Your product will sell if you offer it to the right prospects. When you are searching for a product or service that will sell, use the check list below to evaluate whether your product is likely to succeed.

1. Does your product offer an advantage?
2. Does it fill a basic human need?
3. Will your product sell year round?
4. Is it readily available in retail stores? If so, find a different product.
5. Has the market been saturated with the same product you want to sell?
6. Will your suppliers be able to provide fast service?
7. Can your product be mailed easily and inexpensively?
8. Have you developed back-end offers?
9. Will the product you are selling be available to you exclusively?
10. Will the product be available from the manufacturer for the long term?
11. Will your profit margin be adequate?
12. Will your product stand up well in mail handling?
13. Can you reproduce or manufacture the product yourself?
14. Can your product be reproduced inexpensively?

We have a formula we use to create great offers - we call it the P.A.S. formula. It’s how to get rich by helping other people get what they want!

“P” stands for “Problem.” Every product that is sold because the customer has a problem - a problem that the product is designed to solve. Therefore, it’s logical in sales copy to bring up the problem. When you do this, you make the copy personally relevant to the prospect.

You want that prospect to be sitting there reading your copy saying to himself, “Yep, that’s happened to me before, and it frustrates me to no end. So tell me what you can do about it.” “A” stands for agitation. By bringing up the problem in the sales copy, it’s agitating the prospect - it’s reminding them that they hate to have that problem and setting them up to be happy to hear you have something that could remedy that problem.

“S” stands for solution. Now, you show the prospect that you have the solution to their problems - your product can be the solution so they never have to suffer from that problem again! You show them that what you offer has the solution they desperately want - they get excited about the possibility, and they want to buy what you offer!

Another thing that he’s doing really well is on page #3 and #4. He’s using a formula that we call P.A.S. He’s bringing up a problem. He’s showing an example of a typical direct response marketing business and all of the high costs, all of the things you have to go through, and all of the headaches and hassles. He’s bringing up the problem. That’s the “P” part. The “A” part is he is kind of agitating it a little bit by making you feel the problem yourself. Then, for the “S” he’s offering the solution. For $1,000 bucks you can buy his program and he’ll show you how he’s corrected and found solutions for all of these problems.

Now we’re going to discuss how to give away a little, so that you can make huge profits.

This is a technique we learned in mail order, and it works just perfectly for the Internet and the worldwide web.

Everyone knows the Internet is the number one provider of information in the world. In fact, there is so much information on the Internet, it will drive you crazy. We were recently looking for some stock and mutual fund information. We started at eight o’clock at night and, through the links and different things, we kept going from site, to site, to site, from Vanguard to Long Leaf and on, and on, and on.

We knew time had been really going by. We had been drinking coffee and we were wired. Soon T.J. said, “Boy, I bet it’s bed time.” I went and found my watch. It was a quarter after one. For over five hours, we were on the Internet looking for information on stocks and mutual funds. There is so much information, it can be daunting!

Because there is so much vast information, this presents a challenge to information sellers. It really does. But within a challenge is always a great money making opportunity.

Let’s fact it, it is hard to sell something that others are giving away free. If someone is giving away on one site exactly what you’re trying to sell, forget it! So the first rule is, we don’t want to try to sell anything that they can find on one site free.

However, secondly, we think to really make sales on the Internet, we have to prove that the information we want to sell is worth the price we want to sell it for. Our ads and sales material should often work just like magic in mail order.

They don’t work quite as well on the Internet. At least, that is our experience.

Go to the library and get your market’s publications. There are many specialized publications and magazines now that cater to certain markets. After some searching, you should be able to find some of your market’s specialized publications.

Then look through them. Look through as many back issues as you can. Start tracking and researching who was and is making the most money and who is not. Then, study the ads that were making the most money.

Which sounds more costly - going out and testing everything on your own, or going out, getting some back issues of magazines, looking through the ads to find ads that ran repeatedly, and learning what works that way? Yes, the second option is definitely the cheaper one. It’s how the trials and errors of others can help you get RICH!

People are interested in financial security when they get older. They have worked hard all their life, and when they get on in years they want to be able to take it easy. They do not want charity, and they are not interested in living with their children. All they want is to be independent, healthy, and go where they want to go, and not have to worry about money. People feel that they should be able to enjoy peace, quiet, safety, and security when they grow older.

