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How To Start Your Own Million Dollar Temporary Help Service


This is a service business with excellent growth potential,
indications of strong stability, a nationwide market with a
growing demand and a risk factor that's rated average or less
than most new business ideas. Temporary Help Services are well
suited to absentee ownership situations; require no experience or
technical knowledge on the part of the entrepreneur; and have
only minimal equipment needs. Net profits before taxes for some
established temporary help services have been reported as high as
$500,000 per year.

There's a difference between regular, private employment agencies
and a temporary help service. The employment agency is a
"brokerage" office that matches unemployed persons with available
jobs. The temporary help services hires people onto its own
payroll, sends them out on contract jobs, and pays them
accordingly.

Temporary help services make money "off the top." They send out
temporary workers on one or two day only jobs paying $15 an hour
to the worker, and collecting $20 an hour for the time the worker
spends on the assignment. More and more, businesses are willing
to pay the premium costs for a trained person for just a few days
at a time, than to accept the burden of a 40-hours per week
payroll obligation and the task of finding enough work to keep
such a person busy enough to justify a fulltime salary and the
attendant support costs. Businesses everywhere are finding it
easier to pay more for "temporaries" that hire 40-hour per week
"permanents." That's the secret of success with this kind of
business, and the point to keep in mind when selling your
services.

The successful temporary help services recruits as many skilled
and qualified workers as possible. These workers differ from the
regular job-seekers in that they're looking for "temporary" work
only. For any number of reasons, they're only willing to work on
jobs lasting from one to five days, or perhaps two or three
weeks, on any one job assignment.

These persons are ideal for the employers needing help but not
wanting to hire and train fulltime employees. Your task will be
to find and attract top people and to maintain complete files on
them. What kind of jobs they specialize in, their attitudes about
work, and when or how often they're willing to wok would be
essential information to have in your file.

Each person should be tested in your office, sent out on a few
assignments to build a favorable reputation as a good worker, and
then offered a permanent listing on your roster of available
specialists.

Work hard to build your roster of available workers. Within
ninety days of start-up, you want to be able to send someone out
to fill any employer's needs, regardless of the job requirements.
Job assignments will range from loading dock to light clerical
work to word processing and even master-of-ceremonies work.

Depending on the size on your market, you could conceivably
specialize in temporary help for data-processing, the medical or
legal professions, or perhaps the retail trade; and you'd still
make a lot of money. Generally, though, we are going to show you
here how to start a "full-service" temporary help agency.

You'll need a good mix of employers in your area for best chances
of real success. Your area can be one of high unemployment or one
with relatively few unemployed. Whichever the case, the thinking
of the business community and the work force available should be
non-traditional; there should be an undercurrent of thought
toward the idea of calling in specialists to handle a job
quicker, and more efficiently, that the fulltime worker.

The people wanting to affiliate with you as workers will be
housewives, college students, retired people and a large number
of people who like to work, but don't want to be tied down to a
regular job. When you explain the concept of your service, you'll
be pleasantly surprised at the number of traditionalists you'll
convert to temporary workers.

First, you should visit your local Chamber of Commerce office.
Explain the philosophy of your service, meet the chamber officers
and ask for their help. You'll find that they have a listing of
all major businesses in the area, plus the names of the 'right"
people to talk to in selling your service. If you request, you
might be invited to Chamber meetings and introduced to the
business leaders in your community. The only kind of information
it is likely they will be able to help you with is a listing of
doctors, lawyers and small, home-based, one person enterprises.
However, don't neglect contacting these people; they have a need
for varied specialized help just as the larger, more widely known
firms in your community.

You can locate your offices just about anywhere. You'll find,
however, that your greatest success will come if you locate in a
modern office building housing professionals such as lawyers,
accountants, investment counselors, insurance company offices,
etc. Project a professional image. Locate in a downtown or
business section of your town when you are able to do so.

Basically, you'll need 6000 to 700 square feet of office space.
You should have a reception area, two offices and a room to store
supplies. The more prestigious your business address and office,
the better caliber clientele you'll attract. people looking for
temporary work, and employers considering using your services,
will doubt your abilities if they aren't favorably impressed with
your image.

It is possible to start this business in your home, but make sure
you have the space for a reception area, and at least a
semi-private interview area. Most of the selling efforts will be
conducted by mail, phone and personal visits to the employers
place of business, so you won't have any problem there. However,
you may run into zoning problems if your city zoning people
discover a large number of cars parked at your house every day.
It certainly always helps to be a good terms with your neighbors,
and further, working by appointment will keep traffic under
control.

So, practically speaking, starting your business from home will
require a much smaller initial investment. in this particular
business, rent and advertising will be your largest expense, so
beginning the business from your home is definitely worth
considering if your start-up funds are limited.

