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1

Don’t Skimp When Gathering Background Information - It Could Make You RICH!

Background information can make you extremely wealthy! The following is a list of the background information that should be reviewed before writing an ad. Answer these seven questions before you write your ad - and get RICH!

1. Know your product by studying and testing it yourself. Look for the uniqueness, special features, and benefits it has to offer. What are the most impressive features? The least?

2. Learn as much as possible about the profile of your prospects, so that you can target that precise type of person in your ads. That includes demographic, psychographic, and geographic information.

3. Are there set prices, standard formats, restrictions, and limitations you must follow? Are there words, phrases, or approaches that will make your offer more effective?

4. What do you know about your competitors? How do their products compare in value and quality? What types of promotional techniques are they using? All of this information will be useful in developing your own ad strategy. You can CASH-IN by becoming your own private money-making investigator! Private investigators are clued in to the things that most people don’t even know about. They can spot things. Over time, people in this business “sniff out” the important things that will make their ads better, more profitable, and more successful.

'Life is not complex. We are complex. Life is simple, and the simple thing is the right thing.'

Oscar Wilde

'Nature arms each man with some faculty which enables him to do easily some feat impossible to any other.'

Sophocles

5. Do you have good testimonial letters? Short statements can be used to give your offer credibility. Testimonials can be used creatively as proof that you have delivered the benefits you are promising.

6. Study ads that have offered similar products. This will give you a flood of creative ideas that will help you make even more money any time you want! It’s how to strengthen your money-making muscles! Studying ads that are running continually will help you decide what can work for you. It will give you ideas you can use. As time goes by and you continue to study ads, you get stronger in your ability to recognize what’s good and what’s not. Your ad writing skills get stronger and stronger, just as a bodybuilder’s weightlifting makes his muscles stronger over time. By studying successful ads, you can avoid duplicating unsuccessful efforts.

7. What is the ultimate goal of your ad? Do you want to generate inquiries, or direct orders? Will your ad be back-end or front-end sales oriented? By asking these kinds of questions you can set your own kinds of money-making goals that will help keep you ON TARGET to making MORE MONEY! What is your ultimate goal? What are you striving for? Ask these questions, keep setting your goals higher, then strive to make these goals come true!

'The greater the obstacle, the more glory in overcoming it.'

John Mason Brown

'The work will teach you how to do it.'

William Shakespeare

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2

Instantly Increase Your Profits By Up To 900%!

MAKING BACK-END SALES is the key to increasing your profits by up to 900% or more. Here’s a simple way to use this secret:

1. Create some great offers for your best customers.
2. Then, filter these promotions down through the rest of your customer base.
3. Then, take the best of these promotions and make them an on-going promotion. Here’s how it works:

A. 10 days after you do business with a brand new customer - send them your best-pulling package.
B. Send this follow-up package systematically to these people every ten days automatically.

This is a good system because these people are new customers. They feel good about you (assuming your initial fulfillment package satisfied them to begin with) - and they will do INSTANT REPEAT BUSINESS WITH YOU.

'A musician must make music, an artist must paint, a poet must write, if he to be at peace with himself. What a man can be, he must be.'

Abraham Maslow

'An hour of pain is as long as a day of pleasure.'

Richard Hooker

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3

Make Big Profits For Years To Come - From Something That Only Takes 60 Seconds of Your Time!

Now we’re going to cover some things that only take 60 seconds that can make you big profits for years to come. We know that sounds a little hard to believe - that you can actually do something in just a minute or less that can pay you cash dividends for years to come - but it’s the truth, and you’ll know exactly how to do it when we’ve finished.

What we’re talking about here is going to various web sites and participating in their discussion boards and their forums that they have on the Internet. A lot of different markets have them, and if you visit web sites regularly (and you should), you’ll find that just about every web site now is getting its own discussion forum.

The reason that they are doing it is for the same reason that these affiliate sites are popping up all over the place - it’s so easy now to set up your own discussion forum on the Internet, because the software is out there that can do it for you. You basically set it up on your web site and it is just there, running 24-hours a day. People come to it and they post messages and it is so easy and hands-off that a lot of web site owners are getting this.

'Pain makes man think. Thought makes man wise. Wisdom makes life endurable.’

John Patrick

'Our entire life. . . consists ultimately in accepting ourselves as we are.'

Jean Anouilh

Whatever market you are in, you can find discussion forums in your market, and they are easy to find just by searching the web sites that your market caters to. There are lots of them out there.

Basically, a discussion forum, if you are not familiar with them, is kind-of like a bulletin board where people come and chat, except it’s not in real time. You don’t actually see responses live, although it’s almost instantaneous. If it is a marketing forum, for example, there would be a list of people who posted questions and then people who answered the questions, so that you would see them in a streaming format.

At the very top of the page is the most recent question that they posted or a comment that they had, and then underneath that you’ll see a list of people who responded to that and their messages. You can click on it, read the full question, and you can read the full response.

Now, what you can do to use this to your advantage and to drive people to your web site for years to come is you can actually start participating in these discussions that are related to your market.
There are three different kinds of people that visit discussion forums. The first kind are the people that ask questions. The second are people who answer questions. The third is the person who doesn’t ask or answer, but they visit the web site and read the questions and the responses. That is going to be the largest group of people and you are going to find that the people who ask are also the ones who answer in some cases, and visa versa.

'Unless a man has been kicked around a little, you can’t really depend upon him to amount to anything.'

Oliver C. Wilson

'When we are afraid we ought not to occupy ourselves with endeavoring to prove that there is no danger, but in strengthening ourselves to go on in spite of the danger.'

Zen Maxim

What you want to do is be the one who answers a lot of the questions. What most of these people do, if you notice, at the end of your response or your questions - every time you make a statement on there - what you can actually do is enter the name of your web site and a brief, one-line classified ad about your web site.

You don’t want to blatantly advertise, you don’t want to start posting ads for your web site. You want to actually respond and give real, valuable feedback to people who are asking questions. When you do, you can go ahead and enter your web site address and a slogan, and get people to visit your web site.

