MARCH 2006
Greetings & Salutations:
I keep finding more and more Questions I have been asked
over the past couple years ... can't seem to run out of them
- SO ...
Here's some more ...
Q: Would you ever allow people access to your
swipe file?
A: I do ... all the time - but - none of those
files ever leave my office. And, I don't make copies for
anyone unless they are a paying client for my marketing advice
at $5,000 per day.
Q: How many countries do you sell to? Can you
really sell to non-native speakers of English?
A: We have customers in over 70 countries.
As an old German importer told me nearly 40 years ago, "English
is the language of business." The one time I did try
translating my advertising into another language, I ended up
using a profane phrase in the colloquial language. -- Never translated
anything again.
You should also consider a problem faced by a friend of mine.
He had the sales materials for his book translated into Spanish
- but - his book was in English. His customers bought from
an ad in Spanish, then returned the book when they couldn't read
it in English
Q: Your bio states that you once sold the "Grit"
newspaper. Did that experience in any way prepare you for
your career in direct sales, and more importantly perhaps - internet
marketing?
A: ALL business is only about selling.
Therefore, each and every sales experience is one more stone
in the foundation of any person's business.
How much is a warehouse filled with 1,000,000 widgets at $5
each worth? -- $5,000,000?? -- Not hardly, unless you sell them.
The ONLY thing any entrepreneur needs to learn is how to sell
... in every way possible.
Q: What can I do to make my advertising stand
out from others?
A: What kind of product? What audience?
In the advertising world, there are no "one size fits
all" answers.
Sadly, most people think they need to "stand out"
... read that "be different" ... in order to
be noticed. That's why kids wear funny clothes and weird
haircuts; so they will "be different" from their
parents' generation - but - if you will notice, in "being
different" they all seem to start looking like each other.
If there is a secret, it is to use your advertising to
"sell" your products or services. -- Most advertising
now days doesn't "sell" anything ... it just
glorifies the advertiser.
The "key" to standing out from others in your field
of endeavor is your use of "words." -- Over the years,
I have often said, "Give me the right words and I can print
my ad on toilet tissue and make sales."
So ... your best bet is to create an intriguing headline
for your advertising and have a Unique Selling Proposition for
your business, product or service.
Rather than repeat myself, you should read the back issues
of my e-Letter on those subjects ...
Feb00.html
Jun00.html
Jan01.html
If you follow the guidance in those articles, you will soon
be "standing out" from all the others because you will
be "selling" instead of just "advertising."
Q: What are the key selling words and expressions
to sell to: A) Individuals B) Companies ?
A: Shhh! -- Don't tell anybody. -- There are
really NO "key selling words."
I know. I know. Almost all of the gurus can give
you list after list of "key words" that are supposed
to be the biggest selling words in the world - but - the truth
is, most of them have been so over used they have little, if
any, effect on the "buyers" ... although those
words will very effectively draw in the mooches and freeloaders.
Which is why most advertisers get more "lookers" than
they do "buyers."
Beyond that, believe it or don't, when you use those "key
words" ... like the word FREE ... most of the real buyers
won't believe it anyway. So, just use the tried and true
method of advertising and, in your ad ...
Tell your reader what you are going to tell them.
Tell them.
Then, tell them what you told them and - MOST IMPORTANTLY
...
ASK them to do what you want them to do (i.e., buy today,
come by to visit, whatever).
By the way, there is absolutely NO difference between selling
to "individuals" and selling to "companies."
-- Think about it logically for a moment. -- In every company,
there is an "individual" who makes the buying
decision. That "individual" is motivated the
same as any other "individual." Just direct your
sales appeal to that "individual" ... NOT the company.
(A company; any company, is only made up of
"individuals.")
Q: When you are selling to companies, often
with purchases reviewed at several levels, what is the best approach?
A: Again ... there is absolutely NO difference
between selling to "individuals" and selling to "companies,"
even when the final purchase has to go through several levels
of approval.
Why? -- Because, you only have to "sell" whatever
you are selling to one "individual." After
that, the "individual" you sold to will carry their
purchase decision through to the next level. In order
to justify the value of their position, they will "sell"
the next higher level "individual." Then, that
"individual" will sell the next higher "individual."
-- So it will go up the decision making chain with each
level "selling" to the "individual"
above them ... forever justifying their position in the decision
making chain.
Of course, if you are invited to participate in the
presentations to each higher level, all you need to do is "sell"
the "individual" at each consecutive level. --
You can't sell to the "company" because it is only
a legal formality, not a living breathing "individual."
BUT ... unless you are selling a really high-priced
product or service, you will never have to go beyond the first
"individual" to whom you are directed. In "companies,"
some "individuals" are either employed as; or designated
as, "buyers." It is their job to "buy"
stuff for the company. -- If those "buyers" weren't
trusted by the "company" to do the "buying,"
they would NOT be "buyers." -- When you sell to that
"individual," the company is buying and the decision
will go no further than that buyer's desk.