In actual operation, have the applicants interested in your
services contact you by phone. You would then set up appointments
either in their homes or your own, thereby eliminating congestion
of cars in front of your home, as mentioned above. If you began
on a part-time basis, you could have a family member or friend
answer your phone and set up appointments for you. If you do
begin part-time, and working out of your home, you might look
into the advantages of a professional telephone answering
service.

Another idea for saving on costs might be to rent unused space
from a business already established. These businesses might be
sales and distribution offices, suburban insurance agencies,
quick print or copy shops, and repair service shops. Look around;
many businesses have had to take what was available at the time,
and would be more than happy to lease or share their vacant
space. Keep in mind though, that you'll do much better with an
office of your own, and you should move into one just as soon as
you can afford one. Proper facilities that convey a professional
image should be number one on your list of priorities.

Your business image is projected by your address and the
appearance of the building in which you locate. Your reception
area will set the mood of professionalism and efficiency. The
reception area will should be inviting--walls painted in light
pastel colors, wall prints, floor lamps and wall-to-wall
carpeting. It should also feel comfortable while being
functional. Comfortable modern chairs and sofa; perhaps a floor
planter or two, reception desk and ask trays all help to achieve
this effect.

The main office need have only a desk and a comfortable chair,
facing the door, a chair beside or in front of the desk, and a
file cabinet. A print or two on the walls, and perhaps a bookcase
are the only "extras" you might use to dress up your office.

Your second office equipment will be for testing your applicants.
You can inexpensively build a table along the length of two
walls, partition it into cubicles and have an electric
typewriter, an adding machine and maybe a headset connected to a
dictaphone/recorder, and another set up for testing short hand
capabilities. Later on, you'll probably want to have a word
processor and a computer.

Ideally, you should also have a sales office and a storage room.
The sales office will be where you greet and talk with employers
who drop in to look over to find out about your business. Mainly,
this office will be where your people will work from when calling
prospective clients and selling your services by phone. The
storage room needs only shelves to hold various forms, mailing
pieces, envelopes and business records.

One way to hold your start-up costs to a minimum is by leasing
your office furnishings and equipment. Whatever you do, remember
that you're projecting an image, so don't settle for less than
the best. This is absolutely imperative in regard to any
equipment used for testing your applicants,. You might be able to
work out an arrangement with the business department of a local
college, or business school, to send you applicants to them for
testing on their machines. Such an arrangement, even at a cost of
$5 to $10 per test, could save you several thousand dollars in
start-up costs.

The first person you hire should be either an experienced manager
or someone you can quickly train to assume those duties. It's
best to hold out for a person with at least one year experience
as a bona fide personnel manager. This person should be outgoing,
detail-minded, people-oriented and able to work well under
pressure without losing his sense of humor. You don't want
someone likely to blow this cool when confronted with a difficult
situation.

Your manager will be responsible for organizing the interview and
testing systems, for setting up your sales solicitation program,
and for supervising the temporary workers, as well as your office
staff. It's a highly responsible and demanding position, so don't
be reluctant to spend the money necessary to get the best. You
will need to research to determine what salary such a top manager
receives in your area.

The next member of your staff should be an enthusiastic, hustling
sales person. This employee should be experienced and adept at
selling by phone as well as in person. Unless you can afford to
pay a good direct mail advertising copywriter to create you
mailing pieces for you, it would be wise to look for direct mail
advertising or copywriting experience in the background of the
sales person you expect to hire.

Your sales person should spend the mornings calling prospective
employers on the phone, and the afternoons making in person sales
calls. With this kind of work routine in mind, look for sales
people with high ambition and energy levels. Try to pick the kind
who'll come in early and stay late to work on his direct mail
efforts, clearing the decks so that he uses his time during
regular business hours to close sales by phone and in person. You
need and want a "closer"---not an order taker. Be as selective as
you have to be in choosing this sales person.

In addition to the going rate which a sales person of this type
should be paid, you should also consider paying a 5 percent bonus
for each new account brought in. When you find the right person,
it will be worth it, so make it worthwhile to join your staff.
Not all sales people will necessarily develop into good sales
managers, so try to find one who fits ALL your requirements. The
sales manager would recruit, organize, develop, motivate and
supervise your sales staff. With those responsibilities, you'd
want to offer a salary plus override on the sales production of
his staff of sales people.

You'll need an efficient and foolproof bookkeeping system to keep
track of your payroll, client billing, income taxes, work
schedules, hours worked and all the money that comes in. For this
chore, I suggest that you contract with a company that handles
this type of work for a number of independent small businesses.
Explain to them everything you think you need; ask them to set up
a system, and then instruct your receptionist on how to keep it
up to date on a weekly or monthly basis.

