“The Eight Secrets {Plus 1} You Must practise to Ensure You Join The Multilevel Marketing Millionaires Club”
By: Axel Henriksen

“The Wizard Of wealth”

Eight Secrets You Must Know to Become an MLM {Make Lotza Money} Success

1. You Must Have Quality Products
If you’re considering joining a multi-level marketing opportunity, Look for a multi-level business that has, quality products with a good reputation. Never waste your time trying to sell anything that is not of excellent quality. Quality products are the starting point of your success in business. You can never build a long and lasting business on shoddy second rate products.

2. Look for Competitive Prices
Look for a company that has prices that compare favorable with the competition. Remember, nobody’s going to pay more for your product or service if they can get the same or equivalent somewhere else at a lower price. So check the price comparisons.Better still find a Unique or patented product that has no competition or comparision.

3. Demand a Money Back Guarantee
The company must offer a 100 percent unconditional money-back guarantee. In other words, the product must be so good and the company is prepared to stand behind it so strongly that they’re willing to give a 100 percent refund guarantee on anything that they sell. That’s a very good rule for starting and building any business.Now some companies have weak 30 day only guarantees and others will be prepared to offer 12 month guarantees to both it’s Customers and Distributors.

4. Carry a Small Inventory
There should be a small or zero inventory requirement for you to carry any stock. You should be able to get into a multi-level marketing business with very little money. Not more than a hundred dollars, you should avoid any programme that requires you to invest 1000’s of into products unless their is a Major benefit For YOU. Nowadays the best and most advanced companies drop ship every product directly to your customers door, I strongly suggest you seek out companies that can offer you that.

5. Keep Good Records
The company provides prompt delivery and efficient internal bookkeeping. A multi-level marketing business that’s well organized will be able to deliver your products within 24 or 48 hours for you to sell, or deliver to your customers. They’ll also take very good care of the books and give you accurate financial statements each month.The best companies today will have company websites and order tracking systems for you the distributor and your customers. You should be able to use these sites and to monitor your income and deliveries and in many cases for you and your clients to order products.

6. Seek a Strong Support Organization
This is perhaps as important, if not more important, than anything else. Look for a support organization that will offer you training, that will give you seminars on product knowledge, that will give you motivation, and give you opportunities for personal and business development. Many people who have started with multi-level marketing companies have gone on to be very successful in their own businesses because of the training they got from the multi-level company. If the company doesn’t have a training system, try to find a company that does.There are many varying levels of support and today the very best companies will have a very strong training bias and yet even more important is that you join with a TEAM that has a Proven System that they use with their new recruits to achieve Success FAST. In 2008 it will Vital that you are aligned with a TEAM that can provide you with the latest up todate marketing methods and if they are not online …FORGET IT!!!

7. Honesty is the Best Policy
You must require honesty and integrity. Make sure that the parent company has an impeccable reputation in the marketplace. Remember it has to be a company that you can be proud of. You should never have to make excuses for the company you’re working for. Honesty must also be From You to your Mentor and Coach so they can help You reach your goals.

8. Products Should be Consumable
Your Products should be consumable, leading to reorders and repeat business. You should try to sell a product that people use up on a regular basis, so that if they’re happy with it, they’ll continue to reorder and reorder and reorder. And once you get a customer, sometimes you can have a customer for years. Health products are some of the very best to sell as there are major trends pointing to a shift away from Drugs that only mask the symptoms to products that promote health naturally. Natural eco friendly cleaning products are another very desirable product today.There are products from every sector imaginable today so find a product should be easy …just make sure you do Your “DUE DILIGENCE” because most people get excited and join and then start finding out the “Things” they should have before joining.