Ideally, you are going to be visiting and participating in discussion forums that are related to your website and your marketplace, so that people who read these messages that you’ve left and responded to questions, ideally, they’re going to be interested in the same things you are and they can go to your web site and get more information.

For example, if you have a web site on marketing, you might have a free report on your website, and at the end of your answer where you answered someone’s question you might have a link to your web site and something that said, “Free Report – 13 Secrets To Make More Money With Your Website Now.” Something like that where people who are reading your response to someone else’s question says, “Here’s some free information on this website, I think I’ll click on it.” So they’ll come to your web site and, hopefully, buy products.

'Those who cannot remember the past are condemned to repeat it.'

Miguel de Cervantes

'When the rock is hard, we get harder than the rock. When the job is tough, we get tougher than the job.'

Frank Leahy

Now, how this 60 seconds worth of work can pay off for years to come is very simple. These discussion forums on the Internet, and the messages that you post, stay on there forever. There really is no reason for them to remove it. What they do is they keep the most current ones on their discussion forum that they have listed there.

You might only scroll down and see maybe the last week’s discussion on there, some of them might have the last month, and some even have a few month’s responses on there depending on how active the forum is. What they do is, once they’ve got it where it pops off that current list, they put it in an archive. All people do when they’re looking, they have a question related to that discussion forum, they’ll actually search the archives. Most of them have search features where you can search for keywords, and they can find your response for years to come, and in your response you’re also going to have that link to your web site.

That’s how you can make big profits for years to come - from something that only takes 60 seconds of your time!

'Wise men learn by other men’s mistakes, fools by their own.'

Abraham Lincoln

'When something bad happens to me, I think I’m able to deal with it in a pretty good way. That makes me lucky. Some people fall apart at the first little thing that happens.'

George Santayana

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4

How To Pull In Ten To Twenty Times More Cold Hard Cash From Your Internet Customers, Even When You’re Relaxing On The Beach Sipping Lemonade!

Here’s an easy way to pull in more money from the people who’ve already bought from you. This is actually a process of using the auto-responder after you have made a sale to your customers instead of before you make it. That’s the best thing about auto-responders - they are very flexible and you can use them for a variety of different situations.

In this case, we’re going to give you an example of how you can effectively use them after a sale has been made to pull in even more money from your customers. This is a technique that is actually used right now by quite a few Internet marketers and has been very effective. It’s how to pull in ten to twenty times more cold hard cash from your Internet customers, even when you’re relaxing on the beach sipping lemonade!

We know in marketing that there is a front end and normally, if you want to make a lot of money, there is a back end product. The front end is the product you sell first to a customer to give them a taste of what you’re offering, a sample of the bigger package to kind of build that trust and credibility with them.

'Wisdom comes by disillusionment.'

George Santayana

'Within us all there are wells of thought and dynamos of energy which are not suspected until emergencies arise. Then oftentimes we find that it is comparatively simple to double or triple our former capacities and to amaze ourselves by the results achieved.'

Ralph Waldo Emerson

The back end products are what you sell after that - the second, third, and the five hundred and thirty-third product. That’s where a lot of the money is.

There are people on the Internet right now that are using auto-responders to go back to their customers again, and again, and again, with different offers, even while they’re sleeping or out on the beach sipping an ice cold lemonade.

Here is the way they have it set up. When someone orders their product online, they have their auto-responder set up so that it does two things. First of all, it immediately sends them back a confirmation that their order was received and thanks them for their order. That is done automatically by the auto-responder.

Then, maybe five or ten days after that, another message will go out to that customer and say, “Hey, I’ve got some great updates for you. We’ve done some research. We’ve found some other products out there that you might be interested in.” It lists five or ten different back end offers.

Some companies just send out one back end offer using an auto-responder. Some give their customers a choice of five or ten different offers. The great thing about this is, you can set up your auto-responder to send out that back end offer whenever you want to. You can send out multiple back end offers. You can send one out ten days after someone purchased, or thirty days after someone purchased, or a different offer every two weeks for a couple of months. That’s the best thing about auto-responders.

You can also go in and change how often you send out offers. So, for example, let’s say that you’re going out to your customers with a different back end offer every single week and you find your responses are low. You can go in, change it, and go back to them every 20 days, or 25 days.

'The opportunities for enjoyment in your life are limitless. If you feel you are not experiencing enough joy, you have only yourself to blame.'

David Starr Jordan

'When thinking won’t cure fear, action will.'

Ralph Waldo Emerson

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5

Five Secrets To Creating Your Own Million-Dollar Ideas!

Famous advertising expert James Webb Young developed this simple 5-step formula for creating million-dollar ideas:

1. Gather the raw material: Get all the facts that relate to the product or service you’re selling. Put them on small cards.... one idea per card.

2. Think about it: Read these cards. As you think about it, partial ideas will come to you. Write them down, no matter how crazy you think they are.

3. Forget about it. Go on to something else for awhile...

4. Be ready for the answer. Suddenly the way to promote, advertise, and market your idea will come to you. While working... taking a shower... sleeping, etc. Suddenly, somewhere, somehow, it happens... It just appears!

5. Shape it up. Now you have the idea. Shape it. Refine it. Hone it. Work the bugs out - until it works.
This is the same formula we’ve used to create our most profitable promotions. You can use this simple 5-step formula to create your own million-dollar ideas.

'When someone does something good, applaud! You will make two people happy.'

Catfish Hunter

'Without duty, life is soft and boneless.'

Bernard Malamud

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6

Don’t Ditch What’s Already Working!

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

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

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

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

'When people are free to do as they please, they usually imitate each other.'

John Henry Cardinal Newman

'Always aim for achievement, and forget about success.'

Marcus Annaeus Seneca

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7

What Is The “Hottest Subject Ever” That Could Make You $1,000,000 A Year?

The most highly recommended books to wholesale teach “How to Make Money.” Millions of people are interested in starting their own business, and millions more are just interested in increasing profits in their established businesses.

If you can show your customers how they can do the one magic thing that they really want - then you can “write your own check!” That one magic thing that people want is a legitimate, solid, proven, no-risk way to make more money. If you can convince your market that you can give them this information, you can make a lot of money!