You'll save money in the long run if you will consult with an
accounting firm and have them set up a system that not only
works, but can be interpreted and computerized from the
beginning. Later on, you may want or need to hire a fulltime
bookkepper just to keep up with the daily entries. If so, check
out salaries paid in your area for that kind of work.

The last member of your staff will be your receptionist. This
person should be a lady better than average looks, a lot of
empathy for people in general, and an easy smile. She should
dress stylishly, but not provocatively. When she isn't answering
the phone or greeting customers, she can be administering tests,
doing miscellaneous typing, making folders for the records of
your workers, and general office filing. And if you have an
accounting system set up, she could also assist with the daily
bookkeeping.

The kind of temporary workers you'll want to attract will fit
into several general categories, and can be recruited in a number
of different ways. Good places to look first will be in the
business, secretarial and technical schools in your area, and
perhaps also the colleges. To sustain your efforts, have a
brochure and your company made up, and make sure the placement
directories or counselors always have an ample supply on hand.
Many schools stage "career days," when employers are invited to
set up booths on campus and talk to the students, pass out
literature, and invite the students to visit their companies.
Make sure that you know about these, and that your firm is
represented.

Another group will be housewives who perhaps held regular jobs
before marriage or the birth of a baby, and now want to get back
into the job market. You can bring these people in by posting
bulletin board notices, arranging announcements at meetings, or
guest speaking engagements. And of course you can try for guest
appearances on local radio or television talk shows.

Another group to recruit will be the "bored with life" people.
These will be in the 45 to 55 age group, not satisfied with the
future where they are, and looking for a better opportunity.

It is imperative that you begin recruiting and signing workers as
soon as possible; at least a month before you open for business
is not too early. According to industry surveys, the most common
reason for the failure of temporary help services is not enough
workers lined up to fill the client demand. When you get a
request for help, you should be able to send out a qualified
person.

Each market area differs in the number of different types of
workers a temporary service should have available, but in every
case, it's best to have more than you figure to be a basic need.
You must establish a maximum number of people within any one
occupational field that you'll sign up, or else you won't be able
to keep everyone busy. Unless you keep the workers you have
registered working pretty much as often as they want to work,
you'll begin to lose them.

It's not hard to determine when a person is losing interest in
temporary job assignments through your firm. Whenever you call to
give an assignment and you can't reach the person you're calling,
try several follow-up calls. It should become obvious to you that
he's no longer interested if you still can't reach him with your
follow-up calls. It's a good practice to ask for notification of
vacation or other plans that will affect their availability for
work.

If you call and a job assignment is refused with a lame excuse,
come right to the point and ask if he wants to change his
availability status, or if you should drop him from your list of
available temporary workers altogether. Never coddle a temporary
worker. if he's not available when you call to give an
assignment, or he gives you a less than valid excuse for not
accepting, flag his "call assignment" card and move onto your
next available worker. You might call a couple days later to
check his availability and interest in continuing to work, but
don't waste too much time. You can always reinstate such a
worker, but it is probably better to spend the time recruiting a
replacement.

As mentioned earlier, one of your major expenses will be for
advertising. Your manager and sales people should keep you
advised on your current advertising impact and results, and from
this you should have a good understanding of how to use your
advertising budget most effectively. Your advertising should be
'double-barrelled," aimed at both the employer and the worker.

Generally, your efforts to add new employers to your client list
should focus on direct mail. Advertising efforts to recruit new
temporary workers should be almost exclusively devoted to
newspapers. Years ago, some radio stations sold sixty-second
commercials to a few temporary help agencies. The agencies talked
to prospective employers, playing up to the fact that they had
skilled workers to handle overload and deadline situations. These
commercials were broadcast in the mornings before 8 o'clock. Then
they followed up during the afternoon hours with commercials
inviting people seeking temporary help to come in and sign up.
Everything worked well except that not enough prospective
employers called often enough to justify the expense. This
advertising method is being followed on a small scale in some
areas even now, so watch for it.

For really professional results, you should get a freelance
advertising copywriter to do your direct mail piece. This should
be a 4-page brochure making these points.

1. All employers have a sudden work overloads; face deadline
situations; or are suddenly left with a mountain of work for
specially trained employees just when they are home sick, on
vacation or off for an emergency.

2. Your company understands these workload problems, and has
available skilled professional  replacement workers who can
quickly step in and get the job done.

3. Your company thoroughly test each of the specialists hired for
these special staffing crisis situations, and can assure the
employer that they are tops in their individual areas of
expertise.

4. Your company is well aware that many businesses would like to
save the expense and headaches of hiring a full-time specialist
of the same caliber of your people on a "temporary" or "on-call"
basis. YOUR people cannot be hired by the prospective employer
because they already work for you; but if and when a temporary
worker is needed, your company stands ready to fill the need,
regardless of the job specialty required.

5. Even if he doesn't need one of your people today, the need
could arise at any time, and suddenly. So he should just keep the
brochure and your telephone number handy, and don't hesitate to
call you personally for whatever help is needed.