Plus 1
Now once you have done all of that you must now do the things that are required for success:

1. Join the company of your choice.
2. Decide to be successful {Most people forget this step}
3. Do all of the appropriate actions to become successful
4. Create Momentum = massive action
5. Blockout your work time in your diary and actually Do the work at those times No matter what.
6. Remember that you must first learn the skills required to be successful before you have success, which means invest in your education every single day.
7. Never let anyone steal Your Dream Use Dream and Goal building Tools Daily.
8. Become an example that other want to copy.
Plus 1 NEVER EVER QUIT UNTIL YOUR ARE SUCCESSFUL-JUST FIND A BETTER WAY

EXTRA BONUS>>>Millionaire MLMers Never ever change companies because that never allows them to take advantage of the magic ingredient “TIME” which like compound interest only builds up over a very long and steady process…..if you withdraw to early or switch you lose it all and have to restart all over again…….Sometimes it maybe the only way due to Circumstances beyond your control????

Action Exercises
Here are two things you can do to put these ideas into action:

First, look for a product that you really like, will use and enjoy yourself personally. You can only sell something to someone else if your heart is in it. And if your heart is in it you will enjoy using the product yourself and have absolutely no problems in recommending that your closet friends and family should at least try it. Now this doesn’t mean you have to be in love with the companies Whole product range just one or two is enough and remember your customers may think differently to you? They may love entirely different products than you.

Second, look for a product that has something new or special that makes it different and better than any other similar product in the market today. The number one reason that any product fails is because it is not superior to and different from the competition.Now here the strange thing is , if a product is brand new to the market and unknown or has no track record , it can be very difficult to market. Best advise here is to find a company and product that has been on the market for at least 3 - 5 years and Never Ever get involved in a “Startup or Pre-Launch” because most fail before ever getting going!! Don’t waste your Most Valuable asset Your Time on The MAYBE, rather instead spend and invest your time on something that can actually produce results NOW!
“The Wizard Of Wealth”
Check out www.ezifinda.com and join the forums there.

“How You Can Effectively Market With Little or Zero Marketing Budget By Using Effective Networking - Get Business and Sales Sent Your Way”

BY Axel Henriksen

While satisfied customers may well be your best sales force, that doesn’t mean they’re the only sales force and certainly not until you have huge numbers of customers willing to refer you to new prospective customers. There are lots of other people out there who can send business your way if you make the effort to network with them and make it worth their while. The concept of networking and word-of-mouth marketing is a very hot topic in business today for one simple reason: So many people are starting small businesses that need to find other businesses they can work with for mutual benefit. That’s why you will find no shortage of business, professional or service organizations through which you can meet other people. The key is to pick them wisely, choose only one or a few organizations that will be good for business networking and ignore the rest. Otherwise you’ll be spending all your time meeting and socializing and not working. Marketing without producing any financial rewards is another surefire formula for bankruptcy. For those of you interested in the % that word-of-mouth marketing accounts for it is a whooping 78% of all sales made!Now that includes your customers and any other source that is prepared to recommend and promote you to their clients, colleagues, family and friends.All forms of advertising are losing out big time and advertising agencies are struggling to cope with the Downturn.

How do you decide whether or not to join any specific networking organization or go to its social functions? Let’s ask another and even better question ” Am I likely to meet people there who will buy from me or refer customers to me? ” If the answer is no, don’t go unless you have some other reason for going.

The world is full of professional joiners who never met an organization they didn’t like. They go to all the meetings. They hold offices and serve on committees and boards, and since they do all that free work, the organizations love them. Nothing wrong with that. It’s just that when you run a business as a Sole trader you can’t delegate your work to others while you go out and play social butterfly. Remember your goal is to grow your business and make a Profit and that’s why Your networking time needs to be marketing time. This means putting yourself in front of potential customers or people who will willingly send prospective customers your way. With that in mind here are six guidelines for networking with others mutual gain.