Simply offering your market a way to make more money isn’t enough, though. You have to remember that your offer has to stand out. It has to be different. It has to be unusual. It has to get their attention and interest right off the bat. We have used this over the years to make millions of dollars - and you could do it, too!

'Don’t mistake pleasures for happiness. They are a different breed of dog.'

Jean Anouilh

'He who forecasts all perils will never sail the sea.'

Allen H. Neuharth

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8

How To Start Your Own Million-Dollar Business From Home.

Here are the steps we first stumbled onto by accident back in 1988. These steps have made us millions of dollars from our home. Now we’re giving them to you:

1. Start with the market. Think about the people you want to sell to. Don’t concern yourself with the product or service you’re going to sell, that comes later.

2. Study this market. Become familiar with it until you know as much as you can about it.

3. Find three other companies or individuals who are making money in this market. Use their successful methods as your own model.

4. Get started. Go slowly. Develop a plan. Stick with it.

5. Concentrate on doing as much business as you can with your best customers. Then create and develop new products, services, and promotions around the things these people respond the best to.

'If you expect perfection from other people, your whole life is a series of disappointments, grumbling and complaints. If, on the contrary, you pitch
your expectations low, taking folks as the inefficient creatures which they are, you are frequently surprised by having them perform better than you had hoped.'

Norman Cousins

Life is not a static thing. The only people who do not change their minds are incompetents in asylums, and those in cemeteries.'

Anon.

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9

A WHOLE NEW BUSINESS OPPORTUNITY! Show Others How To Use Computers, The Internet, And Online Auctions To Build Their Own Fortunes - While Building YOUR Fortune The Whole Time!

Once you’ve learned how to get that computer on the Internet and doing what you want on the Internet auction sites, there’s another whole new business opportunity waiting for you -

- Namely, teaching people how to make money with Internet auctions!

Yes, you read this correctly. Once you’ve learned how to use the Internet and the Internet auction sites, and you’re making money with your auctions, you can move on and start making even more money by teaching others how to do it!

Remember what it was like when YOU started. You might have known very little, perhaps even nothing, about a computer. You might have been quaking in your boots when it came to the idea of getting on the Internet.

There are many people out there, in the same situation you were in when you got started. But, with some success under your belt, you can advertise yourself as experienced . . . and start teaching others!

Your services could range from simply introductory computer information, to using the Internet, to using the online Internet auctions to bring in extra money! And the whole time you’d be building YOUR fortune, simply by passing the knowledge on to others and charging them for it!

'What our deepest self craves is not mere enjoyment, but some supreme purpose that will enlist all our powers and give unity and direction to our life.'

Napoleon Bonaparte

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10

How To Get Your Product Noticed By Catalog Agents Who Are Already Up To Their Ears In Products!

The real secret to getting through to the catalog house people is to do their work for them. Remember, they are just employees. They are not going to kill themselves to make sure the very best products get into the catalog. They are not like company owners who know that the life or death of the company could be at hand and will do everything in their power to make sure EVERYTHING that sounds even remotely good makes it into the catalog.

If you can do their work for them, you cut down on what they have to do, which will gain you an easier entry into the catalog.

You should put the ads together for them. If the ad works and your offer made them money, they may even call you and want you to get them another item to put into their catalog!

The key is doing as much work as you can on your product and ad copy so the catalog house doesn’t have to. It’s how to get your product noticed by the catalog house agent who looks at hundreds of products every month!

'All good is gained by those whose thought and life are kept pointed close to one main thing, not scattered abroad upon a thousand.'

Stephen King and Peter Straub

'Difficulties are things that show what men are.'

Madame Necker

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11

Fill The Gaps In Your Market - And Get Rich In The Process!

A market is a group of customers that have something in common that makes them targetable for certain advertising promotions. A marketplace is a place where you can reach that market.

Where are the big gaps in the market place that you can fill and make a bundle? In order to fill a gap in a market, you have to constantly look for companies that are not serving a market well enough. You should constantly look for groups of people who are buying for certain reasons. You are constantly looking for needs and hungers in the market that other companies just aren’t filling.

Behind every successful company is a group of customers that are hungry for the benefits that company provides them. But, more often then not, those companies have weaknesses and gaps that they are not filling.

But, you can fill those gaps yourself. Look for those needs and desires that just aren’t being met by the other companies in your market. What are they overlooking that their customers want and need?

Offer these things to your prospects and get the message out that you have it, and you will attract the market’s attention. Then, since you are able to offer the market the things it wants that no other companies are offering, the market will be much more open to doing business with you. This will help pull customers your way, and will also help you bring competition away from your competitors. In essence, the money that your competition is making now could potentially be just waiting to be yours!

'Having a dream isn’t stupid. . .It’s not having a dream that’s stupid.'

August Strindberg

'If you always live with those who are lame, you will yourself learn to limp.'

Dag Hammarskjold

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12

The Billion-Dollar Time Tested Money Secret That Makes You Giant Internet Profits!

One of the things we see most often on the Internet is a lack of good headlines on websites. In fact, there are many sites with absolutely no headline whatsoever. What they’ll have in place of the headline is a big logo, a company logo, or a company name, or some kind of graphic that really has nothing to do with what they’re offering.

Another thing that we notice is that many websites only list features. They don’t list any benefits whatsoever. It’s just features of their product or service, no benefits. “What’s that product going to do for me? What’s in it for me?” That’s really all prospects and customers care about. “What is it going to do for me? How am I going to benefit from this?” People need benefits to justify the purchase.

Headlines and benefits are examples of compelling copy. They attract people to the advertisement, and they motivate them to buy what you have to offer.

It is copy like this that is most important in marketing of any sort, and the Internet is BY NO MEANS an exception! It is this copy that brought many, many marketers billions of dollars over years and years! Compelling copy is the billion dollar, time tested money secret that makes you giant Internet profits!

'Lack of will power has caused more failures than lack of intelligence or ability.'

Gene Fowler

'Sorrow is a fruit. God does not allow it to grow on a branch that is too weak to bear it.'