Once you have the copy written, decide on the layout and type
style you want to use; if and what color will be used; and take
it to a quality printer. Your brochure should be printed on
60-pound coated paper, and folded to suit your needs by the
printer.

Your complete mailing should consist,of a short cover letter
inviting the recipient to avail himself of your services; a
brochure explaining your services in greater detail; postage paid
business reply card. The mailing envelope and the cover letter
should addresses to each business owner or personnel manager by
name.

Pay the cost of a bulk rate postage permit; have your permit
indicia imprinted on your mailing envelopes; and organize your
mailings to get between 200 and 500 letters into the mail three
days a week, every single week. Don't skimp on your direct mail
advertising efforts, because this will be the lifeblood of your
success.

Your newspaper ads for qualified workers looking for temporary
assignments should be display ads in the "Help Wanted" section.
Most such ads are one column wide by 3 to 6 inches deep. Be sure
you have an ad running in the Sunday paper, and at least one more
on Wednesday or Thursday. Before you even start soliciting
accounts, you could run an ad one column by 6 inches deep every
day for a month.

These ads should invite the readers to come in and register with
your company. Work with your freelance copywriter to say what you
want to say. Overall, though, these ads should explain that you
have plenty of jobs going begging; that the worker sets his own
days to work, and can take jobs as often or as seldom as he
likes. Stress the real advantage of "paychecks on your
terms"---an impossibility with a nine-to-five job. (We have had
reports of employed persons coming in to interview, going back
and quitting regular jobs, and becoming great "temporaries.")

Don't forget to send out news releases to all the media in your
area when you open for business. Leave yourself open for
broadcast talk show interviews, and when you promote someone,
pass special milestones or become involved in unusual stories in
connection with your business, at least telephone the media and
give them this information.

The most important requisite for success, however, is consistent
advertising. In a city of 100,000 population, you should budget
$10,000 for your first year advertising. Plus, get involved in as
many promotions and as much  public relations contact and
publicity coverage as possible. Once you're beyond the
"break-even" point in your business, you will allocate funds for
advertising based on your gross income.

In day-to-day operations, your manager will interview applicants;
do testing; talk with clients; solve problems; take orders from
employers; and make job assignments. Usually, his busiest time
will be right after lunch when job orders start to come in. With
this in mind, you might want to arrange for him to take an early
lunch period.

While your manager is "running the show" your sales person will
be making telephone calls in the mornings, and in person during
the afternoons. It's a very good idea to send out your direct
mail advertising one week, and then call on these same people,
either by phone or in person, the next week. Remember that you
sales calls should be relaxed visits, allowing the prospects to
learn more about your business and the kinds of people you have
available. During each sales call, the prospect should be left
with the feeling that your company can save him money, solve a
lot of production and scheduling problems, and take the
exasperation out of his personnel requirements.

As a rule, you'll find that most jobs are called in during the
afternoon hours. With this in mind, it would be wise to have a
set procedure for your specialists to call you each afternoon to
let you know where they can be reached thru 5:00 p.m. if they are
available for a job assignment the next day. You might want to
set a policy of "no call from you---No assignment for you."

Most temporary help agencies give their workers a supply of a
3-part time card when they're hired by the agency. When the
request for a worker comes in, the most qualified in the required
category is called. Job, name of company, location, approximate
length of job, and salary are all explained. If they agree to
take the offer, they fill in the time card for the day the work
begins. When they report for work, They have the time card signed
by the employer to verify starting time, and finishing time. One
copy of the time card stays with the employer; the temporary
worker keeps a copy; and the other copy is mailed to your office.
Smooth and simple, but make sure you've got everything worked out
before you begin.

Your bookkeeper notes the proper information on the ledger for
that employee, files the time card, and sends a ledger duplicate
to accounting for billing. Of course a reminder call should be
made first, but as a rule, any account that hasn't paid within
thirty days should receive a personal visit. As to the hard-core
delinquent account, no more employees furnished, and a collection
agency to clear up the account will be your policy. You may want
to look into the advantages of selling your accounts receivable
to a factoring company.

Run like the brokerage type employment agencies, your temporary
help agency will not require licenses other than those required
by any other business in your area. You should, however, bond
each of your employees in order to protect yourself from any
possible liability or other legal entanglements. And of course,
you'll need to carry a standard business insurance policy.

That's it, the HOW, WHAT, WHY and WHERE---of getting started with
your own profitable temporary help services! Remember it takes
solid and consistent advertising, earnest recruiting, and
selling. So don't stop or let up until you have everyone in your
area registered, and every possible employer as a client, aware
of your business. It's a big job with lots of challenging work
involved, and you'll need good people to help. It is worthwhile
to search out these people with care, to be sure you have good,
reliable employees---the rewards will be worth it! Organize your
business for success, and get with it. The WHEN is NOW!!!  
Top


The Mail Order Beginner's Business Guide


The "Mail Order" business is not a business of itself, but is
another way of DOING business. Mail Order is nothing more or less
than selling a product or service via advertising and the offers
you send out by mail.