1. Look for businesses that complement yours to network with. for example, put a tax accountant, financial planner, estate planning attorney, stockbroker and insurance agent together and you have five people who can refer customers to each other endlessly. Similarly, a wedding photographer would find it profitable to network with caterers, jewelers, bridal consultants, florists, churches, synagogues and reception halls. When a customer buys from you, what other products and services is he/she likely to want or need? Those are the type of businesses that would be excellent ones for you to network with. This is finding YOUR SUCCESS TEAM or the HUB of your Prospecting Wheel.

2. Competitors can also be an excellent networking opportunity. Just because you go head to head with other businesses doesn’t mean that you can’t work together sometimes for mutual gain. Have you ever noticed how one airline will book you on another carrier if it doesn’t have a flight to the destination or at the time you want? Airlines have an agreement whereby they book business for each other in return for compensation. You may find it useful to work out such an agreement with some of your competitors. Or you may have an informal agreement whereby you refer one of your competitors to customers for no pay. I frequently refer other speakers to potential clients if I can’t do a date or provide the kind of service at the price the client wants. Other speakers do the same for me as well. You may be a Wealth coach and you might network with another Wealth coach because they maybe Specialist real estate coaches and you might be a specialist Business inhancement coach or a Lifestyle inhancement coach etc.

3. Before going to a networking function, prepare in advance. Bring plenty of business cards. If you want to be remembered, have your picture printed on your business cards and do something with your name tags that will attract attention {I always have my own personalised name tag with me when I attend these meetings-secret here I have different name cards for different events}. Also before going compose and memorize a brief memorable statement and unique sales proposition when writing the description. For example - if I were going to a networking function my description would be” I like to work smarter through my websites, cd’s, dvd’s and seminars. My latest work is focused on teaching people how to become financially independent working from home with out any staff or paying any wages. I know first hand that it can be done and I want others to profit from what I have learned.” You can also call this your “Elevator speech” it has to take no longer than 30 seconds to say and yet include what you do for your clients.prospects market etc.

4. Once you get to the meeting make good use of your time. Arrive early and leave late. That way you’ll meet more people. Don’t stand around and wait for others to come to you. Act like a gracious host. Go up and introduce yourself to others. Find out what they sell and what type of people they want to connect with. If that’s not you, do you know others who might be of some help to them? If so , pass their names along. Encourage others to tell you about their businesses and you will be remembered as a brilliant conversationalist. If you know someone who might be a potential customer for them, pass the information along. After you learn about their work, be sure to deliver the short message {your elevator speech} about your business to everyone you meet because you just never know who or what they know that can be of benefit to you. Exchange business cards and write anything you need to remember about them on the back of their cards. Don’t be abrupt, but try not to spend more then 10 minutes with any person. Remember you are there to market your business and to help others. The more people you meet the more chances of forming a few good profitable relationships.Now adays a lot of business cards have a message on the back of them {well so would yours if you were my client} that I always carry a small notebook to write down peoples contact information on, now sometimes i get them to do and other times I make the notes myself.

5. Be sure to ask for leads and referrals. That’s why you’re there. After describing your business to someone ask “who do you know - who?” and describe your typical customer. It might be that person or you remind him/her of some one who could be your next big customer. As you get leads, write them down and follow up fast as possible.And remember to mention the person that referred you as it is often a good ice break and it pays value to that connection as well.

6. Always remember the Great Law of Life: (What goes around comes around.) If you want to get referrals you need to give referrals. Reciprocity is the basis for all good relationships and it’s especially true in business. When someone sends a customer to you, acknowledge it with at least a thank you note. A small gift is even better and sending him/her a customer is better yet. Keep in touch with those you network with. If you see an article or item of interest to them clip it out scan and email it or fax it to them. Finally, When you refer a customer to a business make sure it’s a quality business. If The customer gets poor treatment, it’s going to reflect poorly on you.

*Note just collecting loads of cards and thinking that you are building a huge network isn’t TRUE networking, far better to collect less cards and develop more relationships whereby you are actively promoting each other to your broader client base..now there’s a whole other story “Joint Ventures” and we will cover that another day.

