So kick back, get comfortable and enjoy the following information. And then apply this info on your next promotion and watch your sales soar.

Look, I may sound like a broken record but I’m going to keep saying it. As a marketer, you’ve got to know why your customers buy.

What motivates them?
What do they want?

You see, it’s never about you - it’s never about what you’ve got to sell.

It’s all about them, your prospects and what they want, need, desire and so on.

And once you get this and really understand this concept, selling is gonna get a hell of a lot easier for you. I’ve got a big sign on my wall over the top of my monitor.

It reads: Sell the Concept, Not the Product!

So what does that mean?

It means, instead of trying to flog your product or service with logical reasons, try selling the feeling that your prospect gets when she owns your product.

Sell the end result.

Sell the outcome that your prospect gets from using your product.

So, if you’re selling a diet book, don’t sell the techniques used in the book. Don’t sell the boring recipes. Sell quick results.

Sell her on the outcome, losing weight. But more than that; take her into the future.

Hold her hand as she walks into her favourite clothing shop. Guide her as she buys that new pair of jeans, you know, those special ones, the jeans she’s been scared of getting because her thighs were too fat.

Sell her the feeling of trying them on, of looking in the mirror and seeing how they hug her firm behind. Let her see this, let her feel this; let her imagine the admiring glances as she walks down the street.

Can you see the difference?

Instead of selling boring old recipes you’re selling a completely new lifestyle!

Okay, just understand that people buy for many reasons and most of these reasons haven’t got anything to do with your product.

People buy for their own reasons, not yours.

And the more you know about what makes people tick, the better your business is going to be.

So I’m going to help you out here and give you eight of the many motivational buying triggers to get you started.

Eight reasons why people buy.

Your job is to try and incorporate some of these buying motivators and the emotions behind them into your product or service.

1: More Money.

People want more of it. They may want to start their own business, get a higher paying job or invest in real estate or the stock market.

Greed is a powerful motivator.

Greed is what starts wars and each and every one of us, to some degree, possesses this trait.

And what about you?

Do you want more money? Then simply
Click below and get started.

www.emotionaladwritingletter

2: Save Money.

We all want to save money right?

And we all like to get a bargain.

3: Save Time.

People are rushed and they want to save time.
They may want to work less and spend more time enjoying life.

4: Look Better.

People want to look better. We’re a vain bunch aren’t we? We want to lose weight, tone our bodies, or improve our facial features.

We just want to look good.

5: Live Longer.

People want to live longer. We may want to get in shape, eat better or gain extra energy.
We’re all searching for the magic pill.

6: To Be Loved.

People want to be loved. We crave love.
It’s a basic instinct that we all share.

7: To Be Popular.

Here’s another basic instinct that drives people.
Most people yearn for popularity; to be noticed.
Don’t neglect this one in your pitch if it’s appropriate.

People love to be popular and to look better than everyone else. And many people never get this; never get the recognition they think they deserve.

Your job is to give it to them.

8: To Gain Pleasure.

They may want to have a holiday; they may want to satisfy their appetite for exotic food or sexual desires.

We want to be spoilt and pampered and made to feel special; to enjoy the good things in life and have some fun.

Okay, that’s eight motivational triggers you can adapt and use. Here’s how to use one of them.

Let’s say your product’s main benefit is that it saves time. Well then it’s your job to sell the benefits of all the extra time they’ll have.

Not the product.

You emphasise in your copy all the things she can now do with that extra time.

Lie on the beach, spend more time with the kids, or take up that correspondence course she’s been putting off.

See how your copy is now about her and not your product?

You’re not going on and on about this feature and that feature, or how long you’ve been in business.

No!

You’re coming out and telling her she can now spend more time with her kids if she gets your product! And that’s one hell of a difference!

You see, your prospects are selfish; deep down we all are. Now don’t get hung up on this; just accept it. I’m not here to change the world or see things how I want them to be.

As a marketer, I can’t afford that luxury.

And nor can you.

You’ve got to see things how they are. And that means being aware that your prospects are selfish little creatures and are concerned only with things that directly affect them.

This means:

They don’t care about your grand opening

They don’t care how long you’ve been in business

They don’t care that you’re a nice guy or gal

Unless you can show her how this affects her and how she can benefit from your claims; then she might listen.

So, will she save money at your grand opening with all your opening day, special prices?

Will she save time because of your great parking?

Will she gain pleasure from your products?

Yes?

Then make sure you mention this in your copy. Benefit after benefit after benefit; all piled one on top of another.