Q: Which home business can we start with minimum
capital and with no experience?
A: You really need to read my Special Report,
"Seventeen (17) Real Home-Based Businesses You Can
Start & Operate From Your Home." -- Most
of them can be started with little or no capital ... requiring
only time, effort & elbow grease. No "experience"
is required - AND ...
Best of all, you can download it FREE, at:
Q: Do you have any pointers for doing business
(import/export, mailorder ...) with emerging Asian markets (China,
Russia ...)?
A: Why does everyone seem to think that "International"
business is shrouded in mystery?
Doing business in any country is only a matter of either having
something to sell to them, or something you want to buy from
them. Then, you just contact the buyers, or sellers, in
that country and start doing business ... buying
or selling.
But ... but ... but, I think you just said, "Yeh,
but, aren't their laws different? Don't I have to know
those laws?"
YES ... their laws may be different but, NO you don't have
to know those laws. It is up to your contact
in that country to know whether or not he/she can either sell
to you, or buy from you. -- If they buy something
from you, they will tell you what laws you will need
to comply with to ship the product to them. -- If
you buy something from them, they will advise you on any laws
you will have to comply with to buy their product.
Q: I have seen some decent areas locally where
traffic is real thick, and there are grassy areas near the road
where a guy could possibly set up a few tables and sell some
things. How would a guy go about doing this without going
to jail?
A: All ya gotta do is ASK. -- Go to your local
City Hall and ASK "Who handles the roadside rights of way?"
-- You may have to go through 2 or 3 paper pushers before you
can find someone to answer the question. -- Contact whoever
handles the roadside rights of way and ASK them about putting
your sales tables in that area. Maybe you can. Maybe
you can't. And, it might only require that you pay some
kind of licensing fee.
BUT ... we wary. If the "traffic" is moving
along the "grassy area," you might not do very well
because people aren't going to pull over and stop in a fast moving
traffic area.
Q: What in your opinion are the most profitable
niches currently on the internet?
A: Who is the most beautiful woman in the world?
The most profitable niche on the Internet is probably
"porn" ... so, now that you know, are going
to go after that market?? -- Don't be silly.
As I just demonstrated, the most profitable niche may NOT
be something you want to do.
Every "niche" market has its success stories ...
and its failures.
Your "niche" can be "profitable" for you
... once you find it ... but don't depend upon anyone else; even
me, to find it for you.
Q: In what ways is selling online more difficult
than selling by mail order?
A: It really isn't ... once you discover, as
I have, that the Internet is just another advertising medium.
As in mailorder, you just do the two-step. Use an "ad"
... or email message ... to drive interested people to
the sales page. Doesn't matter whether it's your
web page , or a web page for something for which
you are an affiliate.
Matter of fact, Internet marketing is somewhat easier that
mailorder from the standpoint of making your mailings.
Where it takes days ... even weeks ... to prepare and mail
a mailorder solicitation, the same can be done by email
in just hours (even minutes) - but ...
In mailorder, you can target your mailings down to finite
demographics. On the Internet, you have to depend
on very, very generalized; non-specific, demographics for
your mailings. - BUT ...
Q: How might the concept of being a "finder"
be applied to the internet?
A: Believe it or don't, that's all "affiliates"
are ... they're just "finders." They don't
"sell" anything, all they do is send possible
buyers to the person having something to sell.
As far as earning Finder's Fees on the Internet ... the Internet
is ONLY a resource. You can not use it to "earn"
your fees. -- As explained in my course ...
... most people who set out to be finders actually earn
fees - but - they never get paid.
Earning fees and getting paid are two different things.
If you earn a fee, but don't get paid, you're still
an amateur.
Use the Internet for research but NEVER to set-up a fee agreement.
Q: Is there a way to make money online without
mortgaging the house?
A: There most assuredly is. Just become
an Affiliate Marketer.
Start up costs are minimal ... you don't have to "sell"
anything ... and, you can start even if you don't have a web
site. You can even use "Free" web sites to capture
email address or redirect people to the promoter's sales
page.
Usually, all you need to do is sign up as
an affiliate (no cost) ... then, direct people to the promoter's
sales page. You don't have to "sell" anything
... let the promoter do that and pay you the commission.
Q: Does email marketing work in a B2B context?
A: Email marketing works, no matter what you
are marketing, or to whom you are marketing.
The secret (if there is such a thing) is to culture
an email list of the types of business to whom you
will be marketing. Then, build a rapport with them through
your emails.
It works the same no matter what you choose to market.
Q: What advice would you give someone who is
just getting started at putting together an online business?
A: Don't get involved in trying to be the fanciest
web site on the Internet.
