of those sales could have been saved!
Whatever product you are marketing, make sure that you have as many ways as possible for your customers to respond. The three most common ways to accept orders are:

1. By Mail - with either cash, check, money-order, or credit card.
2. By Phone - with credit card
3. By Fax - with credit card.

Some companies now even accept checks by fax and phone! In the future, there will be more and more ways for you to make it easier to accept orders. Right now people are starting to use the Internet! In closing, you should try to come up with as many ways as possible to take your customer’s order! The more options they have, the more money you will make!

'We lose the fear of making decisions, great and small, as we realize that should our choice prove wrong we can, if we will, learn from the experience.'

Bill W.

'No guts, no glory.'

Anon.

Go to the Table Contents

6

Paper And Ink Products Can Make You A Millionaire! Sell Them For 10 Times Their Cost!

You may be asking yourself how this is possible. The information of that paper and ink product is worth all of the money, not the paper and ink itself.

Take for example a famous painting. Some paintings sell for millions of dollars. Some are even considered priceless. But the painting’s worth is not derived from the cost of the canvas, frame, or paint that makes up the painting. It’s the feeling that the finished product gives to people who see it that establishes its worth. If someone really likes the painting, they are willing to pay a lot for it. If someone doesn’t like the painting, they are not willing to pay much for it, if anything at all.

Books work in a very similar way. The person who buys the book isn’t really buying a load of paper with ink on it. They are buying the information that is inside the book.

Depending on what the book’s topic is and who you are marketing it to, the book can be worth a lot of money to people within that market. Books are cheap to have printed . . . usually it’s a matter of a dollar or less per copy. But, since the information in the book is the real product, and since it is that information’s worth to the market that establishes its price, you can have a markup of up to ten times the amount it cost you to have the book printed — sometimes even more!

'There is no data on the future.'

Laurel Cutler

'Life is the only art that we are required to practice without preparation, and without being allowed the preliminary trials, the
failures, and botches, that are essential for the training of a mere beginner.'

Lewis Mumford

Go to the Table Contents

7

They Might Have Lost The Bidding, But He Has What They Wanted, And He’ll Sell It To Them!

His particular interest was antique furniture and the Disney collectibles that are so popular. First of all, he sat down and made a list of all the antique furniture dealers that he knew of in Southern California, all the Sunday swap meets, all the specialty dealers and collectors he knew, and over a period of time he visited all those people. He saw what they had, made notes, saw what they specialized in, what items they featured, and the kind of items they bought or received.

Remember, this was an area he was already interested in. And he put all that data into his computer and made a database to start to refer to. Then he started his weekly routine.

Every day, he gets up in the morning, sits down at the computer, and he goes to the auction. He sees, in the category that he is interested in, what people have put up for bid. He makes note of what the items are, and then he looks at his list, and he sees if he has anything like that on his list.

Then, in the afternoon, he goes shopping. He makes the rounds of the stores that he is familiar with, and the dealers, and he looks for the items he has seen placed on the auction sites.

'I learn by going where I have to go.'

Theodore Roethke

'Many persons of high intelligence have notoriously poor judgment.'

Sydney J. Harris

Now, he comes back, enters all this into his computer and keeps track of it. Then, when the auction closes, he knows what the top bidders are, what sold, but more importantly, he knows who the losing bidders were.

Now he contacts by e-mail every one of the losing bidders. He says, “I know you really want this item badly, and I have a similar item for sale. Would you be willing to pay what the top bidder paid for that item?” And time, and time, and time again, they say “absolutely.” He then goes to his dealer, picks up the item, or has it shipped to them.

He works it day in, day out, week in, week out. It has turned into a full time business for him. It has been so profitable, he has quit his professional job and he spends his entire time tracking the bids, going to the shops that he loves to go to, and finding duplicate items, because most of the stuff sold is not rare collectibles. Most of the stuff sold on the auctions had many thousands made, and particularly if you’re in a major market like Southern California, you can find those items in stores.

He can find enough similar and duplicate items that he is able to turn it into a full time business. But there is also a bonus because at the same time he is collecting names of people he knows has these particular interests. He knows what they are looking for.

So as he shops, and he comes across these items, he’ll contact previous bidders and say, “I know you bought such and such a lamp. You favor such and such kind of chairs, and I have such and such. What would you be willing to pay for it?”

He plays both ends against the middle, selling to losers in auction bidding.

'Reason, with most people, means their own opinions.'

William Hazlitt

'It is the heart always that sees before the head can see.'

Thomas Carlyle

Go to the Table Contents

8

One Compelling Sales Message Plus One Mouse Click Could Equal Money In The Bank!