Therefore, to start and succeed in mail order business of your
own, you need just as much, and in some cases, more business than
you would need in any other mode of business.

Remember too there are "good guys" in mail order, and there are
"bad guys", just like in any other business. So, your best bet
for a "proper start" with the greatest chance for success is
after a thorough investigation of the products being offered and
being sold; an analysis of the costs involved to get a fledging
mail order operation off the ground; and a good "sixth sense" of
what your potential customers will buy. You'll need a great deal
of practice, and persistence as well.

Mail Order is over saturated with plans, directories, sales
material and products that have been around for ten, fifteen,
twenty years and longer. Many of these materials were not that
good in the beginning, and yet they're still being sold as "quick
secrets to wealth and fame". This is part of the reason for the
"junk mail" reputation of mail order.

Just a little investigation on your part will show that most
successful people doing business by mail are always on the alert
for "new products" and they quickly add these products to their
own sales inventories as they become available. This is a "must
for success" rule, regardless of whether you do or don't produce
your own products.

It's almost impossible to gain much success with a single
product...report, booklet, book or manual. The best way is to
search around for a number of related products, then, after
arranging "drop shipping" deals with the suppliers of the
products you want to include in your listing along with your own
self-produced product, make up a "catalog listing". It is best if
this is a single 8x11 sheet of paper, printed on both sides,
listing the titles of the reports and/or books you have
available, including your own, with a "tear off" order coupon at
the bottom.

One of the best programs available in mail order today is offered
by Premier Publishers. This company offers you a variety of
circulars, with an order coupon on the bottom of each circular.
At present, they can provide six different circulars, listing
over 100 different low-cost reports and manuals, such as the
report you are reading now. The circulars are grouped according
to price range and subject matter of the reports described in the
circular. There is an open space on the order coupon for you to
insert your name and address. After inserting your name, you can
take or send the circular to the printer of your choice, and have
copies printed in the quantity you need. The next step is to
insert these circulars, along with one of your own product
circulars, in all your mailings. Premier Publishers allows you a
full 50% commission on each sale of items on their circulars.
They will dropship you, keeping your customer's name
confidential, and in no way encroaching upon them. In addition,
discounts up to 80% off the retail price are available to you
when you are ready to carry your own stock, and buy reports or
books in quantity.

This is what you need for a "money-making" start in this
business: a full page circular advertising your own product, plus
another full page circular listing products or titles related to
your primary offering. Premier Publishers advise you to send two
full page circulars; one advertising your own product (if you
don't have a primary product of your own, they'll furnish you a
single book circulars to feature), and another advertising a list
of related products ot titles available to your customer.

Once you start receiving orders form this mailing, you must
immediately acknowledge receipt of the orders and follow up with
other offers. The "follow-up" offer is where most beginners fail.
Either they don't have follow-up materials to send or they just
don't send out these follow-up offers. Here again, Premier
Publishers can provide the material for the follow-up. They can
supply you with a 24 page Unique Books catalog, which list 400
titles for your customer to choose from. These catalogs can be
ordered in small quantities, with your name and return address
already imprinted. To follow-up after receiving orders from your
customers, simply write a short note, thanking your customer for
his patronage, and advising him when to expect to receive his
order, and then include a follow-up offer, such as the book
catalog, in the mailing. And that's how you will build your
business, and attain success in mail order.

But, let's get back to the beginning and help you to learn what
it takes to succeed in mail order. Don't believe those ads that
tell you it doesn't take any money. First off, you are going to
need envelopes: #10 mailing envelopes with your name and return
address imprinted in the upper left corner. You'll also need a
return reply envelope with your name and address on the face of
the envelope with each #10 envelope you send out. These can be
either #6 or #9 return envelopes. Ask your printer or office
supply store to let you inspect samples.

To realize profits of any consequence, you'll need to send out at
least a thousand, preferably five thousand letters per mailing.
And back this up, you'll need a supply of envelopes for your
acknowledgement and follow-up offers. you can purchase imprinted
mailing and return reply envelopes form your local quick print
shop; but for better prices, and with the thought in mind of
keeping costs in line, it is best to shop around for the best
prices. Generally speaking, you'll find the lowest prices offered
by those printer who do business by mail. Look for "printing by
mail" advertisements in all the mail order publications you come
across. Write them for a price list and a sampling of their work.
For envelopes, we suggest you contact any of the firms listed on
the next page for their current prices.