Anon.

We don’t mean to offend anyone, but a lot of the websites that are out there are put together by high tech “geeks” or “propeller heads” who don’t really understand how to write good sizzling sales copy. They not only don’t know how to write good advertising sales copy, they don’t even know how to design a website for maximum selling power. Nine out of ten know how to design a website that will dazzle the eyes of another web designer. They get wrapped up in this all the time. Again, it’s human nature we think. They look up to other web designers, they don’t look up to selling anything.

They put together websites that the whole impact is visual, the whole impact is what you see. It slows down the delivery of the site. People pass by and go on. They just don’t understand that everything on that website page has to be designed and laid out with the total question in mind is “Will this sell more products?” “Will this make a person buy the product?” A good basis in copyrighting will make you stand out miles ahead of anybody else on the web. Learn to write good copy . . . and use it!

'The more things change, the more they remain the same.'

Elbert Hubbard

'There is nothing in this world constant but inconstancy.'

James F. Byrnes

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13

How To Get Ten Times More Money From Every Ad You Run!

Here are the simple steps we use to create our own million-dollar ads and sales letters.

1. Use Direct-Response Marketing. Each ad or sales letter must ask your prospect or customer for their order, or try to get them to take some kind of action.

2. Track all your results carefully. This will tell you exactly what’s making the most money.

3. Create a checklist of the most important things every ad or sales letter must have. Check your sales material against this list.

4. Test carefully. Only roll out with the winners.

5. Match each sales message to the right market. And make your reader an irresistible offer.

6. Expand your knowledge of the market you are serving.

These are the same steps we’ve used to make a fortune. They have the potential to work just as well for you. You can make up to TEN TIMES MORE MONEY from every ad you run by following these simple steps.

'We would have to settle for the elegant goal of becoming ourselves.'

Woody Hayes

'When we are not sure, we are alive.'

Terence

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14

How A Simple Community College Course Can Become Your Key To A FORTUNE!

You can also videotape your course and make a book out of it. If you want a higher priced product, add the audio and the video with the printed book. Then you have a package. Maybe you don’t have something that you want to speak on, or you’re just not comfortable giving a talk. You could just be starting out and you want to sell somebody else’s products. This may be something that you’re interested in and you don’t consider yourself an expert at.

It’s very ethical that you say, “Gee, I’m not an expert.” I am not an expert on NASCAR, but if I had Jeff Gordon or Mr. Yarborough in a room or on the phone, and I interviewed them the way we’ve been talking about, that would be a very legitimate product. Instead of pretending that I knew everything about NASCAR, I’d go to an expert.

The way you can do that with these community college courses is get their catalog, look through it, and see what class interests you.

A friend of ours lives near the wine country. He loves to go wine tasting. He’s always getting jokes about it. There’s a wine expert he knows of that teaches a class on just that subject. It’s about a three hour class where you taste wines. He tells you all about why they taste a certain way, why one tastes so good and the other one doesn’t, and he also tells you about different wine regions.

'Reach high, for stars lie hidden in your soul. Dream deep, for every dream precedes the goal.‘

Pamela Vault Starr

'An aim in life is the only fortune worth finding.'

Dr. James H. Austin

Our friend asked this man, “May I videotape you?” It was just like the young lady asked if she could audio tape record the talk. He said, “I’d be delighted!” Our friend told him that he would give him a master copy and that he could do anything he wanted to with it.

Our friend will have one and he can sell it if he wants. At the end, the teacher asked that he put his name and P.O. Box on the tape so that people can write to him. He could sign them up for his class or sell them his newsletter.

So, instead of pretending he’s a wine expert which he’s rapidly becoming, I’m just a budding wine taster. I interviewed this guy and now I have an audio tape that I can sell. I have a wine tasting website, so this tape will be a good product to sell on that site.

It all comes from these little adult education classes at your local community college. You can make an audio. You can make a video. You can make a book. These people are doing this right now. So, it’s instant. You could just go there and pick any one of those and have a product in just a day or two, if you can find someone that’s happy to do it. Most of them are. That was my reaction. I said, “Absolutely!! I would love to have you audio tape my course.” It ended up, thanks to that young woman, that I sold three million dollars in gross sales of that product. It was just a tape of my community college course. That’s what I have. There’s a community college somewhere nearby. You go down there and meet any of the instructors. You’ll have a great product if you work together with them. What have you got to share, T.J.?

'A life of frustration is inevitable for any coach whose main enjoyment is winning.'

Honore de Balzac

'Having a goal is a state of happiness.’

E.J. Bartek

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15

Here Are Seven Questions Every Customer Wants To Know. Answer Them, And You Could Get Rich!

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.

'Being unready and ill equipped is what you have to expect in life. It is the niversal predicament. It is your lot as a human being to lack what it takes. Circumstances are seldom right. You never have the capacities, the strength, the wisdom, the virtue you ought to have. You must always do with less than you need in a situation vastly different from what you would have chosen.’

Oscar Wilde

'Fortune favours the bold.'

E.J. Bartek

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16

The Most Powerful Word In The Seller’s Dictionary!

The most powerful word you will ever use in your sales copy will be the word FREE! Use this word over and over again and you could soon be rich! How is it possible to give something away for FREE and still make money? You have to be careful what you give away! In other words, if your profit margin on your product is $25 each, don’t give away a free bonus that costs you $30 each! You would lose $5.00 on each sale!

Instead, your goal is to find a product that has the highest retail value but actually costs you the least amount of money!

One person we know has been giving away a free product that has a value of over $100.00, but only costs him less than 25 cents! What is it? He actually got in touch with a few magazines that his customers would be interested in subscribing to. He told those magazine editors that he would like to give away free sample issues or subscriptions to his customers. In short, he now sends out to his customers, as a free bonus, certificates for free issues or sample subscriptions to a few different magazines. His cost is in the paper that he prints those certificates on! His printer charges him about 5 cents per page, so a couple of pages with the certificates costs him less than 25 cents easily!

This is just to show you how easy it can be to come up with a free bonus that doesn’t cost you much, but has a high value to the customer! Whatever you do, you should try to come up with something that you can give away to your customers for free!