This is one of the most popular ways to promote a web site - banner ads, banner advertising. Banner ads, for the uninitiated, are just small graphic designs that advertise a web site. The power of them is you can put some really compelling sales messages into a banner ad and, if somebody just clicks on that banner ad, it takes them directly to your web site.

One compelling sales message plus one mouse click could equal money in the bank!

You can work these banner ads up into banner exchanges where they are free, you get free banner displays on other people’s web sites for displaying their banner ads on your web sites, you can swap banners one on one with others and you can buy banner placement on some of the bigger, hot web sites.

You can do this free! You can design a nice web site and actually advertise your web site for free using this banner in exchanges or trades, or if you have a little money, you can buy banner placement. Banner ads are very popular!

'If you think too long, you think wrong.'

Jim Kaat

Often greater risk is involved in postponement than in making a wrong decision.'

Harry A. Hopf

The problem is getting people to click on that banner, because there are a lot of banners out there. You need to trick people into reading your banner ad. Not only that, but there is even one more step – how to trick them into clicking on it, because even if they read it, if they don’t click on it it’s not going to take them to your site.

The real trick is to make a banner ad look like part of a web site. It’s that simple. That’s one of the best tricks we’ve seen. Make it look like a bar, or a miniature windows-style button or window into a little piece into another program. The best way to do that is to use a form with “click here” buttons or like actual check boxes you can click on.

For example, this is a neat banner ad we’ve seen used before. It asks, “How much do you want to make? Click here.” Along the bottom of the banner ad is $10,000 with a little box beside it, $25,000, $100,000, $1 Million, with little boxes beside them. It actually entices the reader -“Well I want to make $1 Million.”

It doesn’t matter which box they click on, it doesn’t matter if they missed the box entirely, now they’re clicking on your banner. It takes them to your web site, where it starts telling them how they can make $10,000, $25,000, or even $1 Million by following these instructions.

'Some persons are very decisive when it comes to avoiding decisions.'

Brendan Francis

'Do not wait for ideal circumstances, nor the best opportunities; they will never come.'

Brendan Francis

So you design the ad to actually entice the user into clicking there, or to make it look like a scroll down window with text under it, and they have to click on the little scroll bar to read more.

This is another neat trick - the text is an enticing message like, “I’m going to give you all the tips and tricks on how you can make more money next year – it’s really easy, all you have to do is…” And the text ends there. There’s a little scroll bar along the side there like you see on so many web sites or on programs that you run on your computer and you click on the little scroll bar to try to read more. What it does, you’re clicking on the banner to read more, and it takes them to the web site where they can read more. Again, it’s tricking them into it, getting them to actually participate and actually click on the ad.

The real trick, though, is you also have to make that banner attract their attention, so you want to work some of the other neat tricks in for catching the eye, making them see it and read it. For this, one of the best techniques, one of the highest-rated techniques we’ve seen, is some form of animation. That really helps. For example, a simple flashing background color, or a word or two that flashes is very nice, because if that banner appears on someone else’s web site with 5 other banners on that same page, yours has something flashing. It automatically attracts the eye. We’re attracted to flashing and glimmers and movement of some kind.

'If you wait for inspiration you’ll be standing on the corner after the parade
is a mile down the street.'

Ben Nicholas

'When you cannot make up your mind between two evenly balanced courses of action, choose the bolder.'

W.J. Slim

A little more complex technique is to actually change the copy. You can have copy scroll up and finish a sentence, or words that flash up half a sentence and then flash again and change to the other half of the sentence. It’s not much harder than making a flashing background or color, but you basically have two banners that swap out in an animation sequence.

Again, this actually allows you to get more information and more enticing sales copy into a very small space which is all you’ve got with a banner. But it also attracts the eye, so it kills two birds with one stone.

Even more complex, if you’re daring or you want to pay someone to do it, is some kind of moving characters or actual animation – something that runs across the banner. For example, on the checklist form we covered earlier, we’ve seen these checklists with an actual pointer, similar to the cursor you see on your screen, moving from check box to check box. That way, it’s actually telling you to check here, or check here, or check here. It’s also attracting your eye, telling you what to do, and you tend to follow it and click on one of them.

We have seen these techniques increase response to a banner ad from 30% to 75% - that much increase in the number of people who actually click on the banners and move to your web site through them.

'Of two evils, choose the less.'

Anon.

'Both choices are painful, but only one is therapeutic.'

Albert M. .Wells, Jr.

The other thing to remember is there are certain key words to use through your copy. These key words work in sales literature, and these same key words work in banner ads marvelously. There are a few of them that always attract the eye and always make someone want to click to see what is behind them.

One of those words, of course, is a four letter word – FREE. Anything free is going to be attracting to people. Anything you can give people free in return for clicking here, you’ll increase the number of people who actually see the banner and click on it. The other word is WIN. People like to find out how they can win things because, again, it implies that they are free.

