Business Lyceum
e-Letter
Practical
Instruction in the Arts and Sciences of Making Money
AUGUST 2001
Greetings & Salutations:
As you know, I am NOT an Internet Marketer! -- I am a Mailorder
Marketer, but ...
Starting in September, 1999 ... by June, 2000, about 12% to
15% of my revenue was coming from the Internet. -- Not bad in
"real dollars," but far less than I had been lead to
believe Internet Marketing could do. (I was too used to the big
bucks in mailorder.)
Last month, I learned (again) that ...
Mailorder is Still King!
From June, 2000, thru June, 2001, my Internet revenue grew
steadily; from 12% of gross revenue to about 35%. -- No big jumps
... not even when I started our Affiliate Program in January,
2001 ... just a steady growth pattern.
To make a long story short, in June, 2001, I asked myself
a question I had asked myself a thousand times in my mailorder
business ...
Where are my customers coming from?
So ... I went back to day one (September, 1999) and looked
at EVERY order we had ever received from my web site. I looked
at them all, one-by-one ... it took days - but - when I had finished,
I discovered the Real Secret to my success.
After going through ALL of the orders ever produced from my
web site - one-by-one - I discovered that ...
Eighty Three Percent (83%) of my web site orders had come
from web site visitors originated by my "Mailorder Marketing"
campaigns ... NOT from my "Internet Marketing" efforts!
That's right ... all of my Internet Marketing, Advertising,
Affiliate Program and Article Writing had only produced a paltry
17% of my "buying" customers ... the other 83% came
directly from my mailorder marketing campaigns (with email follow
ups, of course).
Then, I figured out ...
Why!
When I did my marketing on the Internet, I was preaching to
the choir. -- I was marketing to other people who were also marketing
on the Internet; or trying to start their own business on the
Internet; or just gathering up as much FREE information as they
could find about making money.
Most of them were spending most of their time on the Internet
looking for ways to make money on the Internet. -- They were
looking for something to sell (or get FREE) ... not something
to buy.
That lead me to the conclusion ...
You can still make a fortune in mailorder without ever
selling anything on the Internet - BUT ... You can NOT make any
real money on the Internet without using Mailorder Marketing.
Starting in September, 1999, I put my web site URL on every
mailorder sales piece that left our offices. -- That little act
alone produced 83% of the "buying" customers who have
visited my web site.
On the Internet, your customers have to FIND YOU. -- That
means you must continually market your web site ... using every
trick in the guru's book ... to generate traffic to your site.
-- Even then, all you're doing is preaching to the choir.
Using known demographic profiling, in the mailorder business,
you FIND YOUR CUSTOMERS ... then, tell them what you have and
how they can get it from you on the Internet.
People who visit, or contact, you from a mailorder campaign
are NOT the customary Internet Surfers; other Internet Marketers;
or Freebie Seekers, you get by marketing on the Internet. --
They are people who are looking for what you have but don't know
where to find it.
Now that I know where my "buying" customers are
coming from ... Guess What? -- I will be doubling and redoubling
my Mailorder Marketing campaigns this fall (when the "Mailorder
season" begins again). -- Instead of spending 80% of my
time doing Internet Marketing, I will realign my priorities and
will spend 80% of my time ...
Marketing my Web Site by Mail!
Now, I have to figure out how I can provide a Mailorder Marketing
Service to other Internet Marketers. -- Got any ideas?? -- Let
me know.
Now, let's do some ...
Questions & Answers, Comments
& Other Good Stuff!
David Wilson told me this fascinating
story ...
"Here is the story and an update on the finders fee.
A guy in your newsletter advertised that he wanted a (xxxxxxx).
In another issue, a guy advertised having some to sell.
Well, not being a genius, but always willing to jump in with
both feet, I did the obvious and sent a letter just like in your
book to the seller asking for information. I then typed
that info into a letter and sent it to the buyer per your example
in the book. (Gordon Alexander tells the story of a guy
who bought two tractors advertised in the classifieds of a magazine
and sold them to another guy advertising in the same issue!)
