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Guaranteed To Increase Sales!

As a Publishing entrepreneur and by doing publicity for my clients, Ive spent years studying the art of selling. The techniques that follow arent difficult to learn, but they require discipline and practice.

Your most important skill as a business owner is your salesmanship. Having the best product or service means nothing if you cant get anyone to buy it, so to ensure the success of your business you must develop the ability to generate revenue salesman-ship.

Here is a brief outline of 13 techniques Ive developed for increasing sales:

USE THE PHONE Absolutely the cheapest, most effective, and efficient way to find customers is by phone. Yes, cold-calling. Write out a script for this before you call, so you dont sound vague. Introduce yourself, your company, the purpose of the call, and give a brief benefit of your product/service to the client. What will you do for his/her business? Be brief, to the point, and have 10 possible objections you might get, answered in your script. This way youre prepared for the customary brush-off. Always try to get a firm commitment to a meeting. This call is not to sell the client, its to get a face-to-face meeting to establish credibility and then to sell him/her. Would you buy from a voice on the phone? No. You want to see the vendor and listen to his offer.

SHOUT IT FROM THE MOUNTAIN TOP You should always be looking for new customer, and Ive found that giving seminars, teaching, guest speaking at trade shows and organizations, or writing an article for your trade magazine or business journal establishes you as an expert in your field. People like to buy from experts because it reduces their fear of making a bad decision. Everyone can overcome their fear of public speaking, so find the method that works best for you and do it. As a desperate step, join a Toastmasters group near you or take a night course at a nearby Adult School.

ASK QUESTIONS Most salespeople think that the first meeting with the prospect is the only chance to make a sale. WRONG! Before you go into your pitch ask questions, take notes, what are your prospects goals, challenges, etc. Helping a prospect solve a business problem creates a win-win relationship and closes more sales than you think.

AVOID PRODUCT DUMPING Telling your prospect all about your product/service before you know their needs is a mistake made by 95% of salespeople. This is an inefficient selling method and upon reflection, your client will lose faith in you. Ive met with clients on several occasions and left them with some advice and good feelings, but no sale and thats alright. Because in the future Im apt to get word of mouth referrals from them, which will outweigh what I might have made if Id simply sold them a service that wasnt an answer to their problem. Remember nothing adds more to your credibility than a referral from a satisfied prospect.

KNOW YOUR NUMBERS Selling is a numbers game, and you need to learn your selling ratios. How many prospecting calls do you need to get a meeting, and how many meetings to get a sale. This allows you to manage your cash flow by forecasting your sales. It also tells you how many calls are needed to increase your sales revenue.

In next weeks column well continue with the 13 tips which will cover Qualifying Your Prospect and Gaining Trust to name just a few. Happy selling!

 
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Women – Stand Up and Roar!

Remember that memorable song, “I Am Woman …”? Well ladies, women shoppers are a whopping 86 billion dollar segment of the market today – and it’s time to be recognized by the business segment.

Over the past 2 years, some California businesses have complained that state regulations and high utility prices make doing business so expensive that it’s nearly impossible to make a profit. The Colorado governor even takes personal trips to Silicon Valley trying to woo firms to move. It’s true that California has some of the highest costs of doing business in the nation, but no studies have shown that there’s an entrepreneurial exodus from our Golden State. In fact, I see more hopeful entrepreneurs every week wanting to start a business in California, and a good portion are women.

Joel Kotkin, an expert on the California economy at Pepperdine University’s Davenport Institute for Public Policy in Malibu, says that “Los Angeles and San Diego counties show more businesses are being created than shutting down.” In fact, many experts believe that our advantage is our proximity to the Asian markets, high-quality intellectual capital, and a strong tradition of start-up activity that will make California outpace the rest of the country in job growth. (I hope the experts are right!)

Regardless of what the experts believe or say, let’s face it – there are always those people who see only the “down” side of every situation. They constantly complain about the rain, and completely miss the rainbow that follows with the sun. Look, being an entrepreneur starting your own business is not for the faint-hearted! If you don’t go into it with your eyes wide open, expecting some bumps along the road, then don’t leave that salaried job with its benefits. I’ve heard so many people say, “I can’t leave my job now – I need the benefits.” They completely forget the benefits of having a dream, and working hard to make it a reality.