Speedy Printers
23800 Aurora Rd
Bedford Hghts, OH 44146

Pittman Printing
1135 Merrill Ave
Potervilles, CA 93257

National Press Inc.
527 W Randolph
Chicago,IL 60606

Mahair Sales
415 Morris Bridge Rd 
Zephyrhills, FL 33599

FOR EXTRA LARGE ENVELOPES

Envelope Converters, INc.
4815 Metropolitan Ave
Brooklyn, NY 11237

Gray Arc
882 Third Ave
Brooklyn, NY 11232

FOR ORDER-MAILING ENVELOPES

New England Business Svcs
500 Main St
Groton, MA 01471

U.S. Box Corp
1298 McCarter Hwy
Newark, NJ 07104

YOU'LL ALSO NEED SHIPPING LABELS

Label Center     
308 Washington
ST Louis, MO 63101 

L & D Press
152 W 42nd St
New York, NY 10036

Labon of Hollywood
Box 54386
Los Angeles, CA 90054

C&J Fox & Co.
PO Box 6186
Providence, RI 02940

FOR LETTERHEAD PAPER: Try your local commercial printers first,
and then contact the following for the best prices:

National Engraving Co.
PO Box 2311
Birmingham, AL 35201

E.M Printing CO.
187 Conklin Ave
Brooklyn, NY 11236

FOR CIRCULAR PRINTING:

Stephen Gaffney
110 Ashburton Ave
Yonkers, NY 10701

White Oak Stationery
PO Box 429
Colesville, MD 20904

J.E Thomas Ent.
PO Box 253
Detroit, MI 48221

FOR TYPESETTING & GRAPHIC LAYOUT/DESIGN

Fitch Graphics
PO Box 76850
Atlanta, GA
30328

Graphics South
1348 Kings Hwy
Shreveport, LA 71103

Stern Graphics
335 Great Neck Rd.
Great Neck, NY 11021

FOR COPYWRITING HELP

Lee Howard
PO Box 1140
Clearwater, FL 33517


Grafix-One
947 Hickory RD
Hillsdale, MI 49242

FOR BOOKLET PRINTING

Champion Printing
PO Box 148
Ross, OH
45061

Speedy Printers
23800 Aurora Rd
Bedford Hghts, OH 44146

Dinner & Klien
PO Box 3814
Seattle, WA 98124

FOR HARDBACK PRINTING

Harlo Printing Co.
16721 Hamilton
Detroit, MI 48203

Automation Printing
PO Box 12201
El Cajon, CA 92022

IF YOU NEED BUSINESS CARDS

Paul K. Alexander
14504 Lanica Circle
Chantilly, VA 22021

Nancy Jo Laub
Stelle RR #1
Caberry, IL 60919

Caprice Printing
401 Cossen
Elk Grove, IL 600007

POSTERS

Ben & Sons Press
3513 W Lawrence
Chicago, IL 60625

As you can see, the mail order business is very closely tied in
with the printing business. Unless you have your own printing
plant, always shop around for the best prices and keep your
"production costs" in line.


For a complete listing of firms with products available on a
dropship basis for sale by mail, send $7 to the distributor who
supplied this report. Ask for item #629, American Dropshippers
Directory.

Once you've gotten your envelopes ready, and your circulars made
up, you'll need a potential customer list. Again, don't believe
the advertisements and "free" advice that states that all you
have to do is send your materials out to a "fresh opportunity
seekers" list. We have found that the best prospects are those
people who have purchased similar or related items.

Here again, Premier Publishers can help out. They generally
receive 2,000 new names each month. These names come from
Premier's national advertising...people who are interested in new
ways of making money...easier ways to build a mail order
business.

Certainly Premier responds to all these inquires, but they do not
offer the same items the various dealers and distributors are
offering. Premier offers their mailing lists for rental. Write
for current description of names which are available.

When selecting a supplier to work with in the mail order
business, always be sure they are quick to fill orders. Customer
complaints are the last thing you want, and poor service leads to
a dissatisfied and lost customers. Always be sure your supplier
"protects" your customer list, and always make sure he goes that
"extra mile" to work with you, and not just for his own profits.
This is the kind of service you want from your supplier.

Finally, you'll need to consider advertising the different
offerings you have for sale. We suggest that you start small with
a few experimental ads in your local paper or shopping news. Then
you can move on to the bigger publications such as GRIT, CAPPERS
WEEKLY, BUDGET ADS, FAMILY TRAVEL LOG, INSIDERS, AMERICAN
BUSINESS, SPARE TIME, MONEYSWORTH, etc.
Top
 


The Easiest Most Profitable Mail Order Business Of Them All


  To be rich--to have an endless supply of money for anything and
everything--is the goal of almost every man, woman and child in
the world. More specifically, the people who don't have but would
like to have money enough for everything they've always wanted,
are continually searching for some "secret combination" that will
open the doors to unlimited wealth for them..