The buyer wanted info. I sent that "sanitized"
letter from him to the seller asking for a commission.
The seller agreed to pay me $5000 if they close a deal. He FAX'd
the agreement and sent it hard copy, too. I sent him a
registered letter acknowledging the commission along with my
contact's information. I also sent a registered letter
to the buyer saying the seller would contact him directly and
enclosed a copy of the original offer from the seller. The seller
was real nice. It turns out they are the only people in North
America that rebuild (xxxxxxx). Those things are HUGE!
I saw a picture on the Internet. Well, the seller knows
who the buyer is and said he didn't know if I realized it, but
the buyer is an equipment dealer (is that another finder or broker?)
and for me not to get my hopes up too much. I sent him
an e-mail politely thanking him. Nothing else. But
he told me on the phone they do finder's fees with all kinds
of people. See, I learned something. I figure
something as unique as (xxxxxxx), the seller must know everybody
in the country has or ever will have a (xxxxxxx) of any kind.
But it was worth a shot and I learned a lot (thanks to your patient
and generous help). If I actually knew anyone (or could
find anyone) who really wanted a (xxxxxxx), and by some miracle
the seller didn't know them, I'd be in business (so to speak).
Jim, the one thing I've been doing lately is something I learned
from you. You said if you buy information, you want to
at least try it out and DO something with it. I am putting
that into practice for myself. Almost everything I am trying
is new to me and I have a hard time figuring it out. But
I believe I am on the right path because if others learned to
do it, so can I -- if it is worth the price to me. My cousin
owns a newspaper and large printing business. Maybe I will
talk to him. Thanks for everything. I want to at
least get paid for one thing even if only a little bit.
So, I'm not giving up (although it may or may not be printing
presses!). Also, Phoenix has a huge industrial warehouse
area very close to me. I should go "snoop" around a
little."
Great story, David ...
You would be surprised how many Finder's Fees are earned each
year by people who just do what you did ... matching the Wanteds
& Availables in newsletters, magazines, etc.
By all means, go snooping. I would be greatly surprised
if you didn't find something.
By the way, you can now ...
Earn Finder's Fees from the Internet!
Since 1978 ... as you probably know ... my Finder's Fee course
has taught well over 30,000 people how to get paid the Finder's
Fees they earn. Some of them have gone on to amass fortunes
in the field ... before the Internet (as we know it today)
even existed.
With the advent of the Internet, many of my students have
asked ...
"How do I find Finder's Fee opportunities
on the Internet?"
Until now, I really haven't had an answer for them.
Then, this contact ... one of my students ... sent me a review
copy of his "21st Century Finder's Fee Guide."
I couldn't believe it ... the "21st Century Finder's
Fee Guide" is jam-packed with vital information
for every 21st century Finder using the Internet ... where to
look ... what to look for ... how to use the information sources
... how to gain knowledge of who you are dealing with.
All in all, using the "21st Century Finder's Fee
Guide" you will have online Finder's Fees as close
as your keyboard. -- Beyond that ...
Contact publishes a FREE email newsletter for the people who
read his book ... with information about new and useful links,
how to optimize your searches, where to find FREE help from business
executives, how to become an expert in any field, new types of
Finder's Fees designed for the Internet ... and much, much more.
I still don't believe it - but - I checked out the sources
& resources myself. -- They are real and verifiable.
(I can only imagine how much more money I would have made if
I had had these sources & resources when I was younger &
more active as a Finder.)
The "21st Century Finder's Fee Guide"
has just been published as an eBook ... in PDF ... and contact
is creating & generating the follow-up email newsletter,
supporting backup materials & special reports. -- Right now
... before everything is all done ... you can get your copy of
the "21st Century Finder's Fee Guide"
for only about half price.
As far as I'm concerned, anyone who wants to be a "real"
Finder in the 21st century, must have this book. So, do
yourself a big favor & order your personal copy, TODAY!!