EARN MORE has been proven in banner ad after banner ad to generate more click-throughs. The other one, believe it or not, is dollar signs. Any dollar signs on a banner ad can increase the click-through rate, which means the number of people that see the banner and actually click on it.

'Not to decide is to decide.'

Harvey Cox

'No one knows what he can to do until he tries.'

Publilius Syrus

Go to the Table Contents

9

How You Can Take Thousands, Even Millions, Of Dollars Worth Of Business Away From Your Competition!

If you are looking for a unique way to establish your dominance over your competitors, you need to develop a U.S.P., which is a Unique Selling Proposition. It will help give you the power you need over your competition. The way to use U.S.P. is very simple once you know how.

First - Find out what your competitors are doing wrong. Find the things that irritate your competitors’ customers. What things are they doing wrong.

Then - Take these negatives and turn them into positives for your business! If your competitor’s price is too high, you can make a more appealing offer. If they have bad customer service, you can give exceptional service. If they take too long to deliver, you can find a faster way to ship. The list could go on and on. But, the goal is still the same. You must find a Unique Selling Proposition that gives you a market edge over your competition!

Using these two steps to develop a U.S.P. can place your business way ahead of the competition!

'After a battle is over people talk a lot about how decisions were methodically reached, but actually there’s always a hell of a lot of groping around.'

Admiral Frank Jack Fletcher

'God receives little thanks, even for his greatest gifts.'

Anon.

Go to the Table Contents

10

A Unique Way You Could Bring In Cash With Internet Auctions! Instead Of Auctioning A Product, AUCTION OFF YOUR KNOWLEDGE!

We recently saw a television show, featuring a local workout guru. She has a weekly workout show on TV.

She was running an auction on the local San Diego Auction where everyone could donate their services. They got to keep half the money, and half the money went to the Children’s Hospital. Bingo! A light bulb went off in our heads, and we said to each other, “Hey . . . you can sell services!”

What if you are a business consultant, a marketing consultant, or what if you know something about old patents? There are millions of people who are inventing things. You can go on the auction sites and tell these people-

“I have expertise. I can tell you what to do, what not to do. I can give you a list of patent attorneys (if you were using the patent idea). I will help you make money with your patent. What I’m going to charge you is a minimum bid of $100 an hour.”

'The whole meaning of prayer is that we
may know God.'

Oswald Chambers

'Grant that we may not so much seek to be understood as to understand.'

Saint Francis of Assisi

Of course, you can make the amount more or less. That was just an example. But, instead of just talking about products and services now, we can sell our personal advice. We can sell our expertise. Instead of auctioning a product, AUCTION OFF YOUR KNOWLEDGE!

This is a unique way you could bring in cash with Internet auctions! So, put on your thinking caps. What do you have knowledge on? Even if you own a pizza parlor, you know how to start one and run one. It doesn’t matter if you’re in St. Paul or St. Petersburg. There are people all over the country thinking about starting a pizza parlor. You’ll tell them what to do, what not to do, where to get the best equipment, and how best to get customers. People will pay for that type of advice. There are a thousand and one ways you can sell your advice.

'Pray not for lighter burdens, but for
stronger backs.'

Theodore Roosevelt

'There is nothing that makes us love a man so much as praying for him.'

William Law

Go to the Table Contents

11

Do You Have What It Takes To Make A Fortune? The Answer Is . . .

Yes, you do! Direct-response business is one of the last opportunities out there for the “little people” to get rich!

Direct Response marketing is a very simple way of doing business. It can get complicated, though. If you build up your company into a giant multi-million dollar operation you will have to bring in a large accounting firm. You can decide to go public, sell shares, deal in very large mass-markets.

The business can get complex if you expand it, but if you ever become that big, there are people who can help you handle and control the business.

In the beginning, to get off to a good — and powerful — start, you need to be able to do the three R’s — Reading, wRiting, and simple aRithmatic. That’s all.

Also, the scope of your thinking can be crucially important. You have to be able to think big. You have to be determined to make what you want to happen. The scope of your thinking can help determine the size of your income because the people who make the most in direct-response marketing all have the common denominator of being able to think big.

'Pray to God, but keep rowing to shore.'

Russian proverb

'Trust in Allah, but tie your camel first.'

Arabic proverb

Direct-response marketing is simple. When you’re a small business just starting out there shouldn’t be anything complicated for you to wade through. You run your lead generating ads, people respond to those lead generating ads, you make that initial sale, then you simply follow up, send your material to them, and make money on the back end. So once you find those customers you keep those customers buying from you again and again.

Remember, all of us are in business to do two things: FIND AND KEEP CUSTOMERS. That’s it. It’s as simple as that. All the dynamics that come into play when it comes to finding and keeping customers is the challenge. It’s a life-long study into the market and should be approached that way.