There’s been much “hype” and “blather” from governmental and financial quarters that if you want to start your own business and you’re a woman, a minority, or both – then you’re a “shoe-in” for loans etc. Don’t you believe it! A bank, is a bank, is a bank – and everybody seeking a loan must answer the bank’s 3 most burning questions. 1. How much of your own money are you investing in yourself? 2. What are your assets? And 3. How do you plan on repaying the loan? If you can’t satisfy the banker, then it doesn’t much matter whether you’re woman, minority, or vegetable the loan won’t be forthcoming.

Now I said all that to say, don’t let that derail your dream. Just keep on keeping on, and you’ll find out how it can be done. There are a lot of people out there ready and waiting to rain on your parade – don’t give them the chance. Let them rain all they want, you just keep on marching toward your goal. You write that business plan, your goals for the first year – and the second- and the third. If you can get over these first bumps in the road, then you’re on your way, as Dorothy said “Down the yellow brick road”.

Those businesses that leave for other states, are just leaving that much more of the market for you to tap into when you get started.

It seems that I’ve heard more “You can’t” than “Go ahead – give it a try” lately, and I just can’t understand why so many people are so anxious to shoot you down than help you along. I truly believe that if that was what our founding fathers would have heard, we wouldn’t even have a California in which to have a business.

I’m here to tell you that if you have an entrepreneurial dream there are only two questions you have to ask yourself. They are; 1. If I try it and fail, what’s the worst that can happen? And 2. Is that really any worse than if I don’t try at all? Go ahead – STAND UP AND ROAR!

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Success Secrets Still Valid

Author Michael Jeffreys personally interviewed 15 top motivational gurus in 1997 for his then upcoming book. After talking to gurus from Brian Tracy to Dr. Wayne Dyer, he distilled 8 Secrets to Success they all agreed upon. These secrets are still good today and are as follows:

1. Take 100% Responsibility for Your Life – In a society where people blame everything from their parents to the government for failure, those who don’t buy into this mentality or succumb to the “victim” thinking succeed. To blame something or somebody outside yourself is saying they have control of your life and not you. Someone else’s opinion of you doesn’t have to become your reality.
2. Live Your Life On Purpose – What separates motivational thinkers from the unsuccessful is that they believe they’re doing what they were put her to do. The difference between this and just living, is that the latter is just getting through the week with the least problems. But when you live your life on purpose, your main concern is doing the job right. For the entrepreneur this means finding a cause you believe in and building your business around it.
3. Be Willing to Pay the Price – Be willing to pay the price for your dreams. Wanting a big house, a luxury car, and a million dollars in the bank is all very nice, and everyone wants these things – but are you willing to pay the price to get them? This is one of the major differences between the successful and unsuccessful.
4. Stay Focused – Every day we’re bombarded with hundreds of tasks, phone calls, messages, and everyone competing for our time. Focusing requires giving up something in the present because you are investing your time in something that will pay off big-time down the road. Jack Canfield and Mark Hanson were turned by 30 publishers when they submitted the first “Chicken Soup for the Soul” book. Instead of giving up, they stayed focused on their goal and did four or five interviews per day for radio, TV, and newspapers, for five days a week for a whole year. Eventually, a small publisher decided to take a chance, and of course now it’s a best-seller that spawned an entire series that have sold more than 10 million copies.
5. Become An Expert in Your Field One striking factor all successful people have in common is how seriously they take their profession. They strive to be the best at what they do, and do almost anything to improve. If someone followed you around all day with a video camera at your business, would it be a tape you’d be proud of or embarrassed about? Make the decision today to work at being the best in your field. How? By finding out what the “best” in your field are doing, and do what they do.
6. Write Out a Plan for Achieving Your Goals – Write out an action plan/map for how you’re going to achieve your goals. Trying to reach your goals without a plan is like trying to drive from Los Angeles to Chicago without a map. A goal that isn’t written down is merely a wish or fantasy.
7. Never Give Up – Never, never, never give up. When you’re fully committed to achieving your goal, giving up is not an option. You must be willing do whatever it takes to make it happen. The power of perseverance is an awesome force. As someone once said, “inch by inch it’s a cinch”. Think of the lowly inchworm – if it pondered the length of the trip from start to finish before it started, it probably would never move. To a worm’s point-of-view, the garden path must look like a trip to Mars. Never give up! Keep on going like the Eveready battery bunny, and pretty soon you’re there.
8. Don’t Delay – Nobody knows how much time they have left to accomplish their dreams, and we must remember that we don’t have forever. The clock is ticking, and sooner or later your number comes up and you’re gone. Successful achievers know this too, but they don’t view it as a “negative”. Achievers use it to “spur them on”. They go after what they want as energetically and as passionately as possible, for as long as they have.