The amazing thing is that customers really know in their mind that there is no such thing as free! But, when they hear the word “free,” it triggers an emotional sense that makes them feel that they are getting a good deal on whatever they are buying! This is why, when you really want to catch a reader’s attention, you should use the word “free” in your sales copy!

'Congenial labor is the secret of happiness.’

Arthur Christopher Benson

'Is not life a hundred times too short for us to bore ourselves?'

Ella Wheeler Wilcox

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17

Do You Want To Convince Your Prospects That You Have Something Great For Them? Then Speak Their Language!

It is always a good idea to keep your writing down to average words, and always try to speak the reader’s language. This is how to get your message branded into the reader’s mind.

When it comes to writing advertising, always remember that you are not writing an ad that is pleasing and attractive to you. You should create an advertisement that is compelling and attractive to your prospects. Tell them and show them how your offer is going to give them the benefits that they want. Always keep in mind that the important thing is “what’s in it for them?”

All of us that are in the business of selling products and services have to give people the things that they value the most, their own gain, their own benefit, their own advantage. That is what they want.

We don’t want to make people seem bad or selfish, but when people spend their money, they only have so much of what we call “disposable income,” which is money they do not spend on necessities. Disposable income is the money we marketers are after, and you have to be sharp to earn it. You have to cater to the wants and needs of the prospects. You have to give them the most of what they want.

'Men at some time are master of their fates.'

G.D. Boardman

'The entire population of the universe, with one trifling exception, is composed of others.'

William Hazlitt

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18

Here’s One Thing You Can Give An Editor To Cause Them To Give You All The FREE Publicity You Want!

All you have to give them is information that is valuable to their readers! Editors are forced to stare at a blank page of paper and fill it with loads of information that they feel their readers are interested in! You can make their job easier if you will give them something that both fills that empty space AND is of interest to their readers! If you make their job easier, they will give you all the publicity you want!

One key thing to remember when writing free publicity is to keep your piece from sounding too advertisement-like. Make it more like a news story. Then, briefly at the end of the story, you can include information on how they can contact you for more information.

'The toughest thing about success is that you’ve got to keep on being a success. Talent is only a starting point in business. You’ve got to keep working that talent.'

Marcus Annaeus Seneca

'Too many people overvalue what they are not and undervalue what they are.'

Natash Jasefowitz

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19

How To Make 99.9% Sure Your Customers Will Pay For The Products They’re Bidding On - Before They Even Win Your Auction!

There is such a community spirit over the Internet that, when you do something right, people are more than happy to make it known to the rest of the world. You sell one item and get one happy response, and you’re on your way.

The same is true of buying items and paying promptly. The seller actually posts a good response and that also reflects on your integrity.

We’re most familiar with eBay and we think most people are because it’s the biggest of the Internet auction sites and many, many people use it. One of the things that we find most fascinating is the virtual community concept that online folks follow.

Imagine, if you will, walking around a city and everyone has a sign on their head saying things like, “Makes good on his promises,” or “Once in awhile reneges, but he may be okay most of the time,” or “Don’t trust this guy with large sums of money.” That’s the kind of community this is.

Just look around the message boards of the Internet auction sites - look for reports from both buyers and sellers who have used Internet auctions. This is how to make 99.9% sure your customers will pay for the products they’re bidding on - before they even win your auction!

'A friend is, as it were, a second self.'

Lewis K. Bendele

'Adversity is the trial of principle. Without it a man hardly knows whether he is honest or not.'

Euripides

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20

Here’s A Tremendously Underused Source Of Free Publicity - Newsletters!

Newsletters place their emphasis on a niche market, because in order for a newsletter to be successful it has to be for a niche market.

In many cases, newsletter editors are actually easier to deal with because of their (on the average) smaller distribution and absolute dedication to doing everything for one market that they can.

Few companies out there see newsletters as a major source of free publicity, though, because they think that, since they are seen by fewer people, they do not have the same money-making potential as larger publications such as magazines and newspapers.

Newsletters are an underused source of free publicity that already are totally aimed at a niche market. And they can be the easy way to get FREE PUBLICITY that reaches millions, and practically no one is doing it!

'Be not afraid of life. Believe that life is worth living, and your belief will help create the fact.'

Albert M. .Wells, Jr.

'Dare to be naïve.'

Tennessee Williams

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21

How To Make 20 Times More Money Than Your Competitors!

Do multiple mailings to your customers. Let them know who you are. Tell them about yourself. Let them know you are a real person who cares about them. Tell them your story about how you got into the business. Let them know why you can relate to them. Show them how you can help them get the things that are most important to them. These are the kinds of things that relationships are made of.

Your repeated mailings to your customers will help you form a bond with them. You can build loyalty in these customers and many of them will continue doing business with you for years. This is the secret that has made us at least 20 times more money than our competitors. It has the potential to do the same thing for you.

'Flaming enthusiasm, backed up by horse sense and persistence, is the quality that most frequently makes for success.'

Anon.

'Happiness lies in the joy of achievement and the thrill of creative effort.'

Napoleon Bonaparte

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22

Six Powerful Techniques That Have Brought Marketers Millions Of Dollars Over The Years – And They Could Do The Same For You!

Here are six techniques companies have used time and time again to get rich with informational products. They have proven themselves over the years. You can use these, too!

1. Join forces with a nonprofit organization to write, publish, and sell a cookbook.

2. Write and publish booklets as give-aways for organizations or businesses.

3. Factories or large groups are often looking for informational booklets for employees.

4. Big sellers are short data reports. These four- to eight-page information reports work well in topics such as tourism guides, directories, short “How-to’s” on a variety of subjects, and many more.

5. Use your booklet as an added bonus for something else you sell. It can be free, or you could charge a nominal fee. People will feel they have really received a great gift!

6. Write and sell newsletters of current information. Newsletters are specialized, so concentrate on areas that correspond with your books, and you have a built-in mailing list!

'I can stand what I know. It’s what I don’t know that frightens me.'