At least once a month, I hear from some aspiring web
designer offering to make my "amateur" web site look
more professional. -- Little do they know. I probably
make more money in a week from my "amateur"
web site than they do all year from their web
designing.
Forget your own ego ... or desire to get out of working by
automating everything. Think ONLY about "serving your
customers" - and - never forget, behind every email address
is a real, live person, just like you. Treat them as such.
AND ... do yourself a favor, read my Affiliate Marketing course.
-- The others tell you "what" to do. I teach
you "how" to do it.
Now, let's do some ...
Questions & Answers, Comments
& Other Good Stuff from my readers!
Subscribers to Bob Osgoodby's
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ad are in the Newsletter.
Robert Coates
wanted to help his friend ...
" A good friend
of mine has been working very hard for over a year in the "oil
brokering" business and has yet to make any money.
He is smart, is a good negotiator, and works hard. This
makes me believe that maybe the whole "oil brokering"
business is a big lie. -- In fact, one guy that sells a manual
on the business says as much as it is a "fake business."
(i.e.; "If you are caught up in the insane, fake world
of ICPOs, FCOs, LOIs, Mandates, RWAs, Gross and Net Discounts
and millions of barrels of impossible out of market nonsense,
then you are not at all dealing in the oil business and are most
definitely on the wrong track.") -- I'd like to hear your
opinion of this. -- I'm assuming that you have either done some
of these oil deals or at least are aware of the business. --
Have YOU written any materials regarding this business?"
Robert:
Although I have never participated in any oil deals, I have observed
a ho'bunch of'em.
By and large, they ARE "fake" - but - the few
people I have known who have closed those deals have either had
a great deal of experience in the oil business - or - they
have a close friend or associate who has.
Unless you friend has that kind of experience; or knows someone
who has, he will be wasting his time chasing rainbows.
Jerald Tuck, Jr.
had a question ...
"I have a question that's really got me stumped.
I really enjoyed your Finder's course, and feel I have a good
grasped of the material. I even test my knowledge with
the Finder questions that comes through your newsletter.
I play a guessing game where I try to imagine how you would answer
the question. -- I have been on point so far. -- The biggest
obstacle I have to make this business work is not being available
during business hours. I'm holding down a day job myself.
Which only leaves my evenings free. -- Can you offer any suggestions
for someone in my situation?"
Jerald:
Simple ... just do your "research" on line to do your
finding - but - do everything else by mail. That's the
way the "real" professionals do it anyway.
Only the amateurs (who never get paid their fees) try to do it
by phone and on the Internet.
Sam Mantell
was disappointed ...
"A few months ago I purchased your
finders fees book from one of your affiliates. After reading
it twice I can't help but wonder why you charge $100 for this
outdated book. While a few years ago finding a nazi bayonette
was a real job, I found it in seconds with google. -- The
internet is the modern version of finding, and many do earn money
with affiliate programs. but the way you've outlined earning
finders fees is not practical today, with all respect to you
. I feel that taking my $100 for this info isn't justified."
Sam:
Although my course has increased in value exponentially, it has
sold for $100 since 1978 ... with over 50,000 copies sold.
You can use the Internet for searches, just as you would a telephone
- but - the reason most people never make money as a Finder is
simply because of the attitude you have displayed.
If you won't take the time to do it the right way ... the way
it has been done for over 50 years and is still done in
the "real" business world ... you'll never
do it.
Dan Tierney
didn't know where to find it ...
" You really know what you are talking about so I thought
I'd ask you this: Where can I get a list of dropshippers,
wholesalers, liquidators, closeout places where I can buy products
for a low enough price so that I can actually make some money
when I resell? -- I really need some dropshippers at this point
because I don't have any capital to buy from wholesalers. --
OR: How do I learn how to find the real good ones myself? --
What are your insider tips & tricks that I need to know to
buy from the above sources so that I can resell on eBay and from
my own online store (and not get ripped off or scammed)? -- In
your opinion, is my idea even a sound idea?"
Dan:
For 20 years, the bible of the closeout industry is the "Closeout
News" -- http://www.thecloseoutnews.com/
You can learn about setting up with drop shippers in the
back issues of my eLetter:
archives.html
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
Grande Panjandrum
Thoughts For The Month!
"There are those of us who are always about to
live. We are waiting until things change, until there is more
time, until we are less tired, until we get a promotion, until
we settle down, until, until, until. It always seems as if there
is some major event that must occur in our lives before we begin
living." -- George Sheehan
"Being able to convince yourself that you'll
somehow achieve all your goals 'someday,' is what keeps so many
people right where they are - far from where they want to be."
-- Jason Gracia "The Motivated Mind"
MotivatedMind
Copyright - 2006, J.F. (Jim) Straw. All rights reserved.