Many times you just have to start out with faith. You don’t know how things are going to work out, but you keep moving forward, putting it together one piece at a time.

Many people see all sorts of great offers and ad copy that is all put together and they assume these people are exceptional. But, the simple truth is, almost all of those campaigns were put together a little piece at a time. Parts got added, tweaked, and fine-tuned along the way. This is how to crank out huge money-making projects that can make you millions!

Everything was begun with one initial breakthrough idea and faith. All of that started out as simple ideas and concepts. Then it expanded and was developed from there.

Just get out there, have faith, get started, and build. That’s how to unleash your full money-making power! Put it together a little bit at a time, while always moving forwards in a positive direction with positive dreams and goals fueling you on. This is the super short-cut to making major amounts of money!

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

Why? Because the big companies are in for the long haul. They are not worried about their day-to-day survival. They’re not worried about paying their bills. Everything for them is automatic at this point. They have more than they need, and now they are in business to make the most profit they absolutely can.

These companies have more money to spend, so you can ask for a higher amount of the profit margin. Also remember, many of these companies’ goals are to simply make the most profits that they absolutely can. Since they don't have much to lose and a lot they could potentially gain from your proposition, they will be willing to let you have a higher percentage of the profits because they will still be gaining anyway. This is how million dollar companies can make you piles of money!

What if a firm has a successful concept that would increase your profits?

The obvious answer is to simply contact that person with the required exp

ertise, and offer to pay him/her a fee for his/her advertising, operational, production, marketing, or other concepts that are working for him/her. The most successful marketers are never so arrogant as to assume that they cannot learn some very valuable lessons from someone else.

Therefore, you could offer another appropriate firm a percentage of all your profits or savings that are the result of having applied its concepts to your business. Once again, the type of deal you make is entirely up to you.

Here are the 7 basic steps to use in all of your ads to get people to send their money to you:

1. You must STOP your prospects with a self-interest headline.
2. You must HOLD a prospect’s interest in the body copy.
3. You must CREATE DESIRE by offering them as many benefits as possible to buy from you.
4. You must PROVE that your offer is a bargain.
5. You must make it EASY for your prospect to act.
6. You must give your prospect a reason to ACT IMMEDIATELY!
7. You must ELIMINATE your buyer’s FEAR of being cheated.

Tack these 7 steps up on your refrigerator door and memorize them. They contain the secret that can help you sell your product or service like crazy.

Tests have shown that the difference between one headline and another headline is as high as 19 times more response for one as opposed to the other.

This clearly shows the opportunity available to those who can really create good headlines. 19 times more response is equal to 19 times more profit. That’s 19 times more business that was gained just through trying a different headline!

By testing different headlines, you will find the headlines that work the best for you. Come up with different ideas for headlines. Come up with different ways to present your offers. Keep trying to make your headlines clearer and more compelling!

There is one question that must be answered before any business will ever truly be successful. In fact, finding the answer to that questions can be all it takes to move your business to the top of your market! The question you must answer is: How can I find out what my customers want? That’s it!

All you must do is find out what your customers are buying, what they are interested in, etc. Once you know what they want, you can find a way to make money by giving them what they want! Many businesses are making the mistake of taking their own considerations into account. If they like it, they think the customer will. If they don’t like it, there is no point in marketing it because no one else will like it, either! This is a huge mistake that could cost you millions of dollars!

The fact is, most people are different than you, so you mustn’t take your own feelings into consideration! So, how do you find out what people want? The quickest way to find out what people want is to go to their homes and find out. That is not always practical, though. You can also mail out customer surveys, questionnaires, etc., or call them and survey them over the phone.

Again, you just need to answer this one question, and it could make you rich! If you don’t answer this question, you could be throwing away thousands and thousands of dollars! So, get started down the road to higher profits today by trying to find out more about what your customers really want!