I had a friend who used to say, “Today is a check – cash it! Yesterday is an I.O.U. – forget it! Tomorrow is a promissory note, don’t bank on it!” I think that’s a pretty good summation of life, so go out there and cash in on that “today” check.

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Entrepreneurs In The Land of Credit!

No matter who you are, what type of business you’re in, or how long you’ve been around – we all at one time or another have visited the “land of credit”. It is vital to the reputation of your business that we learn some tips about credit and how to not let it ruin us. It’s a smart move, especially in today’s political and business climate, when credit laws are changing at what seems like minutes and not months.

“Old-school” business mentors have fostered the idea that a man’s word was his bond, but in today’s business world the majority of people are always assuming – and assuming the worst. Creditors, debtors or anyone that base their theories on assumptions are headed for failure, and yet it’s done everyday. When people fail to pay their bills on time, many creditors assume the debtor doesn’t have the means to pay the debt. These creditors will often set up an arrangement or lower the amount so that you can repay the debt. This is a step to credit repair, however it takes you to contact the creditor and apprise him or her of your situation.

Staying in contact with your payments each month can help you avoid bad credit and getting into such a situation. If you have several bills on hand and all the bills are pressing, it makes sense to pay off the debt that benefits you the most. After this is paid then you can set aside an amount toward the next debt. Once you follow this strategy it allows you to work your bills down gradually thus repairing your credit standing.

If you don’t have the funds to pay the entire bill, at least pay the minimum amount due so that you can continue using the service. Many debtors assume they are in debt and there’s nothing that they can do to resolve their problems, and this is the process of giving up on life. When we give up, it leads to stress and the answer is often right in front of our nose. Creditors are business people too, and if approached properly will usually try to work with you.

Of course making the wise decision ahead of the game is the ultimate solution to maintaining good credit. If you research the marketplace before coming to a purchasing decision, you’re well on your way to avoiding bad credit and credit repair hassles.

Many people when taking out a home mortgage loan are not aware of the options available to them. They’ll walk in the bank door, fill out the application, and accept the terms & conditions when offered to them. There are many families and individuals who filed bankruptcy because they couldn’t afford their homes anymore, and primarily because they didn’t take the time to check the marketplace first and search the options available to them.

Being informed and educated are two of the best tools offered to us. There are mortgage loans that offer overpayments and underpayments, and these loans include vacation packages and lump sum payments to the borrowers. There are also other loans available that offer low mortgage monthly installments and low interest rates with insurance policies attached that will pay your mortgage if you are sick, unemployed, or in an accident.

On the other hand, there are mortgage loans that have high interest rates, high mortgages and balloon payments attached. When balloon payments are attached to home mortgages it is almost guaranteed that in a few years you’ll be searching for a solution to repair your credit. There are many home lenders who will not tell you the truth about the variety of home loans available because they are making money and you’re a source of income. It’s important to scope the terms & agreements carefully, as well as reading all fine print on any loan contract before you sign. If you’re applying for a home loan and want to avoid bad credit, it makes sense to learn what the fees include and how much those fees are.

There are some home loans that offer an “acceleration clause”, which covers you if you miss mortgage payments. The lender will apply the clause by allowing you leniency providing you make payments the following month on time. This type of loan is great for avoiding bad credit, foreclosures, and repossessions. The marketplace is swarming with realtors and other sources that will help you get a mortgage loan affordable to you with benefits included, make sure to do some checking before you choose one.

Here are some tips about loans that we’ll all take out during our life:

1. Car Loans – When applying for a car loan it’s also important to research the marketplace before agreeing to any terms & conditions. Make sure you find the best deals affordable to you. In college I learned the secret golden rule of car dealers, and that is that most dealers up the fees on cars by 15%. This means that if you negotiate wisely with the dealer you can get a reduction on the vehicle up to 15%.
2. Credit Cards – A word of advice when applying for credit cards, stay away from cards that have fees attached and high interest rates. Avoid credit card offers that have upfront fees or offer a high line of credit for a fee.
3. College Loans – Always consider investigating student loans before committing your self to a personal loan agreement. You may be qualified for a student grant from the government if you take the time to research the opportunities.

In my next column we’ll delve deeper into this question of keeping a good credit reputation and solutions for repairing bad credit.