That’s how you get `em interested in what you’re selling.
And that’s how you make the sale.

Because it’s always about them - never about you.

Dedicated To Increasing Your Profits!

Pete Godfrey

Three More Ways To Make Your Offer Irresistable

In you previous Success Marketing Strategy I gave you four tips that you can employ in order to create successful offers.

Let’s quickly review them:

#1: The offer must be clear

#2: The offer must be a good value

#3: The offer should either involve a discount, a premium, or preferably both

#4: There should be a logical reason for the offer

There are three other tips that I know that when used will strengthen your offer which I will give you now:

#5: There should be a reason for immediate action - expiration dates, limited availability or a bonus for fast response. These all work well in creating a sense of urgency on the consumer’s part.

#6: There should be a strong, clear, direct call to action. Tell the person exactly what you want him to do. Do you want him to pick up the phone and call? Go to a website? Come in to a business? When? What will happen when he does?

Here’s a good call to action, for example. Cut this coupon out of your newspaper. Bring it in to any of our locations any day of this week from 8:00 am to 8:00 pm. Take it to the cashier at the counter; she’ll give you your free travel alarm clock a gift for just coming in while the supply lasts. Then feel free to browse through our unique travel store. Take advantage of the huge mark downs and sale prices and get a second travel clock free with any $50.00 purchase to give to a friend.

#7: Consider mentioning or even emphasizing your guarantee. Guarantees are not tired, not worn out - they still work. They’re still important to people. If you offer any kind of guarantee I think it ought to be an integral part of all your advertising.

These seven points are the keys to creating successful offers for just about any type of product or service. In the next Success Marketing Strategy that will arrive to you in just a couple of days I will give you some ‘idea starters’ as a quick list of possible offers for all sorts of businesses.

Dedicated To Multiplying Your Income,

Dan Kennedy

How To Stimulate More Business Part 3

We’ll pick up with going down our list of seven strategies that can help you stimulate new business, increase business from existent customers and build repeat business. Let me remind you that, you may not be able to use all of them in your business but you can certainly use some of them.

In your last Success Marketing Strategy, I spoke about the first five

1.A Frequent Buyer Program
2.Discounting
3.Premiums
4.Packaging
5.Prepay

Let’s continue this discussion with the last two:

Six, the acceptance of major credit cards. Every business should accept MasterCard, VISA, American Express, Diners Club and now the new Discovery Card. Of course, retail stores, online marketers, and restaurants almost have to honor these cards but just about any business can.

I’ve talked doctors, lawyers, hair stylists and other professionals to accept these cards and use them to increase their business, implement price increases with less client resistance and reduce collection problems. This really is a simple thought process. The easier you make it for the customer to buy and the more payment options you offer the customer the better.

Seven, regular mailings to past and present customers or clients. I think the single most effective marketing strategy that any business can use to build customer loyalty, to retain customers and to stimulate more frequent purchasing by customers is the publication and distribution of direct mail.

I’ve often found that a monthly newsletter is an extremely powerful, cost-effective marketing method. When you keep in touch with your clientele with your own newsletter you do all of these valuable things.

#1: You create a habit on the part of your customers. They expect to receive your newsletter and they get in the habit of reading it.

#2: You stay on the top of the consciousness in your customers minds.

#3: You can pass along useful information and ideas that your customers appreciate.

#4: You can continue to demonstrate your expertise in your field.

#5: You can stimulate word-of-mouth advertising. And

#6: You can advertise sales, special offers, new products, new services, new locations and so on in your own publication.

Accountants, attorneys, dentists, chiropractors, medical doctors - these professionals have learned how effective this idea is and many of these professionals put out their own newsletters on a regular basis but this same exact same idea could be used by many different types of businesses.

The beauty parlor could put out a newsletter on skin care, beauty and fashion tips. The restaurant could put out a newsletter on local entertainment, recipes and shopping tips. The office equipment company could put out a newsletter on management and efficiency tips. The online marketer can put out an online newsletter to their subscription list for little or no money.

Now that you know the seven strategies that can help you stimulate new business, increase business from existent customers and build repeat business, you need to give some thought into how to use them effectively.

I’ll be covering that topic in your next Success Marketing Strategy in just a couple of days.

Dedicated To Multiplying Your Income,

Dan Kennedy

Announcing! An Easy Guide to the Eight Best Ways to Still Make a Fortune from Scratch in Australia and New Zealand Today

If you really want to have the odds stacked in your favour, identify the areas of ‘highest probability’ and concentrate your efforts there!