1. Brainstorm all the ideas you want included in the book. Brainstorming is the easy way to start writing your book - EVEN IF YOU CAN’T SPELL! Simply jot down in any order everything you can think of about your subject. Write as quickly as you can, in phrases or topics or even one-word lists everything that pops into your head. Do not worry about spelling or repeat ideas at this point. Just search your mind for anything that occurs about your topic.

Initially, when you are first excited about a project, you should use your enthusiasm to help you with that project. This is how to get more ideas than you can possibly use! Your enthusiasm becomes that catalyst of your creative efforts. When you are excited about something - something that’s brand new - you have a strength, a power that you can tap into.

A good analogy to compare this idea to is falling in love. When a person first falls in love, they don't see any faults in their love at all. Their love is perfect in their eyes.

The same is true with the enthusiasm that comes with a new project. When you look at a new project, you will be excited, elated, and enthusiastic. You won't notice any of the faults inherent in it.

These are the times when you should really work on your ideas. When you're infatuated like this, you will get the ideas that you won't be able to reach after a while, when you'll run dry. Enjoy the rush of ideas while it’s there, and take advantage of it.

Write down all of your ideas, find out which ones work the best, and use them! This is how brainstorming can make you fat wads of cash! By using the best of your ideas, you maximize your product’s profit potential and give yourself the chance to make the most money.

What happens when you run out of money-making ideas? When you run out of ideas, sit back and logically think of the steps of the method you are going to write about. Write down these ideas that come to mind as well.

Remember, you are the expert, and you already know what it takes to get your book done.

2. Organize these brainstorming ideas. Group the topics, phrases, or words you have written into lists. You may do this by assigning numbers or letters to the brainstormed ideas. Then ideas that fit in category 1 or category 2, etc., are listed. As you are organizing these lists, more ideas may occur to you, so be sure to include them also.

3. Label these topic lists, and turn them into your table of contents. In step one, you generated dozens of brainstorming ideas. In step two, you grouped these ideas into five, ten, or 15 lists. These individual lists are your chapters.

Include a table of contents in your book because the potential buyer will look there to see what your book covers and if you have included the information he/she wants to know. This will encourage people to make the purchase.

Put yourself in the buyer’s place. Have you included each area necessary to explain your topic adequately? Is there another topic you can add that will further encourage the buyer to purchase your book?

You also may want to check the table of contents of other books in your subject area. This research may trigger more material for your own book, and it will help you see what is already available to the consumer. This is how research = big bucks!

You have to do as much research as you can, you have to dig up as many facts as you can, you have to take as many notes as you can. Spend some time in the reference section of the library.

When we put together our information superhighway products we tracked down every article we could that dealt with the information superhighway, the internet, computer bulletin boards - everything we could find dealing with the topic. Then we took ideas out of those articles, and we incorporated them into our products.

Remember, you must give the reader a new approach, a better way, or totally new ideas if he/she is to be attracted to your book. Make your book so appealing the buyer cannot refuse it!!

4. Write your chapters. Look at each chapter list of ideas carefully. Combine similar topics and discard ones that completely stray from the subject. (Perhaps the idea doesn’t fit in this book, but it is an area you will need to include in another book in the future. Keep these stray ideas on file for future consideration.)

When you have refined and reorganized all the ideas for a chapter, you may begin writing. Take each idea and explain it in easy-to-read, simple language. Write the way you would tell someone the same information. Do not worry about which idea you write first, second, third, etc. Just begin, and continue with those you know the best. If you write each idea in a paragraph or two on separate pages, you can later put them in a logical order. Think of shuffling and sorting the ideas like a deck of cards. A computer can do this automatically for you, but if you are writing your book in long hand, you will want the flexibility to move these ideas around.

5. After you have all your ideas in paragraphs and have put them in order, it is time for you to revise and rewrite. Is there a weak or incomplete chapter? Add the information necessary to make it better. Try to have your chapters about the same size. If the book topics are balanced, you have likely included everything your customer wants to know.

Read your book aloud. This is a good way to see if all your sentences make sense. If you, or someone listening to your book, are confused, rewrite the trouble spot. You must be perfectly clear for two people only yourself (the expert) and the reader (the novice). If you have written in down-to-earth language so that a beginner can understand, and have included all the information an expert knows, you will have a successful book every time.