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KNOW THE SCORE
by Maureen Stephenson

Building Credit History

Building your credit history is important in today’s time, especially since the laws are changing. We are moving into a system that is making it difficult for us to get ahead unless we have excellent, or at most good credit history.

Credit is important to rent, obtain student loans, and apply for loans or credit cards, as well as getting jobs and especially for entrepreneurs wanting their own business. Nowadays if you do not have a major credit card, it is nearly impossible to make purchases at some areas.

Bad credit only leads to frustration and headaches we want to avoid. If you have bad scores on your credit report, it takes seven long years before the credit is cleared and ten years for bankruptcies to be removed from your files. Therefore, if you want to save yourself some headaches it is time to get started building your credit history.

To do this you have to keep constant watch of the activities on your credit report. To obtain copies of your credit report contact the three B’s. TransUnion, Equifax and Experian have updated copies of your reports. To find out more information go online to get the information needed to get your copies. After you review, your credit reports make sure there are no false claims against you on the report before you proceed to clear up your accounts. If you notice, any false claims make sure to file a dispute immediately with each credit bureau. You are protected under law and it is the credit bureaus obligations to investigate the claims and clear up any mishaps.

After your have cleared up any allegations made against you, your next step is knocking down the accounts on your credit report. It is time to save money, and start building a credit history. Building credit is essential for your future survival. You might want to start by applying for a personal loan or else a credit card. If you are turned down, ask a family member or friend to co-sign with you to get the loan or credit card. Make sure your family member or friend has established credit and their history is not delinquent.

Once you get the card or loan, make sure you meet each month’s installments. If you miss any payments the co-signers are responsible to pick up the tab. do not make enemies, pay your dues on time. After about six months of using your credit card or else paying on the loan you will have notoriety and able to apply for credit cards or loans in your own name.

After about one year, you will have built your credit if you continue this procedure and can then apply for a home mortgage loan or car loan. It depends on your income and age when bank lenders investigate your case to determine if you qualify for a loan. Therefore, if you are in your forties and just getting started building credit your applications will take longer for consideration. Getting started early is the trick to building a stable credit history. Now if you have a credit history already you want to maintain payments to avoid complications.

Once you establish a bad credit history, it is harder to get back on your feet again. The best solution for maintaining, building, or else reestablishing credit history is to keep a close monitoring system on your financial tabs. Remember, credit history is important to your future and nowadays everyone judges you by your credit.

Get What You Want in 7 Powerful Steps

In my most recent columns we’ve covered issues about improving your business and marketing, but today let’s start right at the beginning.

You’re really getting tired of the 9 to 5 “rat race” and are thinking about chucking it for your own business. All your friends keep telling you that you could do for yourself just what you’re doing now for your boss. Why shouldn’t you profit from your ideas instead of him?

You keep thinking about it because you know that you’ll never be financially where you want to be with a weekly paycheck, but what business would you start?

Before you pack in that weekly paycheck, this is the time to evaluate yourself and your future and it takes some real, down to heart honesty. You want to change your life for the better, so let’s start.

Did you know that you have the potential to do and be anything you want? People have different perceptions of the ideal life, and it ranges from obtaining financial freedom to as simple as owning a new pair of sneakers. Unfortunately, many fail to reach their aspirations because they can’t get a solid, clear picture in their mind of what they want.

Take the next few days and embark on a fact-finding journey that will be a life-changing experience. Get a pad and pencil and start with this first step:

STEP 1 – KNOW EXACTLY WHAT YOU WANT – Be specific in your passions, then focus all your efforts on that particular desire.

Those who always change their minds and those who give up easily when the going gets tough will never get anywhere. If you’re a bit confused and aren’t sure what you really want in life answer these questions:
1. What makes your heart beat with excitement?
2. What makes you happy?
3. What are you constantly thinking of day and night?
4. What do you want to do with the rest of your life?
5. What do you enjoy doing?
6. What are your obsessions?
7. What things make you jump for joy?

Write down all your possible answers to the above questions. Write down everything, no matter how silly or unimportant it seems. Put all your desires on paper that answers any of the above questions.

When that’s done, go back and circle five to seven items that interest you the most. Then evaluate and choose with your heart, not your mind, the one and only thing worthy to spend all your time and resources on and that brings out the best in you.