(Don't wait until the price goes up.) -- Contact: LUIS
A. ARAUZ, M4 Consultants, 3308 N. Springfield Ave., Chicago,
IL 60618 -- OnLine: http://21centuryfinder.8m.com/21cf001.html
Along the same lines, Alan Lehrer
asked:
"Received your course the other day and I finished reading
it and will read it over at least once more before I act upon
it. I have a few questions to ask you. Which are
as follows: (a) Instead of using the term Professional
Finder to describe myself socially, what would be another title
I might use. (b) I don't currently have a fax machine,
do you feel that it would be necessary for me to own one. (c)
Would a company title such as ADL Marketing Services be appropriate
on a letterhead that I send out to prospective buyers and/or
sellers. If not is there another one that you would recommend
I use? (d) On page 48, titled Contingency Agency
Contracts. Can I send .a photo copy of the advertising
contract to the broker, and keep the original for my files or
do I have to get a new one everytime I am involved in this
type of transaction. Must the dollar amount of the advertising
charge be stated or is that negotiable via the exchange of letters
as outlined in your book. By the way do I mail out the letters
in real estate transactions using the same method as used in
buying and selling. (e) Can the internet be used
in any way to locate sources. It is not mentioned in your
book. If so please give examples. Thanks for reading this
email and I appreciate any help that you can offer."
Alan:
Don't just read the course once more ... keep it on your desk
and re-read something from it every day. Hey, I wrote it
and I still re-read it at least once a month.
In response to your questions:
(a) One of the 'titles' I have used, and recommended
to other finders, is ... "Business Research Specialist."
There are others, but that one seems to be the best.
(b) No a FAX machine is not an absolute necessity but
it does speed up communications that are not contact sensitive
... as does email.
(c) I prefer NOT to use a company name. I always
advise finders to just use their name because a Finder is providing
a personal service.
(d) The Contingency Contracts are always subject to
negotiation ... using the same kind of letters you use for any
other deal. Each Real Estate deal must be on a separate
contract with the dollar amount for that particular deal.
(e) Yes ... you may use the Internet just as you would
the telephone to search for products, services, whatever - but
- remember, you must not ask for, or offer, a Finder's Fee by
email or online. -- By the way, another professional finder just
completed a guide to using the Internet in Finder's Fee deals.
-- Find out all about it at: http://21centuryfinder.8m.com/21cf001.html
If you ever get stuck on a deal and don't know what
to do next; or how to do it, just ask.
He's Doing It ... Again!
(If you missed it the first time, here's a second chance.)
I couldn't hardly believe it. For only the second time
that I know of in 30 years, Dean F.V. DuVall is actually giving
something away ... FREE! -- That's right, here's your chance
to get something FREE from him.
All you have to do is send him your name and mailing address
... he ain't into email delivering stuff ... to get a FREE copy
of the September, 2001, "Special Edition"
of his "Personal SUCCESS - The Newsletter" ...
the second best newsletter in the industry (after mine, of course).
Dean tells me this particular issue will have a heavy
Cyber Focus with all sorts of fascinating data about the Internet
& how to make money in fresh new ways on the Internet. --
Remember, Dean is the one who says ...
"Today, I can drag my still-pajama-clad self to one
of our computers - at 6:00 in the morning - or at noon, if I
decide to sleep in - and before the day is over KNOW that I can,
starting from scratch, earn an honest $5,000 to $10,000 or more!
Period. And then, tomorrow, do it again. Then the
next day, do it again. Then the next day..."
How does he do it? -- I dunno! But, if"n ol"Dean
says he does it, I would be willing to bet my bippy he does it.
-- Anywho, in the FREE issue, I'm sure he will be telling you
all about it. So ...
Send him your name an mailing address, TODAY! -- This
may be the onliest chance you ever get to get something FREE
from one of the other greats in the money-making industry. --
Do it, today ... by mail or email ... you"ll never regret
it. -- Contact: DEAN F.V. DuVALL, Sr., DAX #701884,
P.O. Box 14, Williamston, MI 48895-0014
Sanjay Kulkarni wrote
to offer his computer services:
"SanaganakSakha, the name I am trying to promote instead
of 'Sanjay Kulkarni,' is a combination of 2 Sanskrit words:
Sanganak means computer and Sakha means a very close friend on
whom you can rely. -- Here is some info, I think you might find
useful:
Name : Sanjay S Kulkarni.