Remember” People Do Business with People They Know Like and Trust” Your job/mission is to make sure that is YOU.

————————————————————-

About the Author: Axel Henriksen, Chairman, is The Owner of Axelhenriksen.com Web-Site-wizards.com. Millionaire-makers-international.com.

Master Licensee of Myprofile Online Psychometric Testing. Axel has 45 years experience in Manufacturing, Financial Planning, Sales, Copywriting, Certified Coach.

http://www.copywritingwizards.com

http://www.onlineofflineinformationmarketing.com

I first figured out Success Principle #7 when I was 10 years old.

At that time in my life, I was rehabilitating from a Still’s {a form of Arthritis-Childhood} which stopped the lower7 of my vertebrae from growing and I experienced a whole lot of pain when competing in my school sports.

One day while doing my exercises and lifting some small weights to strengthen up my body, looking up at some dumbells I was pressing, I realized that it was only during the most difficult of repetitions, that muscle would actually be stimulated enough, to be broken down, in order that it could later on be re-built and grow back even stronger.

YES! This is how you build muscle in your body.

Give it a challenge. Make it work. Let it rest. Come back stronger the next time, after proper rest and nutrition and stimulate it once again during performance.

Do this over and over again, day in and day out, for weeks, even months at a time, and you could build a championship physique. Well I sure did

Do this with your MIND, and watch the same thing happen!  This was most important for me

When I began applying this concept to my networking business, I realized that it was only when doing the things that caused the most challenge, that I actually grew. Funny that

You see, character is never developed when sitting on the beach drinking a  beer or other AlcoPops.

It’s during the rough times, the most difficult of times and the times when it would be far  easier to quit, but you don’t, that you develop that special quality that inspires people to want to be with you, be around you and be a part of your business. You show your true character

So Success Principle #7 is this:

“There is never a traffic jam when you go the extra mile.”

Take the open lane as far as you possibly can, until you just cannot go any farther, and then, go a little farther.

Remember, your body does what you mind tells it to and not the other way around.

It’s doing the exact opposite of what would appear to be easier, that makes the biggest difference in your success.

This is what is called discipline.

It’s true! Real champions are made “outside” the ring.

However, it’s going that one extra lap of the track when you don’t think you can, that puts you in the upper echelon of sportsmen. Duh Rocky 44 2/3rds

Making that one extra call. Reaching out to just one or two more people, when you think you’ve had enough.

Making just one more call before you wrap up for the night.

And doing it again. And again. And again. “Oh Boy Consistency” and “Persistency”

Stretching yourself farther than you ever have. Just one more repetition. Just one more dial of the phone. Just one more approach, every time you sit down to prospect and build your business.

Hey, even add another prospecting session to your day, every day for the next 90 days and then tell me this doesn’t work!

Apply this Success Principle along with all the others and I assure you, that you can be well on your way to whatever level of success you came here for.

Success Principle #8 will arrive next week.

Until then…take your game to the next level…to the top!

Axel

P.S. Don’t be in the dark any longer about how to connect with people and lead them through your marketing system. Discover the most important factors in your being able to enroll people into your organization at will.
Pick up a copy of MyNetworkSuccess and get better bonus checks!
http://www.myprofile.com.au

How to work with Gen Y “faults” to recruit and manage better

A SmartCompany survey of employers has found that most believe Gen Y can’t spell and they don’t understand what is appropriate behaviour at work. Others are working around their faults by adapting their recruitment processes and management models - here are their tips.

SmartCompany’s survey, conducted with Roy Morgan Research and Dun & Bradstreet, involved 315 SME owners across the country. An article on the SmartCompany website shows the survey found almost 70 per cent of them are dissatisfied with Gen Y’s spelling and grammar, and their failure to act “appropriately” in corporate environments.

They were more ambivalent about Gen Y’s communication skills (48% dissatisfied), and more positive about their technical skills (37% dissatisfied).