High Probability Area of Opportunity #1

Own and develop an extraordinary business.
It is my opinion that the best way to make a fortune is to own a business. And the type of business you choose will determine the speed with which you achieve your goal. However, there is one area where I differ from most when it comes to owning a business and that is - I believe you will never make anywhere near as much money owning a business as you will selling a business.

It’s not so much lateral thinking that will propel you towards success in business, as being able to recognise a successful business opportunity and model it. I would much rather be a wealthy copier than a broke original thinker.

High Probability Area of Opportunity #2.

Be exclusive and have control of your product.
Massive wealth is most often linked to exclusive ownership. Simply, if someone else has control of your destiny, they can change the economics of your business, alter your marketing rights, impede your creativity, sell the parent company or otherwise unexpectedly interfere in your business, you don’t really own your own business.

High Probability Area Opportunity #3

Serve Serve Serve
This particularly equates to the Baby Boomers born 1945 – 1965. They represent the greatest single opportunity any one of us is ever going to be fortunate enough to encounter. They will earn more and spend more than any group of people in the history of mankind!
Most of the jobs being created in Australia today relate to service, and on closer inspection, service to the Baby Boomer. A great example of this is the explosion of home services (cleaners, ironing, gardeners, and handymen)

High Probability Area of Opportunity #4

Duplicate & Multiply. Find or create a system, a methodology that produces a profit, even a small one and duplicate, duplicate. I call it the ‘cookie cutter’ principle.
When you have a business that works in one place, there is almost always another dozen, hundreds or even thousands of places where it will work. Once there was only one McDonalds, one Subway, one Target, and one Woolworths … even one BP Garage.

High Probability Area of Opportunity #5

Profit from the Age of Information
Most likely in your parent’s time, it was the Industrial Revolution, which determined the pursuits of one’s working life.
Today, of course, it’s the Age of Information. The most valuable commodity of our time is not real estate, nor precious gems, gold or oil. It is “specialist information”. People with lots of money will pay you well to ‘know what you know.’

High Probability Area of Opportunity #6

Go Direct.
Define your message to market match and go direct to that niche.

A recent survey conducted of 100 mixed businesses, in relation to their use of direct marketing, revealed a meagre 18% using direct marketing, yet 90% of that 18% described it as the most effective sales and marketing method they had.

High Probability Area of Opportunity #7.

Create Widgets by Creative & Clever Combinations
McDonald’s have made a fortune doing just this. Creating combinations of products and giving them generic names which people can use to simplify their ordering process. The end result is that McDonalds create a new advertising program with little or no disruption to business and they up-sell clients by increasing the sale.

You can take virtually any product or service, add other products or service, give it a title, then market it to your clients.

High Probability Area of Opportunity #8

Become Famous because fame and fortune do go together.
The best way to become famous, for the average individual, is to be provocative and predictive. If you are in real estate sales, write a book, called “How to Buy a Home With Little or No Money Down and Sell it For Thousands More $$ Than You Paid For It.”

People would be pretty interested in that and, more importantly, so would the media. The secret is to be outrageous or make predictions. People love predictions, just look at the boom in the ‘horoscope’ industry.

My recommendation is that you combine as many of the “8 Best Ways to Still Make a Fortune in Australia from Scratch” as you can.

Committed to Multiplying Your Profits and Guilty of Conspiracy to Create Capitalism,

Mal Emery

Get Customers to Sell For You
By: Brian Tracy

Why People Buy
Fully 84 percent of sales in America take place as the result of word-of-mouth advertising. Some of the most important sales promotion sales activities are those that take place between customers and prospects, between friends and colleagues, in the form of advice and recommendations on what to buy, or not buy, and who to buy from.

Join the Top 10%
The only way that you can be among the top ten percent of salespeople in your industry is by having your existing customers selling for you on every occasion. Because of the importance of mega-credibility in selling, your customers must be happy to open doors to new customers for you wherever they go.

Never Prospect Again
All top salespeople eventually reach the point where they seldom have to prospect because their customers do much of their selling for them. When you live your life consistent with your personal and business mission statements, both fitting together like pieces of a jigsaw puzzle, your sales career will soar, as will your sales results and your earnings.

Be Clear About Who You Are
One important point with regard to vision, values and mission statements: be gentle with yourself. It has taken you your whole life to become the person you are today. If you are like everyone else, you are not perfect. You have lots of room to grow and improve. There are many changes that you can make in your character and personality in the course of becoming the excellent human being that you aspire to. But change in your personality will not come easily, and it won’t come overnight. You must be patient.