Now you may wind up with something like, “I want to play quarterback for the RAMS.” If you’re over 20 I’d say that isn’t too viable a choice, but you could do something related to football or sports. How about starting a sports publication? Or perhaps a sporting goods retail business, sports memorabilia business, or even a gym could be the answer. You can always read books and surf the net to help you in your search.

The most important thing to remember, no matter how “pie in the sky” it seems, is to USE YOUR HEART. Others may disagree with you, but you should be firm with what you really want. Others may offer comments or advice, but the final decision is always yours to make. You should concentrate on what you want, not what others want.

Remember you only get one shot at living your life. There are no replays and you don’t get to do it over. You may not do it right, but at least you’re doing it. Too many lives have been lived in quiet desperation waiting until – until they had saved a nest egg, until the children are out of school, until I retire, and they depart this life before “until” ever arrives.

Don’t go to sleep tonight without making a decision on WHAT YOU REALLY WANT IN LIFE MORE THAN ANYTHING ELSE.
Then spend a few days evaluating how to make it possible and make a living at it. Begin living every day as if it were the last day you had – never leaving anything to be done next week, next month, or next year.

There will always be bills, things will always break down eventually and need replacing, there may be storms and earthquakes and repairs – but there will only be one life for you to live. It can’t be put on “hold”!

The final outcome of your efforts may be in the future, but you’re living each day by taking steps toward that outcome.

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Become Your Own Personal CFO

Budgets and personal finances are not most people’s favorite topics, and certainly not one of mine. Even bank executives have problems in this area, but if you’re an entrepreneur so do you. You’re concentrating so much time on your business, your personal checkbook takes a back seat. Then one day you are met with the startling fact that you’re not saving enough for lean times and you panic.

Well, just apply your professional talents to the situation and become your own personal CFO. By using your CFO eyes on the situation, it somehow tempers the pain of dealing with your own money. To get started, here are 5 rules for treating your personal finances like a business:

1. Be Your Own Board of Directors. To make good decisions, you must know what you’re trying to achieve. In business, Board of Directors write mission statements to keep the company on track with goals. At home, it’s up to you to define your mission and make sure you’re fulfilling it by writing down your goals. Not just your financial goals either, but your “life” goals.

2. Know Your Operating Costs. Do you know what you spend every month on average? Businesses do because they base their budgets on historic spending patterns. Most people, however, don’t know what it costs to keep their lives running. You can make out detailed budgets, but find out at the end of the month that you haven’t stuck to it. So instead of doing a budget that dictates how much to spend, do a “cash flow statement” that records how much you actually spend each month broken into several categories.

3. Know Your Net Worth. Companies measure progress toward goals through balance sheets which list their assets and liabilities. Your net worth is your balance sheet where you list everything that you own. That means your checking and savings accounts, investments, car, house, etc. minus everything you owe. Track your net worth quarterly to make sure you’re moving toward your personal goals. Without this step, you might not see the impact of your money decisions until it’s too late.

4. Forecast Money Decisions Results. When a business makes important decisions, they use a process called “scenario planning”. They look at the possible outcomes of one choice compare to another. You can use the same process to make smart money decisions. For any choice, pick two options, and then look at what each answer would do to your cash flow and net worth. Remember, there are no “good” or “bad” choices – only choices that put you closer or farther from your goals.

5. Track Progress by Annual Reports. Just as companies assess their progress in their annual reports, you need to review your list of priorities every year. Have you accomplished any goals? Have your spending patterns changed? Did you spend less than you earned? Did you save as much as you planned?

You need to treat your money like you treat your business. Give it the time it deserves, because in the end the time you spend is really an investment in yourself and your dreams.

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The Online Sales Letter

When you have an online business you do not have the perks of selling your product in person. Therefore, your words are very important; they make or break a sale. Writing up a sales letter means getting into the minds of your readers. You should know who your customer base is, what age group, gender, etc. You need to use psychology and tactics that will draw your readers to buy immediately. Your sales copy should be captivating so that your customer is interested in reading through it, however long it is. Some sales letters are twenty pages long, but still keep the readers attention the entire time. The sales letter needs to fully describe the problem the customer may be having and why your product is the only solution. When you are writing your sales letter, you need to make sure your readers trust you and that your product is absolutely the best. Your sales letter should describe your product in detail so that the reader understands completely what is being sold. Some people add a claim that includes a number. For instance, you may want to mention how much money someone made after reading your product that gives away all the secrets to making millions. The sales letter should make the reader feel that there is a sense of urgency, that they must take action and purchase the product now. There may be a few slots remaining or eBooks left to sell, or there may be a certain time where the product will not be for sale anymore. Testimonials from excited customers whose lives have been changed will only guarantee sales. You want your order form to be visible and the price should have a strike mark through it indicating that there was a price reduction. Bonuses also entice the customer to purchase your product. A sneaky approach to selling your product is to state how many other web sites are scamming customers and how you as an owner were scammed too, which propelled you to create your product. All these techniques make an excellent sales copy with a lot of hours of tweaking the writing so it sounds perfect.
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Five Easy Steps to Staying Motivated