The employers were much more aligned in their perception of Gen Ys being more “demanding” than others when it comes to advancing their careers (90%) and getting the latest high-tech gear (94%).

Communicate with technology

Despite the general negativity reported in the survey, some employers have accepted their “faults” and found ways to work around them.

Simon Trewin, who owns Tasmanian-based café and catering company 4lunch, says he takes advantage of their aptitude with technology to communicate messages they would otherwise ignore.

He says Gen Y won’t pay attention to a memo on the noticeboard at work, but they’ll read a text message containing the same information.

He says: “We did the same when we were looking for new staff: we sent texts to all staff and offered them a movie ticket for every person that applied and although we had far less applications than if we had an ad in the paper, it was a lot cheaper and more of them were qualified and ready to go.”

Trewin adds that Gen Ys get distracted very quickly, but this has a positive flipside - they’re very quick on the uptake and take change in their stride. He ensures he moves Gen Y staff around different parts of the business, which has the upside of meaning that they can cover for others in a pinch.

Top 10 tips for managing Gen Y

Another survey participant, Margaret Kirby from recruitment firm the iGroup, says Gen Y are high maintenance and have “a degree of ‘ADD-ism’”. She says to keep them on track, they need a huge amount of training and constant feedback.

Her top 10 tips for recruiting and managing Gen Y are:

1. Retention starts with recruitment. “Gen Y candidates are interviewing you just as much as you are them. Be upfront about what differentiates your organisation, how your people have developed and progressed and what future opportunities are available to them.”

2. Be flexible. “Work/life balance is vital to Gen Y individuals. Develop a flexible work/life plan that suits both them and the company and acknowledge their interests outside of work.”
3. Provide the ‘why’. “Put the Gen Y job in context. Provide them with the big picture and then narrow it down to demonstrate the important part they each play in contributing to it.”

4. Provide regular and constructive feedback. “The once-yearly annual review is not enough for Gen Ys. They require and seek constant feedback and more involved management.”

5. Set clear career paths and determine goals. “Set realistic, time-bound goals and make it clear that achievement will equal promotion. Then make a plan with the employee and monitor their progress.”

6. Coaching and mentoring appeals to this demographic. “Gen Ys have grown up in the era of self-help gurus and a culture of ongoing personal development. Offering coaching and mentoring will demonstrate that you’re in touch with their needs.”

7. Salary, salary, salary. Part of the attraction of a job for Generation Y is the lifestyle it will afford. When setting their salary, make sure you outline financial and professional milestones that they can achieve. Make it clear, however, that more money means longer hours and adjustments to their work/life balance.”

8. Develop an organisational culture that includes everyone. “To most Gen Ys, an inclusive culture is one that rewards individual achievement and promotes on merit rather than tenure. It’s important not only to create a good working environment, but also to encourage flexible working arrangements.”

9. Watch your words. “As a manager of Gen Ys, it’s important to lose the ‘command and control’ leadership style and use more emotional intelligence. Gen Ys are happiest when will feel they are being listened to and respected, and in return, they perform better.”

10. Practise what you preach. “The more you walk the talk, the greater trust and loyalty you will build with Gen Y. Be certain to follow your words with action. If you disappoint them, you will quickly lose their respect.”

I’ll never forget what one of my first sponsors said to me, just moments before I was to walk across a stage in front of over 3,500 people to collect my first high 4 figure check.

I was 36 years old. It was 1984.

I had a big ego, a Lot of property and Share investments but a really small amount of cash in my bank account.

I had lots of confidence, but a lack of knowledge of how to do the MLM biz.

On the outside, I looked like I had it all together. Calm, cool, collected.

On the inside, there was a vicious tornado ripping right through me.

I wanted to be successful, yet I didn’t think I deserved it.

I wanted to be at the top, yet I didn’t think I knew enough YET.

Yes, I made hundreds of calls per week, reached out to people everyday, did seminar selling of my TEAMS prospects and even got Many of them enrolled in my business.