“Senior citizens” all need one thing - give it to them - and make mega dollars! That one thing is SECURITY. They want to know everything is going to be all right. Many businesses have been catching up with this fact as the elderly population has boomed over the last few decades. Real estate companies have created housing specifically for the elderly. Insurance companies have policies specifically for elderly people. The idea is out there, and it’s being put into successful practice by many diverse companies.

Another important factor that should be looked at when it comes to the elderly is the fact that over the last twenty years the number of elderly citizens in this nation has grown continuously. And, according to current polls, there is no end to this growth in sight for a while. That means that there is a large market out there that you can develop products and services for. The market is still growing. And, if your products and services are successful, you can possibly keep steadily making more profits!

There are many things that older people wanted to do in their younger years, but they never seemed to have enough time or money. They used to talk about a trip across America, but the years went by, and they never did travel far from home. There were too many respon-sibilities, too little money, and never enough time. There must be a sure, safe way to become financially independent, so that a person can enjoy life after he/she retires. (Can you think of a solution that would solve this problem?)

All of the “free” offers advertised have a value and expense attached to them. When the marketers mail out their free offers, they automatically assume an initial loss.

Many marketers - and you should learn this, too - know that this is how to lose a little money in order to make a lot of money! How is that loss turned into a profit? In the promotional package that accompanies the free item, and in back-end, follow-up offers.

When you give away something for free, you do lose something on the front-end. You lose a little bit, but then you’re able to gain it back later. It’s an investment. You are spending money on the promotion. The promotion itself doesn’t produce a profit. Only when you sell to that customer for the first time do you actually make a profit.

The key is, you’re investing and losing a little bit of money until you make that initial sale to the customer.

Once you sell to that customer, you add their name to your mailing list. That mailing list keeps growing as more and more customers purchase from you or “raise their hands” for the first time. Then, you’re able to go back to those customers and start offering them your back-end products, which will bring you the real profits!

You might have noticed that, with most direct response or mail order offers you receive, the package requires you to shuffle stickers around, fill in blanks, lick stamps, put stamps or stickers in certain places, rip off perforations, so on, so forth.

Stop and think about it. All you’re usually doing with these is ordering an item or two. So why does it take all of this extra work?

These sorts of things are called involvement devices. They’re a powerful tool used for getting sales - and if they didn’t work, you would never see them!

People have short attention spans. It’s as simple as that. They’ll read through a sales letter or an offer, and many end up setting it aside and forgetting the offer that was being made. After all, people are busy. They have children to take care of, jobs to go to, hobbies to indulge in, television shows to watch, games to play . . . why should your offer get so much of their attention?

This is the point of view of the average prospect. They see an offer as an intrusion upon the schedule of their life, and they will treat it as such.

That’s why involvement devices were created!

In order to gain that prospect as a cash-paying customer, it is necessary to keep them interested in the offer long enough to reach the end and order it. This is the task many marketers assign to involvement devices. Involvement devices will pop up sporadically throughout the offer, keeping the prospect involved in the offer by having them do something that both physically and mentally requires them to concentrate on it, yet at the same time breaks the monotony of the offer itself.

Involvement devices keep the prospect involved in the offer, keep it fresh in his or her mind, and ultimately serve to lead them to the end situation of ordering whatever it is that’s being offered. The more involved they are, the more they’ll buy!

Involvement devices can be used on the Internet in a variety of different ways. You can have forms where you actually ask people to fill things out. You can have places where people vote on a particular product. You can have different types of products where people can actually click on a spot and decide what they want, what color they like, and what the product is. You can do these three things to get your customer’s involved.

There are a lot of different things that you can do instead of having people go to your Web Site and passively look at it, and these are only examples. They can actively surf it, making decisions along the way. They can look for certain things and make a buying decision instead of having the light from the screen glinting off their eyes.

We want to show you how you can compete on the Internet with multimillion dollar corporations. The Internet levels the playing field. Your web site is on the Internet right next to all of the other web sites from the world’s largest corporations.

There are companies out there spending a million dollars, or more, on web sites ... but there are many cases where, with a little foresight and effort, your web site could do a much greater sales job than they do!

The problem with the large corporations is their web sites really don’t sell. The solution is that your web site can easily be built to do nothing BUT sell! So here are some important principles to help you compete with these giant corporations.