Persist Until Your Succeed
The reason that people grow and become better and better over the course of time, is because they persist gently in the direction of their goals and dreams. They don’t expect overnight transformations. When they don’t see results immediately, they don’t get discouraged. They just keep on keeping on. And you must do the same.

Put Your Ideas Into Action
Once you have a clear idea of the person you want to be and the kind of life and career you want to create, just take the first step. Read your mission statements every day as you go about your activities, think of the different ways that you could practice the virtues and qualities that you are in the process of incorporating into your own personality.

Remember, it is only your actions with regard to other people that really demonstrate the kind of person you have become. And if you persist long enough, you will eventually shape yourself into the exact person that you have imagined.

Action Exercises
First, treat every customer as if he is going to be a great source of word-of-mouth advertising for you. Remember that every person knows about 300 other people.

Second, resolve to become better and better in your dealings with others but be gentle with yourself. Behave every day in every way the best you can be and you will be sure to get results.

As I teach in my Renegade Millionaire System, it’s not just about how much money you make but how you make it.

A lot of people make a lot of money - but in careers or businesses that entrap them, obligate them, burden them, stress them, bore them. The information marketing business is a UNIQUELY LIBERATING business. That’s why I call the legions of info-marketers who’ve created or vastly improved their LIVES with my methods ‘The Most Unusual Millionaires’ Society In The World.

Just being a millionaire in net worth and/or earning a millionaire’s typical income is no longer admission to a special Society. Certainly not among our Members.

Really, not even among the general population. Yes, it’s only about 2% to 5% of the population, but then that’s about 4-million to 10-million people. Take a big clubhouse. We’ve had a continuous millionaire explosion in America, commencing with the Reagan years and continuing through this minute unabated.

It’s frankly easy to get into the Ordinary Millionaires’
Club. Heck, almost any business using my marketing can spin off an extra $100,000.00 to $200,000.00 a year - so, in 5 to 10 years, you’re there.

But that’s the Ordinary Millionaires’ Club. It is populated with people who are often ‘ankle-chained’ to ordinary, burdensome businesses or earning their money in soul-numbing careers.

I recently had dinner with a lawyer, a partner in a prestigious firm….an owner of several restaurants…..a doctor…..and an owner of a computer consulting and warranty service company - all millionaires, all earning high 6-figure incomes. All frustrated and mind-weary and complaining.

All droolingly envious of me and the info-marketers I described to them as I attempted to explain “what I do.”
One was envious of the 5-minute commute and freedom from long hours at the office. Another was envious of the no employees. Another was envious of the automatic, totally predictable, locked in monthly income.

A few years back, on a long flight, I explained the info-business to the CEO of a company you’d likely recognize, he’d built from ground up over 20 years, with a chain of outlets - he said, “If I could make $500,000.00 a year in the kind of business you describe, I’d burn mine to the ground tomorrow.”

Hey, even our own Bill Glazer, one of the most successful menswear retailers in the entire country with extraordinarily profitable stores, a life in that business, and already a millionaire from it, went absolutely ga-ga over info-marketing….and couldn’t wait to shut down his last store in favor of giving all attention to his two info-marketing businesses.

Believe me; everybody in the Ordinary Millionaires’ Club who grasps what we’re about is then chomping at the bit to move up to my Most Unusual Millionaires’ Society In The World!

I promise you - you can come on in, right now.

Well, you’re invited and to find out all the details simply click onto the link below:

http://www.onlineofflineinformationmarketing.com/

Consider possibilities like these:

She went from about $300,000.00 in income in 2005 to over $1-Million in 2006….working from her ‘home office’ on the beach….with only ‘virtual’ employees.

He bought his 3rd home, divides his time between the three….beams himself into seminars via video conferencing, does a few webinars a month….earns millions from his growing info-business.

He went from traveling almost 100 days a year speaking and consulting to creating a $2-million a year coaching business and staying home, to enjoy harbor sunsets and coach his kids’ team.

He’s a professional who - after just 2 years - was able to replace the income he was earning from his practice (working 40 hour weeks) times 4…..with an info-marketing business run for him by one staff person, requiring his time only one day a week.

She turned a hobby into a newsletter, web site and catalog business providing over $200,000.00 in yearly income….while a stay-at-home Mom raising three kids…..with everything on auto-pilot: she never handles a product, never mails a letter…even her bank deposits are done automatically.

He “packaged up” what he was doing in his small, local business and sold it as a ’system’ to others in his industry - and went from launch to over $3-million his first year.