The only way you can be sure that an ad is working is by tracking. This is where direct-mail can be much better than other means of advertising such as television. When you advertise on TV, you can ask the viewer to mention that they saw your ad on TV, but how many times does that really happen? Not very many.

With direct-mail, you can “key” each ad so that you can track its success or failure very quickly and effectively! You can know real soon which ads are doing well.

There are several ways you can “key” to track success. One is with a mailing list. If you are using names from a mailing list called “home workers,” you can simply put an “HW” in the bottom right corner of the order form. Then, when the order comes in, you can see that it came from the home worker mailing list. So, if you had the home worker list and another list called “money-makers,” you could track them both by using simple “keyed” codes that are placed on the order form.

Another way to track success using “keys” is with the sales letter. If you are testing different headlines, or testing a different price, etc., you can “key” the order form in some way so that you know which ad that order came from. Say you were testing two headlines. You could have a “#1” for the first headline and a “#2” for the second one. So, when you get more orders with the #2 key, you know that the second headline worked better!

Also, you might be tracking several things at once, and then you will need several numbers or letters. If you are testing several mailing lists, and you send the offers out at various times, you need to track both the time and the mailing list. So, you might have a “key” that looked something like “010297HW.” This code means that you mailed the sales material on Jan 2, 1997, and you sent it to the Home Workers mailing list.

You should never mail something out without tracking it! You should always be able to tell where your order originated. You never know when one list or one headline might make you an instant success, so you need to be able to track the order back to see where it came from. If you know where it came from, then you can make more money by offering your product or service to that same group of people who made you money once before!

Stay in tune with the things that are working for other people. That will show you exactly which mail-order products will sell - and which ones won’t. Keep swipe files, and study other ads to figure out what’s working and what’s not.

When most people look at ads and sales letters, they are very passive. They even have a name for direct mail that you might have used a time or two in your life: “JUNK MAIL.” If you get the right offer to the right person through the right kind of media, then it’s not junk mail. It may be junk to some people, but to other people it’s a treasure.

For the marketer, all direct mail is valuable. It can be used as models to develop and create their own valuable sales message material. You can lift ideas and concepts from it. You can gather new information.

There is a different mindset that is key. Ideas are everywhere, and you can borrow them from all sorts of different direct mail ads and sales letters.

Decide you are going to think about this differently than most people do. You are going to be serious about the business. You are going to study these things, not just read about them.

One of the worst mistakes you can make is to simply read direct mail ads in the hope that you will gain some sort of superficial knowledge from it. You should study the ads others are using and see how you can incorporate the ideas yourself.

Many marketers get tired of their old promotions. It doesn’t matter whether they’re making money or not - they still get to the point where they see the old promotion as tedious. Many of them will scrap the old promotions and try to start new ones. What they don't realize, though, is that scrapping a successful old promotion is a mistake!

To increase their profits, these marketers should be finding new prospects to sell to. It doesn’t matter how tired you are, if it’s selling, stick with it. Let it continue to work for you.

Remember, every time you try something new, you are essentially starting over. If you eliminate the things you used to gain in the first place, you will probably lose customers.

Stick with what works, and keep expanding out with your front-end sales. This is how to instantly increase your profits by up to 900%. You will continue to expand and grow, and your previous profits can very well pale in comparison to those you gain after expanding your campaign.

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!

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.

When you are hit by inspirational ideas, write them down. Usually, they will hit at the strangest moments. They sometimes hit when you’re doing something completely unrelated.

Sometimes, our best ideas will come to us while we’re having troubles with our business. We might have low sales. We might have a great-selling product suddenly bottom out, or any number of problems. Then, suddenly, we’ll be hit by an idea, we’ll go with it, and we’re all right . . . But usually the idea deals with a different product than we were having trouble with.