Red Auerbach

'If something is boring after two minutes, try it for four. If still boring, try it for eight, sixteen, thirty two, and so on. Eventually, one discovers that it is not boring, but very interesting.'

Lou Centlivre

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23

Ten Secrets Of The Highest Paid Copywriters In The World!!

Here are 10 secrets of the highest paid copywriters in the world. Practice these things. They are the secrets that, when you learn them and put them into action, can help you develop the high-impact advertisements you want and need.

1. Professional ad copy-writers DO experiment with formats to maximize the amount of copy they can fit in.

2. They DO try to achieve maximum clarity and impact of key points, even if it is at the expense of eliminating lower-priority points.

3. Seasoned writers DO make every effort to bullet low-priority points, one after another, into an ad, and get them to fit into any length with clarity.

4. Professional writers DO immediately reduce, or even eliminate, graphics to incorporate more copy. They know that graphics should seldom be used in a small ad.

5. Professional copy-writers DO transfer low-priority copy points, which cannot be introduced into an ad, to a sales letter, brochure, or another follow-up insert.

'The road to happiness lies in two simple principles: find what it is that interests you and that you can do well, and when you find it put your whole soul into it—every bit of energy and ambition and natural ability you have.’

John D. Rockefeller III

'We only do well the things we like doing.’

Colette

6. Professional ad writers DO know that it is more important to cover key points clearly, completely, and persuasively, than it is to include the low-priority points.

7. Because the first draft will be edited and rewritten to length anyway, DON’T try to write your ad to the exact length you want it on the first draft.

8. DON’T try to fit in more copy, and then end up compromising your ad’s readability.

9. DON’T reduce your type size beyond what is tolerable and reasonable. Clarity and readability are more important than trying to squeeze in low-priority points. Remember, not everyone is able to, or has the tolerance level, to read small type.

10. Professional writers DO know that providing prospects with proof of claims is more important than trying to include all of the low-priority points.

'The mind is its own place, and in itself can make a heaven of hell, a hell of heaven.'

Franklin Delano Roosevelt

'The struggle along pleases us, not the victory.'

Sir William Osler

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24

Three Fast Remedies For Unprofitable Ads!

What happens if your first ad doesn’t make the kind of money you want it to make? Try these three fast remedies:

1. If you receive absolutely no orders within two to five weeks, take a close look at the media you are advertising in.

2. Are you targeting the right market?

3. Can your ad be improved? Make some test changes, but do not abandon your entire package yet.

'There is no genius in life like the genius of energy and activity.'

General Creighton W. Abrams

'To turn an obstacle to one’s advantage is a great step towards victory.'

Ralph Waldo Emerson

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25

One Thing You Can Do To Your Website To Make Your Customers Feel Like You Know Them Personally. This Can Really Multiply Your Sales and Profits!

Personalization has been an extremely powerful marketing tactic since its inception. When used correctly, it has helped marketers bring in many thousands of dollars in direct mail . . . and it could do the same on websites and in electronic media as well! This can really multiply your sales and profits!

Personalization is, broadly defined, tailoring a sales message for one specific customer or prospect. Typically, the more mailings are sent out, the harder this can be. But, there are some very simple tactics that can be used to keep the level of personalization high with high-volume media.

Use the customer or prospect’s name, and when you address them in the copy, address them by their name. You see this quite often with direct mailings. Sweepstakes offers and video/music clubs tend to use it in their copy. “You, JOHN DOE, might have already won $1,000,000!” “We know you’re a man who loves his music, Mr. Doe, and so we believe we have a terrific offer for you!” Sales letters don’t start out with “Dear Sir,” they start out “Dear Harold Feeblefitzer . . . “

‘Dream lofty dreams, and as you dream, so shall you become. Your vision is the promise of what you become. Your vision is the promise of what you shall at last unveil.'

Anon.

'He who reflects too much will achieve little.'

Plautus

E-mail would be simple to personalize in this way. When it comes to websites, there is technology available for webmasters that allows the Internet surfer to enter their name before they enter the site. Then, when the surfer enters the site, their name will appear in the copy where it’s supposed to . . . instant personalization! In fact, the sites we’ve seen with this technology actually store the names of those who visit, so whenever they come back, they are welcomed back personally, with their name . . . every time without re-entering it!

Personalization is a very important marketing tool. It identifies the person receiving the message as an individual, as a person to be communicated with and dealt with one-on-one. It will give them a feeling that they are independent and important.

That prospect knows in the back of his or her head that your sales message was concocted with many, many people in mind. But personalization gives that sales message extra power to break through that wall of resistance by painting a picture of you dealing with that person as an individual rather than as a name on a mailing label. With good personalization, that prospect will still regard your message seriously even though he or she knows it was created to go to thousands of people. It’s subliminal - and it’s a bit of ego stroking.

Personalization is the one thing you can do to your website to make your customers feel like you know them personally. They’ll know you don’t, but they’ll FEEL like you DO! Therein lies trust, and when you can gain a prospect’s trust, you’re just a short hop from making the sale.

‘We should be taught no to wait for inspiration to start a thing. Action always generates inspiration. Inspiration seldom generates action.'

Pauline Rose Chance

'Work and love—these are the basics. Without them there is neurosis.'

Leo Burnett

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26

The Internet Money-Magnet! How To Draw Thousands Of People To Your Web Site - Like Steel Is Drawn To A Magnet!

Here’s something that folks may not be aware of. There are millions of people on-line, but a lot of those people are on-line while they are at their job and they’re listening to the radio shows while they’re working or goofing off.

This is the secret that a lot of people don’t realize - There are millions of people who are on-line that should be working. They’re behind their desk pretending they are working, and they are really on the Internet just surfing around and ripping off their employer. That can be good news for you if you’re on one of these radio talk shows. While they’re supposed to be working, they are surfing your web site and spending some money with you.

What you have to do is make people on the Internet want to keep coming to your web site. We’ve coined this the “money magnet” web site. You need to create a “money magnet” web site - one that’ll draw thousands of people to your web site like steel is drawn to a magnet. And here are just a few ideas to help you do just that, and keep people coming back to your web site!