Need I go on? I can!!

To cite hundreds and hundreds of people just like these folks, who are now living A Truly Exceptional Life Of Their Choosing thanks to the info-marketing opportunities that I’ve introduced them to. These are all real people - and you’ll meet most of them at the Info-SUMMIT. And that is THE place to introduce yourself to these very same opportunities. The ONLY place… The Info-SUMMIT.

This may interest you. From just 34 info-marketers who belong to my Platinum/Private Client Group, I am personally paid just shy of One Million Dollars a year - in exchange for hosting three group meetings, a consulting day with each, and 8 brief private phone calls.

Most have been with me for 3 to 10 years. Others stayed on a waiting list for years to get in. A few even bid above the required fee. These are not beginners. They are experienced, successful info-marketers who keep coming back for more. But they WERE BEGINNERS once!

Now they own and live the most enviable of lifestyles.
They own nice homes plus vacation homes, a couple own planes, they take luxury vacations, spend time with their families, run their businesses from home and remote locations, have the utmost freedom and security. And you will NOT catch any of them missing an Info-SUMMIT! Not on your life!

If they won’t, you shouldn’t.

I tell them the same thing I tell you - you can NOT afford to miss this once-a-year Info-SUMMIT. If you want to read about all the details click onto the link below:

http://www.onlineofflineinformationmarketing.com/

WARNING - WARNING - WARNING

WARNING: Yes, you could easily be locked out. This Info-SUMMIT was 90% sold out before I ever wrote this email!!!! — from returning alumni, word-of-mouth, people jumping the gun and insisting on registering long before we even set its date.

Hate to see you locked out for a whole year. So, I’ll put $500.00 CASH in your pocket for acting decisively and immediately. Register no later than June 30th, and deduct $500.00 from your total fees. (Fool around until July 1st and you LOSE THE $500.00. And you might very well lose the opportunity to come altogether.)

http://www.onlineofflineinformationmarketing.com

Dedicated To Multiplying Your Income,

Dan Kennedy

PS: I will even guarantee that your trip to the Info-SUMMIT proves to be one of the most fruitful trips of your entire life: if, at ANY time during the three days of the Info-SUMMIT, you honestly believe you’ve made a mistake and that you don’t belong here or that I somehow misled you or you are otherwise disappointed, you need only say so to receive a full 100% fee refund PLUS UP TO $750.00 toward your documented travel and lodging expenses.

PPS: This year, the entire day before the Info-SUMMIT, Bill Glazer will be conducting an ALL-NEW “Accelerated A-Z Blueprints Seminar” absolutely ideal for anybody new to info-marketing.

His previous “A-Z Blueprint” is available at the Glazer-KennedyWebstore.com in edited home study course, and you should have it. But this year’s new A-Z Blueprint is really Blueprints …plural - because Bill is going to take you through dozens of different step-by-step business models, different ways to enter and develop an info-biz, each one fully demonstrated with real case histories and proliferate examples of ads, sales letters, websites, info-products, etc.

If you’re an experienced info-marketer, you can use this full day with Bill to review the fundamentals and to look into the newest ‘blueprints’….and as additional education for your staff. Included are BLUEPRINTS FOR….

1: BASIC OR ‘CLASSIC’ INFO-BUSINESSES built on the original JPDK blueprint - like Bill’s BGS Marketing (bgsmarketing.com).

2: NEWSLETTER BUSINESSES: how to build the subscriber base, create continuous income, fuel other opportunities with one or more newsletters. Here, you’ll see an insider’s, behind-the-scenes analysis of the Glazer-Kennedy business, past, present and future.

3: TELE-SEMINARS AND TELE-COACHING: exactly how to get and keep people in monthly tele-delivery programs priced from
$97 to $497 and up per month - so you can sit anywhere with your cell phone and make money! Glazer-Kennedy operates two such programs, so Bill will share some of our actual statistics as well as the unseen factors that make these programs successful.

4: COACHING / MASTERMIND GROUPS: Bill now runs three groups himself, producing $1,620,000.00 a year in revenue for 27 days’ work (and his waiting list tops 110). Gee, that’s $60,000.00 a day. I’ve been operating my groups for
9 years. And we now have Certified No B.S. Business Advisors running local groups, providing them with 6-figure incomes. We know what it takes to structure, sell, grow and sustain this kind of business better than anybody I’ve ever seen! And you can have them as a natural step in ascension of customers or directly market a group program ‘cold’ to a target market; you can operate locally, nationally or globally.