They say that “necessity is the mother of invention.” Sometimes, when your “back’s against the wall” and you have problems you have to solve somehow, you will be presented with an opportunity that will offer a solution to the problem.

Inspiration comes fast, and you have to seize the moments when they come. Take advantage of it. Get it down on paper while you’re excited and while it’s still fresh in your mind. Why not wait? Because it won’t last very long. It will go away. It’s better to have them written down; otherwise, you won’t remember everything.

Although different strategies may apply in different situations, the following information regarding mailing lists is applicable in most cases.

1. People who have purchased products or services through the mail are valuable prospects. A direct-response list will consistently out-pull a compiled list.
2. The “hottest” names you can acquire are those that have purchased something through the mail within the last 30 to 90 days.
3. To get the most for your money, you should review and clean your name lists semi-annually (twice a year). Undeliverable mailing pieces (in larger quantity) will not make a favorable impression if you are renting your list to other firms. They represent an unnecessary mailing expense if you are sending out your own promotional pieces.
4. An in-house customer list will out-pull other compiled or direct-response lists.
5. People who live in urban areas respond to mail-order offers to a lesser degree than those who live in rural areas. The reason, in part, may be because shopping malls and other conveniences are not readily available in rural areas.

6. Use professional people who have made a career out of compiling lists. List-broker consultants and other outside service organizations are your best source for getting the right list.
7. Ten percent, or more, of your direct-mail budget should be allocated for the development and upkeep of your list. There is a limit, of course. But generally the more you spend on maintaining a first-class list, the more money you will take in. Ten percent, however, is the minimum you should spend.
8. If you have employees, you should delegate the responsibility of maintaining your name lists to one or two designated individuals if possible. Too many people working on the same project can create disorganization.
9. When developing a product, keep in mind that people in the 35-years-and-over age group buy mail-order offers at a considerably higher rate than people under 35 years of age.
10. Buyers who have purchased more than once through the mail within a seasonal buying period will always out-pull buyers who have purchased only once within a particular seasonal buying period.
11. There are many different list categories. As many as 10 percent to 25 percent of names on a list may have to be cleaned and updated every year. In the case of high schools, vocational technical schools, and colleges, that turnover rate would be 100 percent.

Focusing on your customer base will help you make the right business decisions - that will make you a fortune! Do not focus on yourself, which is a mistake that many businesspeople make. They spend too much time thinking about themselves, their company, and their problems. They don’t spend enough time thinking about the customers, their problems, and what they can offer those customers that will solve their problems.

The more a marketer tries to give customers what they really, really want, then the better their success is going to be.

All of your business decisions need to be centered around your customers, serving them, and giving them what they want.

In many cases, people in charge of marketing, especially with bigger companies, will make all sorts of suggestions as to the way the business should be run. Management will fight every decision that the marketing people come in with, though. Why? Management tends to think about themselves in general.

The right business decisions that will make you a fortune are generated around the customers. And when you’re developing lead generation ads, you have to have an idea of who your customers are and what they really want.

Customers are busy people. Advertising is a very intrusive thing that attempts to poke a hole in a person’s train of thought and persuade them to do something. People have their own routines, their own lives, and their own problems. They don’t care about you.

The only way people care about you is if they believe that you are looking out for their best interests and that you really have something of value to give them.

Return envelopes are a powerful thing because they make it easy for people to send away. Many times people mean to send away for what you have to offer, but their regular life interferes and they don’t do it. Including a return envelope is one tiny thing you can do to instantly stop a lost sale!

Because of this you have to make it as easy as you can for these people to respond. A return envelope is one way to do this. You have to do everything possible to make it as easy for people to order, and a return envelope is a very powerful way of doing this.

This is how to add one small thing to everything you send to your prospects and customers - and make three times more money! That return envelope will make it easier for the prospects to respond.

Advertising results take time. Continuous advertising often achieves more if it appears in one magazine monthly, rather than in several magazines one time only. If you . . .

1. Attract the readers’ attention and . . .

2. Show them without outlandish claims or promises, how they can benefit by buying your book.

They will likely respond to your ad - and make you a fortune!