Recently we were reading a book by Lillian Vernon, a very famous mail-order entrepreneur with a catalog. Later we were talking to a very good friend of ours about that book — a book that told of her success — a book that told how she turned a one-sixth of a page ad into a 288 million dollar company. The friend of ours listened for a few moments then replied, “I HATE her catalog.” I replied to this statement, “Well, she’s not targeting people like YOU.”

We all have our market, a group of prospects and customers that we’re trying to reach. We should try to understand who these people are, what these people want, and how we can give them more of it. In the end, that will really determine our long-term success.

'I demolish my bridges behind me. . .then there is no choice but forward.'

Firdtjof Nansen

'The biggest thing in today’s sorrow is the memory of yesterday’s joy.'

Kahlil Gibran

Go to the Table Contents

12

Here’s A Secret You Can Use To Create Informational Products That Can Make You Big Bucks!

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

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

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

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

'Don’t look back. Something may be
gaining on you.'

Satchel Paige

'Anyone who limits her vision to memories of yesterday is already dead.'

Lily Langtry

Go to the Table Contents

13

Controversy Is A Great Way To Attract The Media - And Get Your Product In Front Of Millions Of Potential Customers!

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

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

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

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

'I like the dreams for the future better than the history of the past.'

Thomas Jefferson

'The past is a funeral gone by.'

Edmund Gosse

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

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

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

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

'Never let yesterday use up today.'

Richard H. Nelson

'God is not a cosmic bellboy for whom we can press a button to get things.'

Harry Emerson Fosdick

Go to the Table Contents

14

How To Instantly Get Your E-Mail Read . . . And Responded To!

When you send somebody an e-mail response, and you offer them something free, then they can get excited! You’re not saying, “Here’s a great advertisement you didn’t ask for . . . cluttering your e-mail.” You’re saying, “Hi, and thank you for visiting our Site!” This is how to instantly get your e-mail read . . . and responded to!

When your prospect reads that e-mail, right off the bat they’ll go, “Oh, this is not spam. I was there. They’re saying thank you for visiting, and by the way, we have this free report that’s not on our website. We want you to have it. Oh, okay so they’re saying thanks for visiting, which I did. And they’re giving me something free which is fine!”

. . . And so you develop a relationship and a rapport, instead of annoy people like the crazy people who send out spam.

'When I pray, coincidences happen, and when I don’t, they don’t.'

William Temple

'Ninety percent of the world’s woe comes from people not knowing themselves, their abilities, their frailties, and even their real virtues. Most of us go almost all the way through life as complete strangers to ourselves.'

Sydney J. Harris

Go to the Table Contents

15

Two Words That Can Make You Big Money!

Whatever the product you are trying to sell, your goal is to fill a need, or to teach people to do something that they can’t do right now! This is especially true in the opportunity market! You are trying to show people ways to increase their income, etc.

You can put two words at the beginning of the title to your sales material that can instantly increase your response! "HOW TO...." These words are powerful. People everywhere want to learn how to....

Your product’s best benefit goes right after these two powerful words! Here are some examples:

• How To Make Up To $100,000 A Year As A Writer!
• How To Get Rich Quick!
• How To Lose Up To 100 Pounds In The Next 180 Days!
• How To Get On The Internet For The First Time!
• How To Avoid Paying Taxes Now!
• How To Retire Before You Turn 50!
• The List Goes On...

These are just a few of the many topics that 'how to" reports, books, newsletters, etc., cover! Whatever your product, you can make a "how to" report out of it! Whatever you are selling, your 'how to" should be followed by the biggest benefit your product has to offer! The "how to" will catch the reader’s eye and draw them to your copy.

'All the troubles of life come upon us because we refuse to sit quietly for awhile each day in our rooms.'

Blaise Pascal

'Prayer is the voice of faith.'

Horne

Go to the Table Contents

16

Stay Focused On Your Back-End Sales . . . Because THEY WILL DETERMINE YOUR SUCCESS!

By keeping focus on your back-end sales and keeping them stable, you can make sure your income doesn’t go up and down like a roller coaster! The most profitable side of your business can make you rich . . . and that is the BACK-END SIDE!

Remember, marketing is all the things you do that make people do business with you the first time and then all the things you do that keep those people coming back to do repeat business with you again and again and again. Back-end sales are the second part of that two-part formula.

How do back-end sales work? First, you sell to the people who first accept your offer. Then, you go back to those people with offers for related products and services to keep as many of them buying from you as you can.

This keeps a certain amount of money coming in. While this is going on, you still have that initial offer out there attracting more new customers. These customers are added to your list of back-end customers. Every time you get a new order from a new customer you have another name to add to your back-end list.