5: PRODUCTS: not just the info-product(s) you might sell to acquire customers but a COMPLETE BACK-END BUSINESS with multiple info-products at different price points; your own products and others’; your own catalog and web store; earning affiliate commissions from companies like Nightingale-Conant, amazon.com and, of course, Glazer-Kennedy*. How to build your info-products business as a stand-alone business with equity value. You’ll get a behind-scenes look at the Glazer-Kennedy products businesses.*In 2006, Glazer-Kennedy paid out over $1,200,000.00 in affiliate commissions.

6: NEWEST BLUEPRINT: ONLINE INFORMATION DELIVERY: how to build, sell and deliver paid online content and satisfy customers doing it. NO ‘hard’ product, no offline fulfillment! Look at an actual example.

7: NEWEST BLUEPRINT: MEMBERSHIP / ‘SOCIAL COMMUNITY’
SITES: the power of MySpace applied in business, niche or subculture settings. You’ll discover who’s doing the most with this…see behind-scenes at Glazer-Kennedy’s foray into this promising arena.

8: NEWEST BLUEPRINT: AREA EXCLUSIVE PROGRAMS. As you probably know, I’ve done an enormous amount of work with these, with about a dozen clients over the past couple years. Bill and I did our own - with local Chapters and Certified No B.S. Business Advisors in 84 locations, and more to come. Many info-marketers are adding this to their businesses, like Lt. X, Dr. Ben Altadonna, Ed O’Keefe and Denis Tubbergen…. others have created incomes of $1-million, $2-million a year and up from scratch with such programs, like Scott Tucker, Rob Minton, and Mike Miget.

9: NEWEST BLUEPRINT: ADVANCED ‘HERD’-BUILDING STRATEGIES:
How to get more value from your lists, offline and online.

IMPORTANT EXTRA TAKE-HOME VALUE!!!! - You will leave Blueprints Day with ACTUAL WRITTEN & DIAGRAMMED BLUEPRINTS for every info-business discussed…plus a GIANT TOOLBOX of examples from businesses using each blueprint.

This TAKE-HOME PACKAGE is itself worth more than the price of admission. And it is all completely UP-DATED EXCLUSIVELY FOR THIS YEAR’S INFO-SUMMIT with many brand new examples and four completely new blueprints. This is an indispensable resource available only to 2007 Blueprint attendees.

Note: Info-SUMMIT registration and attendance is NOT required to attend the A-to-Z Blueprints Day.

For you, this is the ultimate “crash course,” to get totally and completely up to speed BEFORE you walk through those golden doors to the Summit.

Once again…to get all the details all you have to do is click onto the link below:

http://www.onlineofflineinformationmarketing.com

Rules to Uncovering Hidden Profits in Any Business

It’s very rare for someone to attend one of my seminars not to have his or her eyes opened to the fact that there are more hidden profits unbanked in most businesses than ever actually gets banked.

In fact, this ‘found money’ alone is often sufficient to increase my clients overall total profits and take home income by as much as 50 – 100%.

However, most business owners never actually do what it takes to uncover these hidden profits and there’s many arguably good reasons for this.

Here’s some rules for uncovering hidden profits that might make this process a whole lot easier…

1. A buyer is a buyer. They’ll buy more often if you give them a chance.

2. It’s much much easier to make a second sale than a first. In fact if you can get a client to purchase 3 times in a very short period of time (like a month) statistically they’ll finish up being high spending clients. So figure out ways to sell them stuff…even if it’s break even in the first 30 days, after all whatever you spend on them will be a fraction of what you’ll ultimately make from them.

3. What is the most expensive and time consuming thing a business does? Getting a client, the first time someone buys from you is 5 x more expensive than a repeat customer. The headaches are in the front end of a business, the money is in the backend…WHY? Because it’s radically cheaper to do business with them more and more often

4. Most business owners don’t have a progressive, complimentary range of products and services

You have to have 2 separate but distinctly linked marketing systems or methodologies for…

Getting them in – low risk time and money
Keeping them in – build trust and ascend

5. If your business is ALL FRONT END it needs to be hot and heavy and then get out. You don’t have a business at all you have a promotion

6. You need to create a PROGRESSIVE, COMPLEMENTARY range of products and services AROUND what people WANT…NOT what you’ve got, so you can help them get what they WANT
MARKET 1st ———————————— PRODUCT 2nd

7. The most neglected target market is your past and present customer base. Legendary marketer Jay Abraham says “The biggest mistake business owners make is not utilizing (hidden profit) the power of their own database” and I’d have to agree.