These are the things that will, first, grab that prospect and, second, get them to accept an initial offer from you.

Satisfied customers are customers that will be willing to buy from you repeatedly. Every time they buy from you, you make more profit. There is an initial investment in getting prospects to do business with you the first time. Every time you resell to that customer, you are paying off that initial investment.

There is a cost to acquiring customers. But, if you make those customers happy, you can sell to them again and again - and keep stacking the profits up as you gain more and more customers and make them repeat customers. And, as your back-end sales keep growing, you keep making more money.

Customer satisfaction does not come on its own accord. It has to be earned. Here are two things you need to make huge profits! To make huge profits you must offer

1. Services,
2. Benefits . . .

. . . that make customers want to come back. You have to sell them something that has real value that makes people feel good about their purchase.

List your satisfied customers, and do not be afraid to ask for their repeat business. They will consider it a compliment, especially if you offer them a discount or something free as a token of your appreciation.

Also, do not hesitate to ask for testimonials from established customers that you can use in ads, brochures, circulars, and sales letters. Using customer testimonials is a proven way that your customers can make you nineteen times more money! Ask for signed testimonials. Be sure to include a self-addressed, stamped envelope.

Sales material that included testimonials from other happy, satisfied customers has been shown time and time again to produce up to nineteen times more money - instantly! Tests have been run where they pit sales material with testimonials against sales material without testimonials. And, when the results get back in, the testimonials always make more money - sometimes as high as nineteen times more - or higher.

We often tell people wondering about the mail-order business that this is the easiest business in the world to be in once you get something working for you. Many times getting a promotion going right away is difficult.

Don’t give up! Study what’s doing well out there in the market. Find out what kinds of products are the most popular and what kinds of ads are the most successful. Use these concepts to your advantage to increase your chances of coming up with that great promotion . . . because once you have a great promotion in place, it’s simply a matter of waiting for the money to come in - and putting it in the bank!

Many people try it, don’t get it, and give up. What they don’t see is: once they have a promotion that’s working, all they have to do is sit and watch the money come in, take the money to the bank and spend it. Creating a successful mail-order promotion is how to sit back, put your feet up - AND MAKE THE EASIEST MONEY YOU’VE EVER MADE!

Because radio and television stations must appeal to a mass viewing and listening audience, all of whom have diversified interests, they are constantly looking for news that will appeal to their broad audience.

That appeal may involve featuring a story on any of a thousand subjects. But the one basic ingredient that subject must have is “Interest.” Here’s the key to getting all the FREE publicity you want.

You want to come up with some sort of dramatic story about your product, your service, or your company. What can you say that will really dramatize the main benefits that you really have to offer?

You want to get the readers involved with the advertisement and see themselves enjoying the benefits of what you have to offer. If you are able to do this well, you will get more of the responses you want . . . and more profits!

Using the right words that will be a call to action to your prospects is how you can turn non-buyers into buyers! Really compel people to take advantage NOW!

People are natural procrastinators. They may want to buy, but they will put it off, and put it off, and put it off until your offer fades from their memory.

That’s why you have to get them buying RIGHT NOW! Get them to strike while the iron is hot. Get them excited about doing it IMMEDIATELY! If it works, this turns people who would have never bought due to their own procrastination into people who accept your offers and send you the money as quickly as they can.

There are many techniques you can use to do this. The best way to learn techniques when you’re starting out is to study other ad copy from other companies and see how they’re doing it. Still, one of the best starting points is to give your prospect a strong, believable reason to respond now. Think about the offer from the customer’s perspective, and get creative!

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

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

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

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

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

The first determination you must make in deciding to use a particular list is whether the prospects on a list have purchased something similar to what you have to offer. At the very least, they must have shown an interest in an item that falls within the same general category.

This the one way you can tell whether a mailing list will work or not BEFORE you mail to it!

People who have already purchased a book on home worker business opportunities would be ideal prospects if you are selling a “How to make money at home” book.