'Many men go fishing all of their lives
without knowing that it is not fish they are after.'

Henry David Thoreau

'The life which is unexamined is not worth living.'

Plato

your list of back-end customers. Every time you get a new order from a new customer you have another name to add to your back-end list.

Potentially, the money you make from back-end sales should keep growing and growing, while the front-end offer keeps getting prospects to “bite” and become customers. It’s a never-ending cycle that. When it works correctly, it just keeps more and more money coming in all the time.

The money made from back-end sales will soon become the money your business is most dependent on. Why? Because it is the most stable amount of money you have coming in. There should always be a certain amount coming in. That money is then used to finance the testing and implementation of other front end ideas you have that will bring you new customers . . . and new repeat customers! Front-end sales are not the most important part or your profits — back-end sales are!

'Prayer is not an old woman’s idle amusement. Properly understood and applied, it is the most potent instrument of action.'

Mahatma Gandhi

'The influence of prayer on the human mind and body can be measured in terms of increased physical buoyancy, greater intellectual vigor, moral stamina, and a deeper understanding of the realities underlying human relationships.'

Dr. Alexis Carrel

Go to the Table Contents

17

Don’t Limit Yourself To One Product, Unless You Want To Limit Your Profit Potential Dramatically!

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!

'A humble knowledge of oneself is a surer road to God than a deep searching of the sciences.'

Thomas a’Kempis

'The most difficult thing in life is to know yourself.'

Thales

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.

'One may understand the cosmos, but never the ego; the self is more distant than any star.'

G.K. Chesterton

'You can live a lifetime and, at the end of it, know more about other people than you know about yourself.'

Beryl Markham

Go to the Table Contents

18

Give Your Business The Best Success Insurance Policy You Can —With Back-End Sales!

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!”

'To know oneself, one should assert oneself.'

Albert Camus

'Many people today don’t want honest answers insofar as honest means unpleasant or disturbing. They want a soft answer that turneth away anxiety.'

Louis Kronenberger

Go to the Table Contents

19

Making Profits With Products You Sell Before You Own!

There is another way you can do this without even having to actually “work a deal” with the store. This can work great with antique stores. You can actually go spot out products that you know are selling. You just go in and maybe take some notes or keep mental notes of the products that are selling well on the auction sites. Then you go locally to your own area and you can find either an antique store or a small retail store that sells those kinds of products.

Make a note as to what the products are selling for. Look for low price, where someone is selling it for less than it could be sold for on the Internet. Maybe even just ask them what their rock bottom price is. A lot of antique dealers will be willing to work a deal with you if you’ll chew them down a little bit on the price. They’ll sell it to you for a discount.

Then you go back to the auction site again and list it for sale. Once it sells, you can go back to that store and tell them that you will buy it. And, of course, you buy it from them for less than you sold it for. Then you go ahead and ship it out to the person who was the high bidder.

The great thing about the Internet auction sites is that you can let your customers pay for shipping. This way you don’t have to worry about shipping eating away at your profits. You tell them right up front that shipping will vary depending on where they are, and that once they are the highest bidder, you will let them know how much shipping is. People are very comfortable with that. It is the way it works.

'A single event can awaken within us a
stranger totally unknown to us.'

Antoine de Saint

'No one can make you feel inferior without your consent.'

Eleanor Roosevelt

Go to the Table Contents

20

The World’s Most Powerful Way To Automatically Make $5,000 A Month On Your Website Without Lifting A Single Finger!

It may sound hard to believe, but you can automatically make $5,000 a month, sometimes even a lot more without doing any work for yourself. What we’re talking about is something you won’t find very many people are doing on their website, and it’s a huge mistake in our opinion because it’s so easy to make this automatic cash!

What we’re referring to is selling advertising on your website - and not just selling any advertising, but a specific way to do it so it can maximize your profits. It’s the world’s most powerful way to automatically make $5,000 a month on your website without lifting a single finger.

If you look around the Internet you do see some websites that are selling advertising or have advertising on their sites, some of them are actually swapping banner ads with other people. Some of them put links to their websites. That’s not what we’re talking about.

We’re actually talking about having people pay you in cash to be able to put their banner ad on your web site to bring people that are visiting your website to their website.

'I care not what others think of what I do, but I care very much about what I think of what I do. That is character!'

Theodore Roosevelt

'I am somebody. I am me. I like being me. And I need nobody to make me somebody.'

Louis L’Amour

Now the way we recommend doing this is, first of all, you don’t want to have a lot of banner ads on your website. You’ve probably seen some websites that take ten minutes to bring up because they’re busy loading all the graphics. They’ve got hundreds of banners and just a little tiny bit of information. It gets hard to read, it’s hard to wait for it to load and a lot of times, if that’s the way your website looks, your customers will be gone before they have a chance to even see what’s on your website because they won’t wait around for your tapes to load.