Had some checks coming in. Thought I was right there on the verge of easy street.

I knew that I had lots of learning to do. Lots of up skilling in terms of self belief in my ability to do this MLM thing. Lots of disempowering emotions to let go and move away from.

So, my MLM cheques went out faster than they came in.

I could earn some MLM money, but couldn’t keep any of it as I spent it advertising and other costs.

So the tornado picked up more speed. Not only was I in negative emotional balance, but now was more confused than ever.

Why wasn’t I becoming successful? I had these results, but no real success.

Even when I did get people started, they only stayed a short while, made a few dollars and then they disappeared. Vanished.
Gone.

In one door and out the other. Nobody stuck. Nobody wanted it as badly as I did. Nobody wanted to work with me well thats not quite true I had a few that hung around and did the minimums to make themselves a small cheque. And I thought That I was the inventor of “The Revolving Door Method”

All of my income, was based on my own efforts; nobody else’s.

So I’m about to get up in front of 3,500 people to collect a check that I didn’t think was a true representation of effort that had to be put in, in fact I couldn’t think what to say to the crowd as I was thinking, for this amount of effort I deserved way more. I froze. My muscles tightened up. My heart raced. Sweat pooling up under my shirt. I couldn’t even hear.

Here I was, a young guy with lots of energy, doing, doing, doing.
Going, going….almost gone.

And when it was time to receive some recognition for my efforts, I checked out. Lights on, nobody home. Zombie. Lost all touch. Now this wasn’t like me because I had done loads of speaking to large crowds in my other businesses.

My sponsor, who was standing behind me in line, could see what was happening.

He leaned over and gave me some advice that I’ll never forget.

These words he whispered in my ear have become Success Principle #6.

I’ve lived by them ever since. They have changed my life in so many ways.

I apply them when I prospect, when I do a training call or speak in front of thousands of people.

I apply them when I have to do something that I don’t want to do, yet I know I must.

I apply them when I have to clean up a mess I’ve made in any area of my life.

And every time I remind myself of Principle #6, I succeed.

Perhaps these words will do the same for you.

But you must apply them in every situation that brings you to the same state of fear that I felt that night in front of all those people.

My sponsor told me, Success Principle #6:

“Do the uncomfortable, until it becomes comfortable.”

YES! That’s it. “Do the uncomfortable, until it becomes comfortable.”

When I first heard those words, instantly, I had this vision come to me of myself walking across a stage, speaking to thousands of people, and being good at it. Being comfortable. Being in a state of peace. Being in my own power and not giving any away, to fear.

It was a feeling of knowing and trusting that if I just did it once, that the next time, it would be easier. And the time after that, it would get easier once again.

And eventually, by doing the uncomfortable, it would become…
comfortable.

And you know what, it worked.

And it will work for you too.

If you are willing to live by these same words.

Easy to do? YES!

Easy not to do? YES!

Only you can make this choice.

I know what I did.

I know what successful people do.

Remember, in the beginning, every master, was once a disaster.

Do the uncomfortable, until it becomes comfortable.

This is one principle that will absolutely, take you to the top!

Go for it.

Do it now.

Success Principle #7 will come by this time next week.

Axel

P.S. Imagine doubling, tripling or even quadrupling your Prospecting results. This is what you can expect when you own a copy of MyNetworkSuccess. Go from dark to light, cross the abyss and into the land of prospecting success. Listen to a sample of the cd here:
http://www.MyNetworkSuccess.com

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~~ The Outstanding Results in Marketing ~~

Leading Small Business Marketing Newsletter

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Welcome back to Outstanding Results in Marketing!

In this issue:

The best kept secret of making more sales by collecting customer names - revealed!

1. Golden Rule #15 of Successful Advertising.

2. Master your Salesmanship in Print and get more sales!

Business Booster #4

3. “I spy with my little eye - great marketing ploy” Even the “big” guys doing this.