First of all, you can do a better job of serving your customers. A lot of large corporations have way too many customers. There is no way that they can service them, and they are not servicing them. Then what happens? People don’t come back to do more business with them. So they may get somebody’s business one time, but that’s not how you get rich. You get rich by getting people’s business over and over again.

Secondly, you can reach smaller markets that are unprofitable for larger companies. We’ll never forget the story that Russ von Hoelscher tells about the time he was at a trade show of the American Booksellers Convention in Las Vegas and he ran into some executives from Prentice Hall.

That year they were both talking about the money that they had made that year – If memory serves correctly, Russ took home maybe $600,000 or $800,000 in pure net profit, and Prentice Hall lost $6 million that year. So here you’ve got this gigantic corporation that lost $6 million and Russ has got a small but extremely profitable company that did well over a half million dollars in pure net profits.

You have a chance now to do something that large companies cannot do. Smaller is better – that’s the principle here at work.

The third thing is that all you need is just small groups of customers to potentially make a fortune. The secret of success is getting small groups to re-buy from you again and again.

We have proven that with our own small business. We just bring in 400 to 700 new customers every week. That’s not a large amount of new customers. But we make tremendous profits by trying to do everything possible to serve those customers and make those customers feel so good that they want to come back and re-buy from us again and again.

Fourth, many people would rather do business with smaller companies than with larger companies. There is a real advantage, especially now when it seems like there are a lot of people who are against large corporations. They know in their heart that the smaller companies really do care for them and they don’t feel that same level of care from these large Fortune 500 or Fortune 1000 companies.

Fifth - and this is something that we think is very important - nobody has to know how big your company is. Your web site is right alongside those other giant companies’ web sites. All it takes is the same click of a mouse that takes somebody to a giant corporation’s web site - it will take people to your web site, also.

Nobody has to know how big your company is. Nobody has to know that it’s just you working out of your living room or kitchen. The Internet really does level the playing field!

Think about it like this: what if you had a small bookstore, and a big bookstore moved right down the street from you? How in the world could you compete?

Think about that movie that is so popular, “You’ve Got Mail” with Tom Hanks and Meg Ryan. It’s a wonderful movie. Meg Ryan has a small little bookstore and then Tom Hanks and his family have this giant bookstore that they move right next to hers and she can’t compete with them. She’s forced to go out of business. But, on the Internet, the market is world wide!

Amazon.com was started by Jeff Beazos, and he started selling books right out of his garage on the Internet. Now he’s a billionaire. We realize that Jeff Beazos is not an average example, but we’ve come across several newspaper articles where just small Mom & Pop companies are selling books on the Internet, making tremendous amounts of money.

One story we came across just a few days ago is about a couple - a husband and wife - who are making over $6,000 a month in profit just selling their books on the Internet.

Low prices aren’t the only thing people are concerned about. You have an advantage here on the Internet because there are millions of people. You can reach them and sell to them for almost no money. You can build relationships with these people. That’s what these big, huge discounters cannot do. There’s no way that they can do that.

But, on the Internet, you can do it for little or almost no money. And all you need is just small groups of customers to re-buy from you often enough for enough profit per transaction and you could end up super-rich!

Here are some suggestions that will really help you create your product in one day!

First of all, why not create the ad first? Before you even start on the actual one day product, come up with the sales letter first. If your product was going to be called Seven Ways To Make More Money With Your Web Site, you decide on all of the great things that you would like to have in that product.

Write down a list of bullets and benefits. Then it becomes very easy when you create the product, because you’ll have a list of all of the things you told your customer or your prospect that they were going to be learning.

If you start with the ad first, this powerful principle could help you sell a ton of products. Most people do it the opposite way, starting with the product first, including us most of the time, but we’re making a serious mistake. The times when we have started with the ads first we’ve made a ton of money.

Many times the advertisement or direct mail for these products is more important than the product. You need a good product, don’t get me wrong. Lots of good products don’t sell just because the direct mail or the Internet advertising (now we’re doing more and more of that) is not right. When you start working with the advertising first, you’re just doing the right thing.

You can have all these bullets presenting benefits which are so important. That’s really what sells your product. Ted Nickel has said something at a seminar once that just absolutely knocked my socks off. He said his best selling book has sold about a million copies over the years.

It’s How To Form Your Own Corporation. I think it started at $25 to form your own corporation, 50, 75, maybe it’s higher now, but he started out at very low fees. It’s still cheap, but he added new revisions of the book as the years went on. He said that this manual had about 35 or 40 pages, if I remember correctly, that he wrote and put into the manual itself.