What you can do instead of that is simply have one banner that rotates among several ads. That’s what we’re going to tell you a little bit about: how to do to maximize your profits and make up to $5,000 a month or more without lifting a finger.

First of all, to back up a little bit, there are actually some people who only sell advertising on their website. There’s a gentleman that has a website that delivers a joke of the day and you can go to his website and register and receive a joke in your e-mail everyday. That’s all he has on his website. He gets millions of people that go to his website and register for this joke of the day.

He sells advertising on his website and makes money through the advertising. So there are some websites that sell products and services and then there are some websites that we call content-only websites and they make all their money from selling advertising. You can do it either way - what we’re going to tell you will work either way.

'Learn what you are and be such.'

Pindar

'The search for a new personality is futile;
what is fruitful is the interest the old
personality can take in new activities.'

Cesare Pavese

All you have to do is set up one banner ad and there is software out there that can do it for you. Alan Bechtold is a much better expert on the technique behind this so you might ask him if you get a chance if you really are interested in doing this.

There is simple software - a simple technique - that will allow you to have one banner ad that’s displayed on your website that every time a new person comes to your website it will rotate down through a list of those advertisers who have banners listed with their paid-for advertising on your website.

So let’s say you had ten different websites that were advertising, you would have basically ten different banner ads all on the same spot on your web page, except that only one would be appearing at a time. So if we came to your website, we would see a banner for another website and then if another person came to your website right after us they wouldn’t see the same website we saw - they would see another person’s website.

It just clicks down the list one by one by one with each new click. Each new person that comes to your website will see another one of those ads.

'I’m not OK, you’re not OK—and that’s OK.'

William Sloane Coffin

'Our entire life. . . consists ultimately in accepting ourselves as we are.'

Jean Anouilh

The amount of ads you can have there - the number of websites - is really unlimited. So you want to stick with something that’s in your own market and your field.

Really it’s unlimited! You can have as many as you want!

Now the example: how we got to $5,000 a month would be if you had fifty ads and you were charging $100 a piece (you could do it the opposite way too, a hundred ads at $50 apiece). You would be making $5,000 a month. All that revenue would come in automatically month after month without you having to do a single thing to get it!

If you have a merchant account (some old merchant accounts require you to actually swipe cards or the numbers manually) there’s new technology out there that allows you to process credit cards automatically over the Internet. If you have that technology, you can actually set it up to automatically know whose credit card hit every month for that advertising.

All you have to do is keep your content up to date - whatever you have on your site that’s driving the traffic in and whatever you’re doing to drive people to your website - have that constantly ongoing. Then you can make automatic money month after month because you have say fifty, a hundred people, five hundred websites, however many you want to do, rotating on your website and you have an on going agreement with those websites where you take their MasterCard or you take their Visa!

'A man can stand a lot as long as he can stand himself.'

Axel Munthe

'Do not lose courage in considering your own imperfections.'

Saint Francis de Sales

Every month automatically - they don’t have to think about it, you don’t have to think about it - automatically $50 per website or per advertiser is going right in to your bank account.

It can be whatever price you want. This is just for easy math. That would automatically come to you month after month without you doing a single thing to get that money.

Whether you do anything just like this or you adapt it a little bit, the key to remember here is to sell advertising on your website. There are so many websites out there that are making a fatal mistake by not doing it. It’s just easy money in the bank and it can come to you automatically without lifting a finger if you’ll just do it.

'The man with insight enough to admit his limitations comes nearest to perfection.'

Johann von Goethe

'The one important thing I have learned over the years is the difference between taking one’s work seriously and taking one’s self seriously. The first is imperative and the second is disastrous.'

Margaret Fontey

Go to the Table Contents

21

How You Can Create A Hot-Selling Book Simply, Quickly, With Less Stress And Work Than You’d Ever Imagine Possible!

A lot of people think that it might be very difficult to turn out a big book. I think that one of the simplest ways to do it is to take lots of notes and then just get started - and do it! Of course, you should pick a hot topic - something that everybody is talking about - something that is in the news.

What I’m going to talk about is a very simple idea of how to create a product without having to write - without having to sit there with a blank page and come up with lots of things to put on it - Something that can certainly create a product that can be a hot seller if you pick the right topic.

'Sometimes it is more important to
discover what one cannot do, than what one can do.'

Lin Yutang

'A great obstacle to happiness is to expect
too much happiness.'

Bernard de Fontenelle

Go to the Table Contents

22

A 3-Step Strategy For Getting Rich.

To get rich in Direct-Response Marketing — just master the same three step formula we’ve used:

STEP ONE: Get the right sales message...
STEP TWO: To the right market...
STEP THREE: Through the right media.