8. Customers and clients actually welcome multiple contacts and not resent it. Remember, just because it craps you off doesn’t mean it will crap other people off, after all you are not your customer…hence, your opinion doesn’t count.

9. The “hidden competitive advantage” one business can have over the other is the quality of the relationship you have with your clients or prospects and what you are known for by them.

There you go, and now you too can uncover hidden profits in your business and strangely you won’t have to expend much money and effort in the process. And the good news is, the bank teller won’t ask how hard you worked for it, they’ll just deposit it in your bank account.

Committed to Multiplying Your Profits and Guilty of Conspiracy to Commit Capitalism,

Mal Emery
Get The Full Course:www.onlineofflineinformationmarketing.com

Triple Your Income from the Customers You Already Have

by Michael Sexton

You probably don’t think of your customers as expenses. But if you add up all the money you spent to win their business, you will discover how costly they really are. To win them, you spent a lot of money on advertising, salespeople, a Website and other marketing initiatives too.

Customers are costly. In fact, many businesses report that it takes more than a year before a typical customer represents a profit, not an expense.

What is the solution? You could go on spending money to win more customers - and you should. But you need to do something else too:

You need to generate more income from the customers you already have.

Here are some proven strategies that can get that job done - whether you are a small startup or a major corporation.

* Strategy one: Build loyalty. In other words, get your customers to buy exclusively from you, not from your competitors. If you own a coffee bar, hand out little cards that entitle your customers to a free eleventh cup of coffee after they have bought 10. Or if you are a car dealer, offer attractive predetermined trade-in prices for the new vehicles you sell, provided that your customers turn them in on the next cars they buy from you.
* Strategy two: Offer volume discounts to encourage your customers to buy more. If you have a landscaping company, offer a year’s service to customers who prepay for the next ten months. That sounds like you are lowering your per-month price, and you are. But the point is, you are selling at volume and boosting your cash flow.
* Strategy three: Upsell your customers to more expensive products. Airlines do it when they encourage current economy-fare customers to upgrade to first-class tickets. You can do it too. If you own a health club, for example, upsell your customers to more expensive memberships that include exclusive classes, massages and a tempting array of bundled benefits.
* Strategy four: Expand your product line. If you build swimming pools, start selling water purification systems to your current customers too. Or if you operate a martial arts school, introduce new self-defense courses for the parents of the children who already come to your school.

Be imaginative. Tripling the dollars you earn from each customer is an achievable goal. Apply the strategies I outline above. Stick to them. You will soon discover that even incremental income growth from each of your current customers will quickly make your profits soar.
To learn more about increasing your profits with creative marketing, be sure to investigate The Marketing Mastery Program: www.onlineofflineinformationmarketing.com

Improving Shopping Cart Abandonment Rate Part 3
By Jerry West

(Here is a continuation of a list of 20 tips to help you reduce the number of shoppers on your site that abandon their online shopping carts.)

11. Give the Visitor the Option to Call. If visitors have a problem during checkout or just feels uncomfortable using their credit card online, give them a phone number to call. Use a separate telephone number that is different from the one you use for the rest of your site. This will help you track, evaluate and understand shoppers’ needs and behaviors. While you are at it, give them a fax-order form so they can complete their order by fax if they prefer.

Recommendation from Jerry West: We have tested pop-up warnings that occur if the back button is clicked on the order page. The pop-up basically states that if they do not feel secure about giving their credit card information online, they can call … and then list the toll-free number to order. This is very effective, but make sure you use a separate phone number so you can track the customers that you gained through this measure.

12. Make it Always About Your New Customer. Make the focus of the checkout process easier for your new visitor with whom you do not yet have a relationship than for your registered customer. It is much harder to acquire a new customer than to keep selling to loyal customers. Registered customers will find a way to sign in (if they don’t already have a cookie), but don’t make the registration and log-on a barrier in the way of new visitors finding their way to check out.

Recommendation from Jerry West: I hate, hate, hate sites that make me register before buying. I usually always abandon the cart. I’m not alone. Testing shows that this process is the cause for the highest abandonment rate.

13. Add 3rd Party Reinforcement Messages. Verisign, BBB, or logos of credit cards have either greatly boosted conversions rate or kept them neutral. In other words, they never hurt. Hacker Safe certification is helping clients all across the board especially in sites with larger average order size. They claim a 15.7% average increase in orders - directly attributable to earning the HACKER SAFE certification.