Start a discussion group on your web site. Become famous within your niche. There are people that are doing this right now. They’ve got web sites, and within their niche, all of the people come to their web site, constantly, to be involved in the discussion group. No reason why you can’t have one, too.

'A helping word to one in trouble is often like a switch on a railroad track. . .an inch between wreck and smooth, rolling prosperity.'

Henri Frederic Amiel

'All changes, even the most longed for, have their melancholy, for what we leave behind us is a part of ourselves; we must die to one life before we can enter into another.'

Blaise Pascal

Number two, put on as many links as you can that are related to your web site, or your niche, of people that are selling different things or have different information, they are not competing directly with you. You’ve got as many links as possible on your web site. People come to your web site almost as if it’s a freeway on-ramp.

Most web sites are like dead ends. They go to your web site and it’s a dead end. They can go no further. A “money magnet” web site is a web site people come to so they can go to other places. You have constantly changing links and new places that your customers can go to. They’ll keep coming back to your web site because that will make it so much easier for them to go to different web sites that are of interest to them.

A third idea is an electronic newsletter. You would keep the newsletter in your web site. People could download it if they wanted to, but they had to come to your web site to get it. You’ve got a new newsletter all the time, and you’re constantly changing that. Another idea is to have contests. Maybe you have a contest every month, and you try to make it fun. These ideas give people a compelling reason to come to your site. Most web sites don’t have any compelling reason for people to go to them. By doing these, and other things, you give people a lot of reasons to keep coming back.

'Marriage is not just spiritual communion and passionate embraces; marriage is also three meals a day, sharing the workload and remembering to carry out the trash.’

Dr. Joyce Brothers

'Despair is criminal.'

Theodore Roosevelt

Most web sites have zero content. Your “money magnet” web site needs to have a lot of content. Most web sites never change. Somebody goes through it one time, they see what you’ve got, and there’s no reason to go back. Your “money magnet” web site is constantly changing. It’s exciting! People want to come back.

Now, if you ask a hundred different marketing experts what marketing is, they’ll tell you a hundred different things. They can all be right in their explanations.

The way we define marketing is very simple. We’d like for all of our readers just to think this through. It’s two-fold.

One, it’s all the things you do to get a new prospect to do business with you one time.

Two, all the things you do to get that prospect coming back again and again.

Now, electronic marketing is just using a computer, your web site, and the Internet to do those two things. You’re getting new customers to buy from you one time and, then, you’re keeping them coming back again and again. Once you truly understand this principle, it can make you a tremendous amount of money.

There is no better way to use that principle than creating this “money magnet” web site that we’ve talked about. It’s going to take a little bit of work for you to do it, but it’s going to be worth it. It’s going to compel new prospects to, first of all, come to your site. For all those links that you’re putting out from your site to other people’s sites, you’re making these people also put a connecting link to your web site. So, you’re getting new people in, plus you’re getting people the information, the products, the services, and the things that they want. You’re establishing value with those people. You’re getting them to come back again and again.

'Courage is more than standing for a firm
conviction. It includes the risk of questioning that conviction.’

Julian Weber Gordon

'At the bottom of a good deal of bravery. . . lurks a miserable cowardice. Men will face powder and steel because they cannot face public opinion.’

Edwin H. Chapin

There is a compelling reason to come back. Once they come back a few times, that lets you build a strong bond with your customers. You can use that strong bond and that strong relationship to really get extremely wealthy. This is the potential here. The formula for getting wealthy is real simple: you get enough people to re-buy from you enough times, at a large enough profit per transaction, and you’re going to get rich. It’s that simple! This overall concept can make it happen.

'Nature arms each man with some faculty which enables him to do easily some feat impossible to any other.’

Ralph Waldo Emerson

'Trouble creates a capacity to handle it.’

Oliver Wendell Holmes, Jr.

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27

Why Buying Your Products Over Internet Auction Will Be More Than A Purchase . . . It’ll Be A CONQUEST!

One thing that really separates auctions from typical retail purchasing is the implementation of competition it involves. Yes, competition!

When you go to a store and buy something, you pick the product up off the shelf, toss it in a cart, head for the front of the store, and have it run over a scanner so they can charge you for it. Ho Hum.

Auctions, on the other hand, are actually a very different, very exciting way to buy something!

It’s like a game - look at this ratio: one product for sale offered to hundreds, thousands, or possibly tens of thousands of prospective buyers. Every prospective buyer is given an opportunity to bid on the product - the highest bid that the other prospective buyers cannot - or will not - outbid, wins the product.

This is, in fact, another extremely attractive aspect of auctions - they turn into a competition, into a game. The winner takes the product!

And, the more specialized the product is, the more that product’s market will be willing to pay for it. An old Batman comic book may not mean much to most people, but to comic book collectors, it may be worth a lot!

A specialized product like this will typically only attract the most interested buyers . . . and the fur will fly. They want it for various reasons, and it’s all psychological. They want to have bragging rights that come with owning it - it’s more than a purchase, it’s a game they’ve won! This is why buying your products will be more than a purchase for these people . . . it’ll be a CONQUEST!

'The dedicated life is the life worth living.’

Annie Dillard

'He who walks in the middle of the road gets hit from both sides.’

George P. Schultz

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28

A Simple Way To Get People To Help You Make More Money

The testimonials from your satisfied customers can help you get more business. Here’s our simple formula for getting your customers to help you make more money:

1. Design a simple one page flier. Make your customer a special offer on the front side. Tell them you want to give them a reward for five minutes of their time.

2. Tell them you want their opinions, ideas, and testimonial for your product or service.

3. Offer to give them a free report, cassette tape, book, or some type of product or service for taking the time to fill out your simple questionnaire on the reverse side of the flier.

4. Then, ask them several questions such as: What do you like about my product or service? Why is it better than similar items on the market? Make it easy for them to give you their answer. Give them plenty of space under each question.

5. Your last question should ask them to give you their written testimonial. Ask them to give you permission to use this testimonial. Just have them sign their name at the bottom of the page.

This is the simple strategy we’ve used to get hundreds of our customers to give us their testimonials. It’s simple and easy. Your customers will appreciate the free gift, and their testimonials can be used to help you earn even more money.