Combining these steps in the right way can help you make huge amounts of money, just as it has for us. Practice these steps by testing as many different promotions as you can. Eventually you’ll find the perfect promotions that tie all three steps together.

'Nobody holds a good opinion of a man who has a low opinion of himself.'

Anthony Trollope

'You grow up the day you have your first real laugh at yourself.'

Ethel Barrymore

Go to the Table Contents

23

Start Your Own Internet Auction Consignment Business! Get Hundreds Of Other People To Pay You To Help Them Sell Their Products!

You could start your own Internet auction consignment business, and have hundreds of other people pay you to help them sell their products! All you have to do is set up a website which people can buy space on. It’s sort of like you have a consignment store, and people are buying space in your store, but now you have a web site. You have space on your web site available.

You could charge them every month in the area of $30 to $70 - if you can get $100 a month, get it. You have to sort test this out and find out what the market will be willing to pay and what prices are going to be most attractive. Then, you do some listing on the Internet auction sites for the best items that you have in your consignment site.

People can come to your web site, they can buy through the auction sites, or some people will just come directly to your site and then buy these products there. Then, you earn 20% commission on each item that is sold, plus you get to wake up every morning, and know exactly how much money is going to come into your business!

'The deepest principle in human nature is the craving to be appreciated.'

William James

'If you make friends with yourself you
will never be alone.'

Maxwell Maltz

How can you know that? Because you’ve got people that, month after month, year after year, have their space on your auction site. It’s a great business! Many people are already earning good money this way. They’re not on the Internet, though - they’re doing this locally. Many of them aren’t even very experienced business people!

They’re making money, and they really don’t even know what they’re doing.

So, here’s the principle behind this. Everyone who has something to sell, and THAT MEANS EVERYONE, is always going to be willing to pay you a percentage of their profits if you can help them sell their items. You become extremely valuable by helping them make money, and they make money by paying you more money.

'Unless I accept my faults, I will most certainly doubt my virtues.'

Hugh Prather

'Too many people overvalue what they
are not and undervalue what they are.'

Malcolm Forbes

Go to the Table Contents

24

Just 30 Or 40 Minutes A Day You Could Build A Collection Of Web Site Links People Will Want To Spend Their Cash To Use!

We think there’s a real opportunity for people in specific niche markets where people would be willing to pay twenty, thirty, fifty, even a hundred dollars for one of these memberships to a directory like that. Basically, once you have a foundation of links that would be of interest to a particular market, to keep it updated you simply have to spend thirty minutes a day or less checking the current links you have.

Just make sure they’re still working and go out onto the search engines and do your own intensive searching. Find maybe just a link a day that you can add to your directory. Some days you might not find any. Some days you might find two or three that you can add. But in just 30 or 40 minutes a day, you can find some great new links that you can add to your directory and really build value to your members.

Here’s a profit example. We will give you an example using this company’s pricing. It was $50.00 for a membership to their directory. Now let’s say you create your own directory and sell memberships to it for $50.00. If you sell just six memberships a day, you could pocket over $100,000.00 in sales a year.

Just signing up six people to your small niche directory, people who instead of going to the search engines want to go directly to your site. And you can keep it updated and keep it growing in as little as 30 minutes a day or less. It is a simple idea.

But if you go to a niche market, it would be worth their time to spend you $50.00 instead of spending hours on the search engines. You may have a great idea for a membership package that could put a lot of cash into your pocket!

'Things don’t turn up in this world until somebody turns them up.'

James A Garfield

'Be thine own palace, or the world’s thy jail.'

John Donne

Go to the Table Contents

25

How To Sell Your Products And Services On The “World’s Largest Consumer Website” - Before An Audience Of Millions Of People - For As Little As 25 Cents!

The Internet auction explosion started with eBay, a site based in the San Francisco bay area. Ebay = Electronic Bay. The concept was that this would be an electronic, virtual bay where people come in, drop things off, sell them, buy other things, then leave.

It was founded in 1995 by a gentleman named Peter Omajar. His girlfriend was a collector and seller of Pez dispensers - you know, the little candies in a shaft with a character’s head on top - and he figured he could start a site to help her with her Pez dispenser buying, selling, and trading.

eBay exploded into so much more . . . and as of this writing there are over 300 Internet auction houses alive and active on the Internet. In 1998 there were 80,000 people using these sites for buying and selling - at this time of this writing, it’s jumped to 2.4 million buyers and 6.5 million users! Currently, eBay is the largest consumer site on the Web!

'The trouble about man is twofold. He cannot learn truths which are too complicated; he forgets truths which are too simple.'

Dame Rebecca West

'Everything should be made as simple as
possible. . .but not simpler.'