Choose the lists of prospects that you know have bought products and services like the ones you are offering. The right mailing list managers and brokers can get that information for you.

Here’s an example for you: Let’s say through research and dealing with list brokers and managers, you can find a million names - a million different people - on fifty lists. You know that you can potentially make a lot of money simply because you know exactly where your prospects are.

Let’s say that all of these prospects have bought products or services similar to your offer. Now, you simply go to those people and show them you have a product or service too that they would be interested in.

This is how you can make giant piles of money! With a million different qualified prospects that have bought products or services related to your offer, you have the potential to bring in a huge amount of money!

Successful direct-response marketers have figured out that their headline is responsible for up to 75% of the responses they receive. This means that you can make up to three times more money just by having a good headline, or a better headline than you are currently using!

This is good news for you because headlines are fast and easy to write! And, they are usually inexpensive to change in your sales letter!

To realize how powerful a headline must be, look at a daily newspaper. They compete with many other newspapers, so their headline must attract readers to their newspaper first!

The purpose of your headline is to pick out the people who are interested in your product or service. This is how you can attract the most qualified customers. It is like the billboard on the highway that tells people to get off now for a quality motel. If you are tired and it is late at night, you will consider stopping there.

Headlines are often done the wrong way, though. Many businesses try to use a headline to attract the large, mass audience. This is wrong. Although a headline should be used to attract a large number of prospects, it should be focused so that it only attracts qualified prospects. Your headline should be specific enough so that the reader can know what you are trying to tell them.

Go back to that billboard example. If you were driving down the highway and you ran across a billboard that read “Stop Here To Find Out Why You Should Stop Here!,” would you stop? Probably not. The same thing is true with your headlines! They must be specific enough to target your market!

Work on your headlines right now. Grab a scratch pad and start coming up with as many headlines as you can. Then, after you have written down as many as you could think of, start eliminating the really bad ones. Then, eliminate the kind of bad ones. Then, the kind of good ones. Then you will eventually eliminate all but the really hot ones! These are the ones you should test! You may find that you have written the perfect headline that will increase your profits by up to three times!

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

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

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

In most of the restaurants that are very successful, the person who puts it together has to spend hundreds of thousands of dollars before they ever take in a dime - before they know whether or not that restaurant will make money.

Most other businesses have to do that, too. They have to put up a large amount of money to put their business together, and they don't even know if it will make any money!

Direct response marketing is not like this, though. This is how being in business does not have to be a gamble at all! In direct response marketing, you only have to spend small quantities of money on small amounts of advertising to test and find out what will make you the most money. In essence, this is how to completely minimize any loss that you make have!

Let’s say you test ten ideas. Eight bomb. But the other two are winners. You can more than make up for the losses you suffered from the other eight ideas by expanding those winners in the marketplace.

Also, if you have an established customer base, you can use it as part of your testing ground because they trust you more and you have a relationship with them. They will buy from you more than any other group will. First, you go to your best customers who have the highest chance of buying what you have to offer.

Then you go to your general customer base. If they buy what you have to offer, then you're ready to start testing outside of your customer base to new prospects who have never done business with your company before.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

7) Will You Be Delegating Authority?
Who will be responsible for writing your ads, sales letters, etc.? Who will be in charge of ordering inventory, shipping the product, taking orders, etc.? Who will keep track of all your book-keeping? Will you do all this yourself, or will you hire outside help?

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

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

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

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

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

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

Catalog houses depend on new products to survive. If you have confidence in your product, then be persistent, and convince them that people want your product. So why shouldn’t they?

We realize that many of you will be apprehensive when it comes to the idea of trying to get a catalog house to carry your product or service. But the bottom line is it’s a solid opportunity. You can’t waste their time with product ideas that won’t work in their catalog. You have to be professional.

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

The best selling results occur when a marketer knows the product that is being offered. You can make over $1,000 a day with your knowledge!

People can sense when you know your product or service well. When they feel that you know what you're talking about, they are more comfortable with you and will believe that you can help them. They feel that the marketer knows what he or she is talking about, and it helps to tear away the skepticism.