Word count for this issue: 2,045 Approximate time to read: Less than 8 minutes. ========================================================
1. Golden Rule #15 of Successful Advertising. ========================================================

Don’t listen to opinions and advice from well meaning friends, family and business associates. Time after time I’ve seen a perfectly good advertisements being discarded because someone close to my clients said “Oh, I would never read that” or “This would never make me buy”.

Here’s a golden piece of advice. Don’t listen to anyone who hasn’t proved to you they can sell better than you or I can. Test the advertisement instead - you’ll make a lot more money that way. Well meaning advice is a dime-a-dozen. Don’t let it cost you thousands!! =======================================================
2. Business Booster #4 - Master your Salesmanship in Print and get more sales. =======================================================
According to Australian Marketing Guru Mal Emery it’s much better to get someone else to interview and ask the questions. These questions usually lead to other valuable questions but the questionnaire is the “meat” of the interview-it brings out most of the major elements you’ll need to create a winning advertisement or sales letter. The more research you do, the better your advertisement will be. In fact, your advertisement or sales letter will practically write itself if you’ve done your homework.

All good print advertisements and sales letters are “salesmanship in print”, and since ad writing is basically “salesmanship in print,” why not get in touch with the top sales people in your organisation? Then interview them thoroughly and have them sell the product or service, right then and there over the telephone, with your tape recorder going! Yes, that’s right-interview the top 3 or 4 sales professionals in your organisation and this will confirm many of the sales points and benefits of your product, and also reveal other things you that you most likely haven’t even thought of.

Let me tell you something . . . some of the very hottest copy you’ll ever write will come right out of the mouths of your top sales people {assuming that you do have a sales force}. And if the top sales person is you, then you must do the following:

-> Record yourself selling to 3 or 4 customers;

-> Take all the Recordings where you actually “closed” the sale, have them transcribed, and that will be the basis for your copy!

Now, please understand . . . your job’s not finished by a long shot, but a good portion of your copy might be taken directly from those sales interviews. Sure, you’ll have to add a headline, testimonials, the close, and other things like that - things that work well in person, but don’t translate clearly onto paper.

But a good chunk of your copy is written! 90% of the time, the transcript of the salesperson’s interview hits “spot on” the desires of the target market you should write to. Even if nothing else comes from doing this, at least it gives you a great start on your advertisement.

If you’ve studied advertising at all, chances are that you’ve come across the ever-popular procedure for writing ads: the AIDA procedure. Each letter in the procedure stands for a key word:

A = Attention: Get your prospect’s attention.

I = Interest: Arouse your prospect’s interest.

D = Desire: Intensify your prospect’s desire.

A = Action: Get your prospect to take action.

In general this formula is useful and good. It’s been used successfully for several decades and anything that’s lasted that long must work well. But, like I’ve mentioned before, today’s buyers (whether business or consumer), are more sophisticated, more suspicious, more skeptical and basically just plain not as anxious to buy from just anyone, anymore. We’ve all been “taken” one too many times. That being the case, we’ve got to let go of the old formulas for creating advertisements, and come up with new, powerful, proven formulas for advertising success. So, let me introduce you to the AICPBSAWN formula of one of America’s best copywriters, Brian Keith Voiles, a man who charges a minimum of $10,000 for an advertisement or salesletter!

The AICPBSAWN formula is more of a procedure and I call it a formula because when you combine all of the existing elements, they become something greater than they are independent of each other.

Here are the different elements of the procedure - in order of how they’d appear in your advertisement or sales letter:

-> A = Attention: Say something that gets your prospects attention; what’s the biggest benefit he gets from doing business with you, or what’s the biggest problem or frustration you can solve for him
- and what’s unique about doing business with you over any of your competition? (Headline, picture with caption, opening paragraph, opening statement, unique selling advantage, etc.)