Albert Einstein

In essence, it’s Marshall McClone’s global village in reality with the sales aspect, social aspect, and everything else about that, too. Last time we looked, which was a couple of days ago, there were over two million items for sale in 1,600 categories. That changes every week and sometimes every three days. You can put an item up for sale for 3 days, 5 days, or 7 day auctions. We are talking about e-Bay, specifically, just to grab the premier group and build the story around that. Every week that many turn over. Every day more than 250,000 new items are listed! Every minute 600 bids are made!

And the numbers are only going to go up. In fact, there’s an interesting phenomenon where some of the people who were in this thing really, really early as buyers are complaining because they can’t get quite the bargains that they used to get. So they are all selling now . . . and they’re really happy about that! Putting products up for auction on eBay is how to sell your products and services on the “World’s Largest Consumer Website” - before an audience of millions of people - for as little as 25 cents!

'If we live, we live; if we die, we die; if we suffer, we suffer; if we are terrified, we are terrified. There is no problem about it.'

Alan Watts

'What you do not want done to yourself, do not do to others.'

Confucius

Go to the Table Contents

26

Increase Your Advertisement’s Believability - Through Testimonials!

Testimonials are why there may be thousands of dollars locked away in your file cabinet - AND YOU DON’T EVEN KNOW IT!

People will believe your customers more than they will believe you. Believability is a key element in any ad. You have to make your ad as believable as possible, because this will decrease the prospect’s skepticism and make them more open to buying what you offer.

One of the best ways to gain this believability is through testimonials. You have to aggressively go for testimonials, though. Offer customers free bonuses to gain their testimonials. Ask them questions. Get statements. Have them sign a release that gives you permission to use their name. Then, use them to your advantage to make your ads more believable - and more profitable.

‘Assume a virtue, if you have it not.’

William Shakespeare

'If one advances confidently in the
direction of his dreams, and endeavors to live the life which he has imagined, he will meet with a success unexpected in common hours.’

Henry David Thoreau

Go to the Table Contents

27

How Do The Most Successful Marketers Find New Products?

Most read trade directories, special industry publications, back issues of magazines that are within their field of interest, technical journals, business-opportunity books and magazines, and any other available materials that will inspire a new product that spells profits. And, where do they find all of this resource material? By subscribing, or by going to their local public library. This is an idea that can make you RICH!

Go to your local library and hunt up old magazines. The magazines don’t even have to even be published anymore. Then, take a look at the advertisements. This is how you can easily find ideas that will sell like CRAZY!

Always look for ideas that you can use in your own business. Look for the ways others have used to make money and use them to bring you money. And always remember that really good marketing ideas are almost never time sensitive.

'Leaders are visionaries with a poorly developed sense of fear and no concept of the odds against them. They make the impossible happen.’

Dr. Robert Jarvik

'I studied the lives of great men and famous women, and I found that the men
and women who got to the top were those who did the jobs they had in hand, with everything they had of energy and enthusiasm and hard work.’

Harry S. Truman

Go to the Table Contents

28

How To Make A Fortune By Targeting Certain Groups Of People

Direct-Response Marketing works best when you are selling to a niche market. The smaller and more narrow this niche is - the better. You can make a fortune selling to these smaller groups because the products and services they buy are more specialized:

1) These people buy specific products and services.
2) The bigger companies do not serve these smaller markets.

These two factors mean there is less competition. You can make a fortune by selling these smaller groups of people the specific types of products and services they want. The profits can be extremely high. Here are a few tips that can help you tap into this mega-goldmine:

(A) Think about the market first. Don’t worry about the products or services you want to sell.

(B) Find markets (groups of people with specific interests) that interest you. Become a customer of other companies who are serving these markets. Buy their products and services. Find out what this market buys the most.

(C) Then develop similar types of products and services for this market. Serve these people by giving them the types of products and services that offer them the biggest benefits.

A niche market can also be a group of people who responded to your initial front-end offer. These people have proven their interest in the type of item you’re selling. They have also taken the important step of doing business with you the first time. THEY ARE NOW PART OF YOUR NICHE MARKET. All you have to do is constantly stay in touch with them and re-sell them more of whatever they bought from you the first time (related products and services that are similar to the first item they purchased).

'If you wait for inspiration you’ll be standing on the corner after the parade
is a mile down the street.’

Benefit Nicholas

'Words gain credibility by deed.’

Terence

Go to the Table Contents

This eBook Brought To You By:

Sponsor Links (Supporting Our Sponsors Helps Keep Our eBooks Free!)

Search Over 10,000 of the Hottest Digital Products
in One Location.

Go directly to the Marketplace

function Search() { document.location.href="http://tsh1963.marketplace.hop.clickbank.net"; }