Recommendation from Jerry West: Our testing doesn’t show numbers these strong (more in line with 9% increase), but that is still a number high enough that should attract your attention.

14. Present Coupon Codes Carefully. Be careful how you handle these, you don’t want to decrease your conversion rate. You might want to think carefully about where you present this option and how you label it. Coupons should add to the experience not create doubt for those who may not be shopping with a coupon.

Recommendation from Jerry West: When shoppers see “coupon code” they think they are missing on a discount and may abandon the card to search the web for one.

15. Deal with Pricing Issues Head-on. If you sell name brand products and your store is price competitive or truly provides better value, why not try a “Lower Price Match” guarantee.

16. GTC: Get the Cash. Offer more payment options and add other ways to collect the cash. You can offer visitors an option to pay by check, PayPal, or any other means you can to get the cash.

Recommendation from Jerry West: One of the worst mistakes that you can make is not giving all options - especially American Express. Many companies do not take American Express because of the high fees. I ran into this AGAIN recently. I was about to perform a transaction with a company but they didn’t take American Express. “Sorry, we don’t take that card, the fees are too high.” It was the owner who was helping me and I politely informed her that it wasn’t the extra 1% that American Express charges that she was saving on the transaction, but the $400.00 she was losing because I was turning around and walking out the door. Not taking American Express is just plain stupid. There are many business owners just like me that only carry one credit card. Don’t turn your back on them.

Improving Shopping Cart Abandonment Rate
Part 1
By Jerry West

The basis of this article is taken from the book, “Call To Action” written by Bryan Eisenberg and Jeffrey Eisenberg.

“I like to think of sales as the ability to gracefully persuade, not manipulate, a person or persons into a win-win situation.” - Bo Bennett

Shopping cart abandonment is a significant problem. In some market verticals between 65 and 75% of shoppers abandon their online shopping carts before completing the checkout process. Small business owners report rates as high as 82%. Here are 20 tips to help you reduce the number of shoppers on your site that abandon their online shopping carts.

Check how many steps are in your checkout process. This is usually a prime “knee jerk” target for results, but it has been found that whether you have one step or seven steps in the checkout process is not all that critical (which goes against conventional advice by having as few steps as possible). We had one client with whom with whom we were able to bring the checkout process from six steps down to one, but there was no correlation in reduction of the abandonment rate to the number of steps. Note: In testing that I have done I also found this to be true. Once people find what they want, they are generally going to buy, regardless of the steps involved.

Recommendation from Jerry West: Look at the steps you have in place currently. Have a group of independent people look at the process and give honest feedback. Look for consistency in complaint - or praise. If your checkout process is very lengthy, consider a reduction to make it as smooth and painless as possible. As that is just good customer service and that is something we all need to focus on.

Include a “Progress Indicator” (e.g. “Step 2 of 5″) on each checkout page if you have multiple pages. No matter how many steps you have in your checkout process keep shoppers oriented by letting them know exactly where they are in the checkout process by step number. Be sure to clearly label the task to be completed at each step. Always give them an opportunity to review what they did in the previous steps and a way to return to their current step if they do go back.

Recommendation from Jerry West: This is only necessary if you have three or more steps in your checkout process.

Provide a link back to the product. When an item is placed in the shopping cart, include a link back to the product page, so shoppers can easily jump back to make sure they have selected the right item. Your own experience probably parallels others. Recently, shopping for a CD/DVD printer, a shopper wanted to know how many and what color cartridges come with the printer. It wasn’t obvious where they should click to review what came with the printer so they had to navigate using the back button until they were able to get their questions answered. Not all consumers are willing to take on this navigational challenge and choose to abandon their carts instead.

Recommendation from Jerry West: According my testing, having a link BACK to the product page and then relying on the customer to know what to do to get BACK to the shopping cart is just a bad idea. They can do it, sure, but at what cost? In fact, only 4% of users who clicked on the product link were able to get back to the shopping cart without causing a system error or adding a duplicate item to the cart. Instead: use a pop-up system to allow users to see more detail on the product without leaving the page. You may want to instruct them to press Ctrl as they click to override pop-up blockers that they may have.

Add Pictures inside the basket. Just adding a link back to the product details page inside the checkout process reduces abandonment, placing a thumbnail image of the product inside the basket can increase conversions by as much as 10%.

Recommendation from Jerry West: If you are going to include a link back to the product details page, take some time and create a pop-up instead (as mentioned above), so the product details “hovers” over the shopping cart page so the customer can make the review and not get “lost”. I tested the “link back” and it does not reduce abandonment.