-> I = Interest: Tell them the reason why they should be interested in what you have to say. (Your offer, answer to WIIFM (What’s In It For Me?), most powerful benefit, a benefit they can’t get anywhere else, your unique selling advantage, etc.)

-> C = Credibility: Tell them the reason why they should believe what you’re saying is true. (Success stories, case studies, testimonials from people who are like your prospects; and testimonials that focus on benefits - endorsements from “celebrities” of your target market, and other credibility builders, etc.)

-> P = Prove: Prove what you’re claiming is true through the use of more testimonials, facts, figures, etc. (This can be tricky!)

-> B = Benefits: List all the benefits they get for doing business with you. All of the benefits should be framed to show your prospect what’s in it for them. Remember the differences between a benefit and a feature! (This section of your ad will usually be bullets . . . loads and loads of bullets, sub-heads, etc.)

-> S = Scarcity: Tell your prospect that what you’re selling:

- is available only for a limited time;

- is available at a discounted price for a limited time;

- is available with all these free bonuses for a limited time;

- was produced in small quantity;

- there were only 150 copies printed, and if they want one they’d better act now, etc. etc. etc.

By creating scarcity, your prospect begins to think, “Gee, I’d better buy this before it’s too late!” which is exactly what you want them to think. One important thing to remember when using the scarcity tactic is that the scarcity must be real, and it must be perceived as real. In other words, be honest. Scarcity only works if you’re using it honestly. Whatever approach you take to positioning your offer with scarcity, make sure the scarcity is actual and factual:

-> A = Action: Tell them precisely what actions they have to take (buy what you’re selling) to get the benefits they want to enjoy from your product or service. Assume nothing! Don’t assume that your prospects are smart enough to know how to pick up the telephone, fill out the order form, fax the order form, etc. . . . you’ve got to tell them exactly what to do to order.

-> W = Warning: Warn them what will happen to them if they choose not to take action. Tell them very clearly, and in no uncertain terms what benefits they’ll be missing out on if they choose not to take action. Make them really feel the pain of remaining in the situation they’re in, if they choose not to buy. I call this the “Status Quo Syndrome”. If your product or service really delivers a solution to your prospect’s challenges, frustrations and anxieties (and it should), then it’s your duty to do everything you can to get them to order - so you can benefit their life and solve their problem(s). Right? Right! So remind them of the status quo of not taking action.

-> N = NOW! Make sure you have a powerful offer that motivates them to take action now. Don’t let them put it off. If you do, chances are very strong they won’t order from you (at least not from this ad/mailing/ contact). It’s not guaranteed to make you money every time you run an ad. Obviously you’ve got to do your research, and you’ve got to have the talent to create each part of the procedure . . . that’s where the entire first two sections come into play. ========================================================
3. “I spy with my little eye” ========================================================
Become aware of your customers for two main reasons. You can sell them more and I bet you remember that it’s 5 times easier (and cheaper for that matter) to sell to your existing customers then to sell to the new one.

The first step will be to develop a form to collect your customer names… see if these big shots are doing this - you at least should consider same (it’s always cheaper to piggy back on someone else promotion after they have spent thousands to prove that it works - I mean replicate!)

Check This form out here:

If you are already sitting on the gold mine and not mining it to it’s full capacity, but chasing these illusionary new sales, wasting your advertising dollars in process…STOP NOW! And learn from experts

Now, once you have captured their details - your goal would be to sell them, right? Not only you can approach them with special offers, etc but you can maximise your sales opportunities by giving them something like this:

What if you don’t have database and suddenly become enlightened with the fact that you need to get one fast, or ELSE? Well don’t try conventional advertising as you surely will waste your money. Instead use the direct response approach. Good example can be found bellow:

More to come. Stay tuned, sell more, prosper and most importantly - have fun! ===========================================================

In Next issue:

1. Golden Rule #16 of Successful Advertising.

2. Business Buster #5.

3. More of “I spy with my little eye”