Motivating yourself to excel at your job or to be an example to your employees, should not be something you do only when the spirit moves you. Its an ongoing process that should include every facet of your business life. This means your mental attitude, physical well-being and appearance, work atmosphere, your interaction with others (clients and employees alike), and your off-the-job environment.

Motivational experts get paid big bucks to tell professionals, striving for success, that they must constantly examine these factors. How do you do that? Follow the 5 tips that follow, and watch the changes.

Maintain a Positive Attitude Lets realize that life is only 10% of what happens to us and 90% how we react to it. Were responsible for our own actions and attitudes, and changing them when appropriate. When youre around people/things that are uplifting and positive, you feel that way. You have more confidence in yourself, and know you can change whatever needs changing. If you can make your workplace such a place youll find happier workers and higher production. You might even find your employees look forward to coming to work!

Leave Personal Troubles Home – Everyone has problems, but they dont belong at work. Turn your attention and energy entirely to your on-the-job tasks. This will actually be good for you because youll get a mental break from your troubles.
Create Positive Affirmations – The reason for writing goals for your business is the same as creating positive affirmations on paper. What your eyes see and ears hear, your mind will believe. Try it! After youve written them down, read them aloud to yourself and do it every morning when you get into work. Youll be amazed at what happens. Come up with a set of new ones every month. Statements such as, Im an important and valuable person, or I know Ill make good use of my time today. Repeating them out loud everyday at a set time will help reinforce positive actions.

Make Sure Break Times Are Really Break Times – This is an area where most bosses/entrepreneurs fall down. You become so intense about the project or situation youre working on that you dont ease up. Thinking that itll be solved in the next few seconds, and then youll get a cup of coffee can lead you right up to quitting time. Regularly adhering to a specified break schedule, even if youre the boss, releases the tension. If you work on a computer this is even a greater problem because before you realize it youve been working in that same position for hours. The best answer to this is to set yourself a reminder on your appointment calendar for every 2 hours, and let the computer reminder chime send you the alert to move around.

Exercise, Exercise, Exercise – I know that lately it seems that exercise is the cure-all to every physical ailment or your love life, but despite that there is some truth to that ugly word. By exercise I dont mean that you should go out and join a gym and spend your lunch-time, 3-days-a-week there working out. What is really beneficial and workable is that at those chiming alerts from your computer, get up and walk around your desk or room. Maybe go outside and get the mail and enjoy the sunlight (if youre an entrepreneur that has a home office), or just get up and do a few stretches. Concentrated, tense thinking typing – plotting plans – or whatever your work, makes all those muscles tighten up and knot up. Then when we move we ooh and ouch because weve knotted up into a ball of tension. Periodic stretching, even at our desk, or just getting up and walking over to the window and getting a different view can help. One of the greatest disservice modern business dcor has done to us, is making our offices pristine, sleek, unencumbered spaces. There is nothing more relaxing than getting up from your desk and walking over to a peaceful, serene, seascape or pastoral painting and just drinking it in visually. Momentarily transporting your mind out of work and into that place does wonders. A few good paintings and less shiny chrome in offices would benefit us all.

It only takes a little concentrated effort on our part to keep motivated and productive, which leads to success. I know youre going to hate hearing this, but its true anyway and that is, WHEN LIFE GIVES YOUR LEMONS MAKE LEMONADE!

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HAVE 5,000 PEOPLE MARKET YOUR PRODUCT IN 30 DAYS

An excellent source for distributing your merchandise is by
“independent salesman”.

There are individuals who sell on their own and are always on the
look out for good items to carry along with their regular
merchandise.