  Sooner or later, these people all turn to mail order selling
and, one way or another, give it a try as a pathway to the
fulfillment of all of their dreams. And, why not..

  They are constantly bombarded with "fabulous get rich quick"
opportunity offers in their mail boxes. In just about every
magazine they look at, full page advertisements promising UTOPIA,
Just for clipping and sending in the attached coupon, jump out at
them.

  Each and every one of these opportunity offers seems to promise
complete fulfillment of the readers "needs, wants and desires."
They all make it sound as if all one has to do is sign up--send
in a small fee--get the details--an explanation of the plan--an
almost immediately, their mail boxes will begin to overflow with
letters containing cash, checks and money orders. No big
investment--no business knowledge--and no work required..

  My friend, all this is "advertising hype" designed to "lead the
reader into seeing and tasting" the fulfillment of all his
dreams. He's so overwhelmed by "the solution to his wants"
offered by the advertisement, and he reads "only what he wants to
read" in these opportunity offers. That's "Top-of-the-line"
copywriting, and worth it's weight in gold!

  Disregarding the obvious "chain letter and envelope stuffing
schemes," these opportunity offers for "riches beyond your
wildest dreams," gives one of two money-making plans.

  The first is some sort of "book of knowledge" written by
someone on typing ability but generally sadly lacking in the
experience of "having done it himself," and/or the ambition to
get away from his typewriter long enough to "make his own mint"
using the plan he's advising you to follow.

  These writers tell you to "knock out" a how-to report about
something that you're an expert on--to run a low-cost classified
ad offering it for sale in a national publication--and then sit
back and let the money roll in..The thing is, what does a
shipping clerk, and engine lathe operator, or retail sales clerk
know that other people will pay money to learn?

   Even if one of these people were to come up with a saleable
how-to report, where are they going to get "expertise" to write a
real order-pulling ad, and which national publication is the
"right one" for him to advertise in...The truth of the matter is
that very few, if any--shipping clerks, engine lathe operators,
or retail clerks--know the first thing about writing how-to
reports, composing classified ads, or placing advertising in
national publications...

  In fact, the very idea of undertaking such necessities to
successful mail order selling--at the risk of losing a lot of
"hard-earned" money--is so frightening to so many people that
they never get beyond this part of the instruction sheet. And
most of those that do rely upon what they "think" they know about
writing how-to reports composing classified ads, and placing
advertising in national publication--would be much better off,
and receive a lot more value for their money, by spending it at
the neighborhood church or community center.

  The other kind of money making plan these "dream fulfillment"
advertisements offer is a Super Profitable Mail Order Dealership
of your own..

  You buy the book that explains all the procedures for making
millions via mail order...Included with your "book of knowledge,"
is a camera ready circular advertising this book--the same one
you sent for to make YOU rich--and a dealership instruction
sheet.

  This beautiful piece of sales copy explains how everyone in all
parts of the world is just waiting for the chance to buy a copy
of this book--after all-- you were eager to buy it, weren't you?
Thus, the instruction sheet goes on to explain, all you've got to
do is either order a supply of these circulars--at inflated
printing costs--or better yet, take the camera ready copy to your
near-by "quick-print" shop and have it reprinted with your
name/address on the order coupon. From there, you simply send
these circulars to waiting buyers, deduct 50% from each order you
receive--this is your gross income--forward the customer's name,
order and remaining 50% of the sales price on to the people you
bought your book from, and you're supposedly, home free!

  Two very important factors of this plan must be considered
before anticipating any income..Profits have be weighted against
your costs of making each sale..But even before these factors can
be considered however, the prospective seller must be sure of the
"mass appeal" of the product he's about to offer, and precisely
his "available prospective customers." In other words, and in
case of a report or book, it's the "appeal of the title" and the
mailing list or number of opportunity buyers he can present his
offer to..These are the bottom-line factors that will decide
whether or not your efforts result in your pockets being filled
with profits or monthly payments and debt...

  Assuming you've understood the theme of our discussion thus
far, you're probably thinking that "supply the needs of the mail
order sellers" is where all the big money is being made in mail
order. And, if this is the trend of your thinking, you're
absolutely right! It always has been, and it always will be your
bigger profit maker...

  Thus, the easiest and most profitable mail order business is
supplying mail order sellers with mailing lists--the names and
addresses of people looking for money-making opportunities...

  Unless a mail order seller has ready and dependable source of
fresh prospects--names and addresses--to send his offers to, his
business will soon wither and die. Every mail order seller in the
country needs constant supply of new names/addresses for his
business to grow and his profits to build. The need for, and the
demand for prospective mail order buyers is glutinous and
unlimited! All you have to do is organize your ability to supply
this need, and then turn contact mail order operators with your
program to supply them with new prospects.