He said he’s written over a hundred thousand words! I don’t know if we want to work that hard. Over a hundred thousand words in sales letters, and in ads for the book. Why has he done that? He said, “Because that is what sells the book, and that’s more important than the book.” That was quite a revelation.

We believe that the best two methods to get people to buy everything today are:

1. To be considered a great expert.

When you paint yourself in the position of an expert in your copy, you appear to be someone who truly knows what they’re talking about, not just someone trying to get a few bucks with a sale. Being an expert makes your product very valuable, since it’s coming from such a reliable, successful source.

2. Paint yourself to be just like the people you’re marketing to on the Internet.

By setting yourself up as a common member of your market who just happened to find an answer that worked, the prospects will identify with what you say and the situations that you’ve been in. This personalizes your copy, and gives them the belief that what worked for you would work for them, too.

You can charge good money with either technique. Either you’re the ultimate expert and they just have to have what you have because you’re the master who can teach, or you’re just like them, but you’ve found some ways to make excellent money or you developed a great product.

Even though you’re just like them, now you’ve made a fortune if you’re selling money-making or financial information. Now you can help them with the techniques that you learned. Those are the two best ways to make money, in our opinion.

Your best prospects will read every single word that you have to say as long as it is interesting. As long as your copy is not boring, they’ll read it. Keep your copy interesting and exciting. This is how to ensure people will read every word on your website!

First of all, selling is mostly an emotional process - if you are not able to get that prospect excited about what you have to offer him or her, they’re not going to buy anything from you.

Second of all, people are busy. They’ve got lots of things going on around them, and there are definitely things they enjoy doing in this world more than reading sales letters. So if you can’t keep them interested in the sales letter, they’re going to drift away and watch television or something . . . and your sales letter will end up forgotten.

Keep your copy exciting and enticing to your prospects - this way they’ll want to read every word of it!

You can sit at home in your favorite easy chair snacking and do radio talk shows. The radio talk show format now is very popular. There are even entire radio stations now that are nothing but talk radio.

Radio stations that have talk shows need programming. To you it’s free advertising, but for them it is simply programming, and giving their listeners what they want. Both of you can benefit.

A radio station may let you on once, but to ensure that you’ll appear again, you have to tell a good story. They won’t want a dead, dull, boring person back on the show. You have to show enthusiasm and be able to tell the story. If you’re able to do this, you could have interviews that can make you thousands of dollars every month!

When people misjudge another person, or consider them less educated, intelligent, or cultured than they are, it can be embarrassing.

Just because a person does not “come from the right side of the tracks,” it does not mean he/she cannot learn, or does not know how to do things correctly. No-one wants to seem less capable than the next person.

Everyone has the opportunity to overcome misfortunes, whatever they may be. They want to be in a position where their children will never have to be ashamed of them. No-one wants someone else to “look down on them.”

Everyone wants to maintain their self-respect and not run the risk of making fools of themselves. (Can you think of a book that would offer people “personal prestige?”)

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

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

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

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

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

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

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

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

Following are seven questions that every prospect wants to know before they will send you their money! If you will make sure to answer every one of these questions for them, they will be more likely to send you their money! These seven questions are:

1. What is the product?
2. How much does it cost?
3. Is there a bonus if I buy?
4. Is there a refund guarantee?
5. What are my payment options?
6. Are there any special incentives?
7. Are there any restrictions?

Each of these seven questions has an answer based on your specific product. Every customer wants to know the answer to these seven questions. You will make the most money possible when you find the best way to answer these questions for your customer in your sales letter.

Here’s something that could work really well, and it would allow people that may not want to do something part-time - maybe just one day a week or something like that - something geared a bit more toward what they’re wanting. It is to find one local store and deal exclusively for them on the Internet auctions.

You could go to just one store, and become its Internet auction broker! No Inventory! No Overhead! You could make unlimited “Internet Auction Cash” from this one private source!

Find a store that’s unique, that specializes in products. Maybe it’s a product that you’re interested in, maybe it’s not, but it’s a product that you’ve seen, or in a market where you’ve seen a lot of products being sold on Internet auctions and doing well. Find a local store, just one single store, and deal exclusively with them.