This can enable you to make more money. Some marketers are making over a thousand dollars a day this way, and you have the same potential as they do.

This type of marketer knows how a customer will benefit from the product and writes copy based on those experiences and perceptions. Direct involvement is the only way to develop creative, effective, and powerful advantages in a sales proposition.

Although the best book to sell to catalog houses is one you have written yourself, consider “Remainder” books that are left over from editions that the original publisher could not sell completely through bookstores and regular book wholesalers. You can buy books that sold for ten dollars for as low as fifty cents - or less!

These books sell cheap because the company is trying to get rid of them. Perhaps the company’s marketing plan was inadequate. Perhaps they didn’t locate their best prospects, or their advertising wasn’t up to par. Whatever the case, there are a lot of really good products out there that other companies don’t know how to sell . . . but you could!

Remainder books can make great bonuses, or you can sell them for big bucks. Since they are so inexpensive for you to pick up, they can make great free gifts, be it with a purchase or with inquiries. Since many of these remainder books are good products, though, you can also sell them for maximum profit. The choice is up to you.

Buying and then reselling remainder books is how to get a best-selling product for pennies - and sell it for dollars!

In your copy you have to have a few details about your product or service, but many people make the mistake of putting too much of this information in their sales copy. Remember, people like to have information on what you have to offer, but that isn’t why people buy your product.

Self-interest is the key. You have to focus on the self-interest of the prospect. What do they want? What do you have to offer them? What are the biggest, most powerful benefits your product has to offer?

Your copy should be focused towards them, not you! You can make two times more money by doing one thing with your sales letters, and that thing is focus on what the customers and prospects want, not what you want!

Many companies start out focusing more on information than they should, but when they learn about what really counts the most - the benefits that the product or service can really offer - they end up making two times more money - or more - than they had before! The same could happen for you!

Your prospects will be confused by not knowing what you really represent. The answer to these four questions can make you millions!

1. Who are you?
2. What are you selling?
3. What makes your offer better than the competition?
4. Why should I buy it from you?

You should always remember that it will take you some serious time and thought to develop your really great U.S.P. At first you are going to have superficial, pat answers to these questions.

My husband and I like to equate business and marketing to a game of chess. In a game of chess you can just start out as a novice, pick up the moves as you keep playing game after game, and, as long as you’re playing with someone who is more skilled than you, you can always get better and better. The key is to practice and continually search for answers.

These four questions work the same way. You should not ask yourself these questions once and then forget about them. You should keep asking yourself these things over and over again, always looking for a better answer. This is how you find your fortune in marketing with these marketing principles. The process of asking yourself deeper and deeper questions as you gain more and more knowledge and experience is how you develop the intimate knowledge you can use to get rich!

People resist salespeople, and they resist sales messages that are all puffed up. The customer doesn’t care if you're “number 1.” Many times such claims made by conventional advertisers backfire.

One sure-fire way to make your ad up to 300% more effective is to drive home the biggest, most important benefit your product or service has to offer the prospect. What can you provide them that can help them?

The more sincere you can make your message, the better you'll do. Give them a clear benefit that you know they want. The more you focus on them, what they want, and what you can give them, the better you will be able to gain their money.

We are all in business to serve customers and make a profit. The better you can serve the customer in most cases, the more profits you can make. You should be trying hard to serve those people, help those people, and give those people what they really want. If you do that well, you are going to gain loyal customers that will come back to you again and again and again for years.

Put yourself in your customers’ shoes. It’s all about them, not about you. Think about them. Try to think about them as if they were you. Try to become one of them. If you put yourself in their place, you will be able to write to their heart and soul. Speak their language.

Know what your market wants, and find a unique way to give it to them. This is how studying customers can flat out make you wealthy! The secret to getting rich is:

1. Selling enough products and services
2. At enough profit
3. To a large enough group of people.

That’s it. You don't have to go to college and get a degree. Simply get enough people to buy from you repeatedly at a high enough profit.