The best way to contact them is through magazines such as;

Making Profits
6255 Barfield RD.
Atlanta, GA 30328

or

Money Making Opportunities
11071 Ventura Blvd.
Studio City, CA 91604

Insert a good ad in the Classified Section of one of these
publications, for example; “brand new opportunity! Independent
salesman wanted nationwide. For information, contact (your name
and address). You will find yourself receiving thousand of
replies and you can be sure these independent salesman will do a
terrific job of selling for you, as they make money on
commissions only.

Another way is to contact “Wagon Jobbers”
A wagon jobbers is someone who takes any number of products from
different jobbers or manufactures, puts them in the truck or
station wagon and travel along his “route” selling to people whom
he knows will buy from him because they are his customers.

They are excellent salesman, and when given a decent commission,
can do a terrific job of selling your products.

The best way to contact them is to rent a “wagon Jobber” mailing
list from a mailing broker, and then write a detailed letter
describing the product you want to sell and what kind of
financial arrangement or commissions you are offering.

The more people you get to sell, the larger your profits will be.

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A LOW-COST MARKETING SYSTEM USING YOUR MODEM

E-Marketing (or Electronic Marketing) has come to light with our growing
acceptance to technology. The affordable prices and the accessibility of
fax machines, voice mail systems, CDs and desktop computers make this
technological advancements key to new ways entrepreneurs can communicate
to and market products to their customers.

In this report, we look at the modem, a small inexpensive gadget that when
installed into a desktop computer, will enable you to set-up an electronic
bulletin board, send faxes with your computer, enable you to get on the
Internet, send and receive e-mail, and more…

The computer is now viewed as the most essential business tool available.
The only problem is, many businesses buy a computer just for the sake of
having one, with no plans as to how the computer will be used. Sure,
they start to type letters on it, maybe a few marketing documents, and
the customer list goes on it, but that’s the extent of computer use for
many businesses. Some don’t even get that far. Well, those businesses
are missing out on a valuable low-cost marketing opportunity open to computer
users who have access to any type of on-line service, using what is called
the MODEM.

WHAT IS A MODEM?

The word MODEM stands for MOdulator DEModulator, and it’s just a fancy name
for that small gadget that allows your computer to “hook-up” with the other
computers, using the telephone.

Modems can either be a card that is easily installed inside your computer, or
it can be an external unit. Basically, the only difference among modems that
you need to worry about is the speed. Modem speed is indicated by what is
called the BAUD Rate, which indicates the amount of “data” your modem can
receive or send per second. The most common baud rates for modems are 300,
1200, 2400, 4800, 9600, and 14,400. This report you are reading is approximately
25,000 bits. If you are using a 1200 baud modem, it will take you more
than 20 seconds to send or receive this file via the telephone line. With a
14,400 baud, it will take you less than 2 seconds.

With a modem and a “communications” program you can call up other computers
and communicate with them, including transferring programs and files.
You can communicate with individual computer users, or through BULLETIN
BOARD SYSTEMS, or BBS’s, which are services run by entrepreneurs.

ELECTRONIC MARKETING MARKETING WITH MODEMS….

With a modem, you will also have the ability send and receive what are called
email or electronic mail – that is mail sent and received electronically,
using the computer.

With a modem, you can also “access” large ON-LINE services such as Prodigy,
CompuServe, Genie, America On-Line, and others. These are basically huge
bulletin board services with enormous libraries of information materials
which are made available to you when you subscribe to their service.

With a modem, you can also access the Internet to do research, send
information (business) materials to other computers, play games, or even
go shopping.

Used effectively, modems can be a formidable marketing tool which can be
employed to send product and business information to large numbers of
prospects quickly (no real lead-time, other than message transfer) and
inexpensively.

If you don’t have a modem, by all means go out and get one! You can get a
modem card for your computer for as little as $50. You can even get one that
can also function as a fax for around $100 or less. Considering the benefits
you’ll get from having one, a modem is wide investment in this age of
computer telecommunications. If you already have a modem, but never put it
to use, now is the time to get started!

RESOURCES

Here’s a short list of computer services and BBS’s you should try with your
modem. You should be able to get phone numbers of BBS’s in your area by
consulting computer user groups.

America On-Line (703) 893-6288
CompuServe (800) 848-8990 (800) 695-4005

AUTOMATED E-MAIL AUTO-RESPONDER

You can rent an automated e-mail responder to send sales messages, ads,
and all types of business information to anyone with an e-mail address.
For more information, send at email to:

TO: infobox@gate.net
SUBJECT: box 100001

Or write to: INTERNET ADS
1859 N. Pine Island Road
Plantation, FL 33322