'If we let things terrify us, life will not be worth living.'

Quintilian

'Inspiration does not come like a blot, nor is it kinetic energy striving, but it comes to us slowly and quietly all the time.'

Marcel Proust

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29

The Secret To Making Up To $500,000 A Year With Newspapers

Very few Direct-Response Marketing professionals run ads in local newspapers. But you can. Below are the steps you can take to make huge amounts of money by advertising in newspapers. We’ll also give you a quick mathematical example to show you how simple it could be to bring in $500,000 a year in sales by advertising in newspapers:

1. Use our answering machine methods. Run small classified ads in newspapers with endings that say something like: “Amazing Recorded Message Reveals Details”, or “Call Our 24-Hour Recorded Hotline”. The purpose of the small ad is to simply get people to call in and listen to your recording. The recording sells them further by giving them all the benefits of whatever you’re selling and tells them how they can get it.

2. Sell informational products. Informational products can be anything from cassette and video tapes, to guides and manuals, to reports or home study courses. You should develop informational products for the newspapers you want to sell them to. The next step will show you how to do this.

3. Target your information with the category headings in the newspaper. Think of the classified ad section of a newspaper like a marketer... The people who are reading the different categories of this newspaper are doing so for a specific reason. They are interested in finding a job, or going to a garage sale, or buying a car. Now all you have to do is develop a product that shows them how you can help them get what they want. Run an ad that promises them the biggest benefit, and let them dial your number and listen to your recorded message.

'If you let your fear of consequence prevent you from following your deepest instinct, your life will be safe, expedient and thin.'

Frederick Phillips

'Like swimming, riding, writing or playing golf, happiness can be learned.'

William James

4. Test like crazy. Figure out a way to advertise profitably in 500 newspapers. You may have to test 5,000 newspapers to find the 500 that make profits for you consistently. You’ll make money in some newspapers and lose money in others. The secret is to test your ads in as many newspapers as you can to find out which newspapers consistently make you money.

5. Find 500 newspapers that earn continuous profits and make a net profit of $1,000 per newspaper. A net profit of $1,000 a year in 500 newspapers is $500,000 a year. In the next step we’ll break this down even further and show you how many sales you would have to have to bring in this huge amount of money.

6. $1,000 net profit per paper is equal to less than $20.00 per paper - every week. Are you staring to get excited? Good! This is just an example based on mathematical projections, but it’s important to break down all of your ideas into this type of formula. Now let’s break it down even further.

7. $20.00 per paper means selling 4 $25-books - and keeping a profit of 25%. This is the total amount of sales you would need per newspaper to reach your goal. Think about the simplicity of this formula. You start small.... testing slowly.... with a goal of just selling four of your $25 books, manuals, or other informational products and keeping 25%. You keep testing all kinds of different ads, sales messages, scripts, etc. until you can do this. THE DAY YOU CAN EARN THIS PROFIT IN 10 NEWSPAPERS IS THE DAY YOU REJOICE! Why? Because if you can earn this profit in 10 newspapers, the chances are good that you can do it in 100... then 200... then 500. And if that happened, you’d be on your way to earning $500,000 a year.

'If you have the will to win, you have achieved half your success; if you don’t, you have achieved half your failure.'

David V.A. Ambrose

'He who has a why to live for can bear almost and how.’

Friedrich Nietzsche

8. The secret is to begin at the end. You know the “numbers” it will take to earn this amount. You know you need to sell four of your $25 products at a 25% profit margin per newspaper every week. That’s the beginning. Then you simply figure out how to do it by testing slowly.

Our $500,000 a year in sales is a mathematical example only that is based on certain number of sales in a certain number of newspapers. It is not a guarantee that you can do this. Your own efforts will vary from different promotions and different ads. However, this example does teach you something very powerful: it takes the mystery out of making money. See step eight. You simply figure out how much money you would like to make each year and then figure out how many different products or services you will have to make to do it. Then you figure out the strategy to doing it. This is powerful

'Knowledge is power, but enthusiasm pulls the switch.'

E.M. Cioran

'Marriage is not just spiritual communion and passionate embraces; marriage is also three meals a day, sharing the workload and remembering to carry out the trash.'

Jim Ryuh

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30

In Order For Editors To Consider Your Press Release, You Have To Offer Editors What They Want, Too!

Newspaper and magazine editors will help you get rich! But to gain their help, you have to give them what they want too. Editors are not in the business of helping you promote your product or service; they are in the business of pleasing their readers. Your whole proposal to them should focus on the fact that you have a product or service that can give their readers something very important to them.

Let’s look at the example you read earlier about the man who wrote the book How to Stretch Your Paycheck. In that particular magazine that book dealt with something very important to the magazine’s readers.

Yes, the man was lucky. But was luck responsible for mailing that news release to the magazine? No, that was his decision. You create your own luck. You get lucky through getting into the market and trying things.

Some people try free publicity by sending out a few news releases. They don’t get very good response from these news releases, though, and they give it up and say it didn’t work for them. Those people fail to realize that even the people who make a lot of money play it as a numbers game. You don’t get into many publications, but the ones you do get in have the potential to make you a lot of money. You have to treat it like a business, not a gamble.

'Some persons are very decisive when it comes to avoiding decisions.'

Joseph Heller

'The deepest principle in human nature is the craving to be appreciated.'

R. Briffault

Another thing you should remember is that you can’t just cross your fingers and haphazardly slap together loads of cheap items and mail them off to editors. They won’t take it seriously, for good reason. You have to put together a professional package. When you read through a magazine and read stories about successful products and individuals, almost every single one of those stories was generated by a professional publicity company.

It seems like common sense, but you would be surprised how many people pay little or no attention to it. They see it as a gambling where they just send something cheap to an editor hoping that they will get lucky. Then they end up giving up because no one who gets their mailing takes them seriously.

'Doubts and mistrust are the mere panic of timid imagination, which the steadfast heart will conquer, and the large mind transcend.'

Michael Burke

'He who knows how to suffer everything can dare everything.'

Chick Corea

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