Now, you’re probably saying, “How can I make this work on a weekly basis where you don’t have to put a lot of time into it?” A lot of these auctions will let you run seven day auctions, or auctions that last one week. So each week you could constantly offer products for auction!

Once a week, you go to the store and you take some pictures. You put pictures of some new products on the Internet auction sites so that maybe once every week you’re either putting new products up, or your other auction items that you have for sale are ending, and you’re selling the products.

Just once a week you can list new products, close out your other auctions, and then collect the money. This is just one way that you could actually operate one day a week - by running seven day auctions all the time. It’s an ongoing thing, where you’re always going to the store for new products to sell. And the cash flows in every single day!

Here’s something that could work really well, and it would allow people that may not want to do something part-time - maybe just one day a week or something like that - something geared a bit more toward what they’re wanting. It is to find one local store and deal exclusively for them on the Internet auctions.

You could go to just one store, and become its Internet auction broker! No Inventory! No Overhead! You could make unlimited “Internet Auction Cash” from this one private source!

Find a store that’s unique, that specializes in products. Maybe it’s a product that you’re interested in, maybe it’s not, but it’s a product that you’ve seen, or in a market where you’ve seen a lot of products being sold on Internet auctions and doing well. Find a local store, just one single store, and deal exclusively with them.

Now, you’re probably saying, “How can I make this work on a weekly basis where you don’t have to put a lot of time into it?” A lot of these auctions will let you run seven day auctions, or auctions that last one week. So each week you could constantly offer products for auction!

Once a week, you go to the store and you take some pictures. You put pictures of some new products on the Internet auction sites so that maybe once every week you’re either putting new products up, or your other auction items that you have for sale are ending, and you’re selling the products.

Just once a week you can list new products, close out your other auctions, and then collect the money. This is just one way that you could actually operate one day a week - by running seven day auctions all the time. It’s an ongoing thing, where you’re always going to the store for new products to sell. And the cash flows in every single day!

I would like go over seven things that you can add to your e-mail messages that will make them sell like crazy. Some of what I am going to share are things you might have already heard, so hopefully, I’ll have something new to add that will help you develop and deepen your understanding.

Number 1 - You have to make your e-mail message readable at a glance. Don’t use all caps. Use short sentences, short words, and punchy kinds of sentences. Make it readable. Don’t make it look like it is going to be difficult to read.

Number 2 - This is very closely related to the number 1. Send short e-mail messages. Remember, people are bombarded with e-mail, so your message has to be short, sweet, and simple. Begin your e-mail messages with the strongest selling point possible. That’s our best idea.

Number 3 - Get their attention. Your e-mail messages have to promise quick results. They must be benefit-rich. Remember, your copy is king, so you have to make things interesting, and compelling - you have to pull the reader in, grab them, and get their attention.

Number 4 - Create clear and compelling offers. State your offer in as few words as possible. Keep it clear - crystal clear.

Number 5 - Use premiums and bonuses to spice up your e-mail offers. It is important to know that premiums and bonuses drive sales and inquiries. You have to make somebody an offer if you want them to come to your web site. If you want them to download something, give them some kind of an offer. Make it worth their time.

Number 6 - Eliminate your prospect or customer’s risk. Use risk reversal - when you make an offer to your customer, set it up to be lopsided in their favor not your favor.

Number 7 - Something that many people don’t do, but can make you a lot of money if you will use this, is test your e-mail messages. Test new headlines, new offers, different prices if you are even mentioning your price in your e-mail (which you shouldn’t).

You are testing one e-mail message against another e-mail message, and if you do that consistently, I promise you you’re going to find out what works the best. Your customers vote with their check books and credit cards.

By testing you find out what your customers like the most, what they respond to the most, and then in the future that will help you develop similar but related ideas based on the knowledge that you’ve gained from testing. It’s something that a lot of direct response marketers hate to do. We I hate testing because it takes some thinking and it takes time and some patience. But, believe me, it can pay off, and it will pay off for you if you do it.

Trying to create e-mail messages that sell like crazy without studying the powerful selling copy others are using is like a brain surgeon that tried to do surgery without studying the brain first. Think about that. Take a medical doctor who has never done brain surgery. Would you want that doctor to operate on your brain? No! You want somebody that has studied it very carefully and spent some time. You don’t want to be the first one that they operate on, either. The point is that you have to study what is working for other people and then use those related kinds of ideas in your own e-mail.