Qualification : B E ( Mech.), Diploma in Computer Management.
A) Areas of Interest :
1) VBA Macros for MS Office : Excel, Word, Access, PowerPoint
-- 2) AutoLISP / VBA (for AutoCAD) -- 3) Migration : Lotus 123
to Excel, DBase / FoxBase / FoxPro / Clipper to Access,
AutoLISP to VBA -- 4) Mathematical Modelling / Engineering Calculation
Programs ( VB / MathCAD) -- 5) Technical Writing -- 6) ActiveX
Components / ActiveX dlls. -- 7) Moderating discussion groups
or similar activities on a Web-Site. -- 8) Web Search: Search
the web and provide required information. -- 9) Developing small
Web Based Presentations. -- 10) Web Based Training. -- 11) ISO,
Software Documentation. -- 12) Creating Software Help files.
-- 13) Editing NewsLetters. -- 14) Copy Editing.
B) Client Segment:
* Individual Home PC Users. * Students, Academicians, Academic/Research
Institutes. * NGOs.(In few deserving cases, I may provide free
service) * Entrepreneurs (Engineers, Consultants, Doctors, Lawyers)
* SOHO (Small Offices, Home Offices.) * Small Businesses / Commercial
Establishments * Software Developers."
The list went on and on and on ... so ... if you need any kind
of assistance in the computer field, he might be able to do what
you need done. -- ASK!
Elsa Garcia wrote:
"We are beginning a magazine-on-CD for the Spanish speaking
Americas. We are in Mexico City. Our idea is to sell
the magazine at cost and realize profits from sales. We
will list catalogs and promo materials at NO COST, but we make
the sale and charge a commission. -- How do we get out the word
that its costs NOTHING to list your products on our CD?"
Elsa:
We just did. -- Now, any of you who want to list your products
in Elsa's CD-magazine can get in touch with her.
Well ... that's it for this month. -- In order to make every
issue responsive to YOUR needs, please send me your questions;
or tell me what sources or resources you need to build your business;
or give me any thoughts you want to share with your fellow members.
Believe it or don't ... I ain't a mind-reader. -- If'n you
doesn't tell me what you need, I may never touch upon the information,
sources or resources you need.
This is your publication for you to use to your benefit ...
I am just your moderator.
Until next month, keep well ...
J.F. (Jim) STRAW
Mailorder Master
Thoughts For The Month!
"When I examine myself and my methods of thought, I come
to the conclusion that the gift of fantasy has meant more to
me than my talent for absorbing positive knowledge."
-- Albert Einstein
"Me, too!" - J.F. (Jim) Straw
Can you stump the old master? --
Betcha can't!
Over the past 40 years (man and boy), I have made bundles
of money in direct selling, service contracting, wholesale merchandising,
entertainment (I was a professional Trumpet player, vocalist
& Radio Announcer), freight forwarding, import/export, retail
merchandising, warehousing, real estate, electronics manufacturing,
finder's fees, closeout merchandising, financial brokerage, business
consulting, steel fabrication, gold and coal mining, offshore
banking, mailorder, writing, and publishing. -- That being the
case ...
No matter what business you're in ... whether you're just
starting, well on your way, or at the top of the heap ... I've
probably been where you are, done what you are doing. -- So ...
Anytime you have a question about 'how' to do something in
your business - or - if you have any comments about anything
I've said in issues of this e-Letter; or if you want to add your
2 cents worth ... just "ask" me or "tell"
me.
Send your Questions, Comments or 2 Cents Worth
to ...
with "Question" - "Comment"
- or, "2 Cents Worth" in the SUBJECT.
If I, personally, don't have an answer to any question you
may ask, I will contact some of the professionals in your field
of endeavor (I will probably know one or more personally) to
get the real 'skinny' for you.
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Copyright - 2001, J.F. (Jim) Straw. All rights reserved.