  You start with a basic supply of 10,000 names--we offer you a
basic supply of 10,000 names on plain paper masters, all set to
copy onto your own labels as often, and whenever quantities your
buyers request--for just $1.00...these are names and addresses of
our own customers--people who have spent anywhere form $2 to $850
for money-making reports, manuals and programs that we
offer...After more than 20 very successful years in business,
we've found that the more often a mailing list is used, the more
money the people that mailing list spend..

  We run our own mailing list subscription service which brought
in more than $65,000 for us last year. Here's how we operate our
service, and recommend that you consider duplicating...

  Each week, we send out sales letters offering our Mailing List
Subscription to mail order entrepreneurs across the country.
Basically, we're offering to supply them with a 100 names of our
buyers within the past week, on peel and stick labels, for $5 or
10- week subscription period $50.. 200 names for $9 or $90 for a
10-week subscription...300 names for $12 or 300 per week over a
10-week subscription for just $120...
 
  Operationally, our girls type the names and addresses of our
customers from incoming orders onto "label masters" as they are
received...On Friday afternoons, these girls then photo-copy
these masters onto sheets of labels for our mailing list
subscribers, with never more than 12-subscribers receiving any
part of, or the same thousand names...

  We generate orders--get our names--thou a number of different
methods. By far, most of the names come from the advertisement
below, which is run on a regular basis in a number of national
publications...  

    FREE! All-new home-based money-making opportunity! Send SASE
to:

  Of late, this small classified ad has been generating better
than 4,000 names per month for us. The report we send out is a
simple one-page instruction sheet explaining how anyone can make
extra money by saving, and selling, his in-coming mail. Along
with each of these reports we send out, we include a copy of out
Money Tree circular, and our mailing list subscription service
sales letters. In reply to this package, and average 3 out of 4
people send in to get in on the Money Tree Program, and/or
mailing list subscription service. From there, we just keep right
on going by setting these people as "independent commission sales
people" for our entire list of business success reports and
business start-up manuals.

  The most important part of a Subscription Mailing List Service
is to have a good supply of names--a mailing list ready-to-use,
organized and on hand. As mentioned earlier, we feel you'll need
at least a basic supply of 10,000 names as a starter supply.

  The next most important ingredient is your subscriber sales
letter. A copy of our current sales letter is included at the end
of this report. It pulls very well for us, as I'm sure it'll do
for you--but the important point here is an example of how to
write such a sales letter, as with a pattern in front of you,
perhaps you can write an even better one. You must have a sales
letter that appeals to the needs of your prospective buyer, and
at the same time, solves an outstanding problem for him.

  The next thing is to get one of your letters out to all the
mail order sellers you know of, and/or can locate. Set up a
business plan--you will compile 1,000 mail order operators per
week, from incoming mail and advertisements you run across..List
these names on 3x5 cards, and arrange in zip code order so that
you have a record of who you've sent your offer to, and
then...Continue adding to this file of mail order people..Then
each week, get a thousand letters in the mail--100 or 200 letters
per week just won't pull in the orders fast enough for you--5,000
letters per week, and you'll soon be making $1,000 per week, over
and above printing and postage costs!

  So, and as reiteration of what has been stated earlier, the
big-big money in mail order is, always has been, and always will
be made by those people with the "moxie" to supply the mail order
operators with the products and/or materials for them to operate
a by-mail business. After everything has been "torn apart and put
back together again," the bottom-line fact remains--The easiest,
and most profitable mail order business is mailing list supply
business.

  Everyone doing business by mail needs a mailing list of
prospects to whom he can send his money-producing offers. Every
mail order operator alive, and with the slightest bit of ambition
to make money, is constantly on the look-out for sources of fresh
names--prospects to whom he can send his offers. So long as
people continue to "sell by mail," there will be a demand for
mailing list!

  Look at it mathematically: if you had 100 subscribers to your
mailing list service paying you just $10 per week, you'd be
grossing $1,000 per week! Just 10 subscribers give you $100 per
week--20 subscribers, $200 per week--and from there, you're
limited only by your efforts to bring in new subscribers..When we
started our service, we sent 1,000 sales letters the first week,
and from those first letters, we came up with 25 subscribers with
5-days...Needless to say, we continued to build our subscriber
list and can truthfully say that this particular division of our
business is not only the easiest to operate, but very definitely
the most profitable of our entire operation!

  Once you've got your mailing list service established, it's
only natural that your should "add to it, or have something else
to go along with it brings in additional money." Keeping the
thought in mind, of supplying the needs of people hoping to
become rich via mail order selling, we think the logical addenda
or extra service to a mailing list service is the furnishing of
"original business success reports" that can be
reprinted/reproduced and sold by your mailing list subscribers!
From there, it's only natural that you become a "business
opportunity book dealer or seller."

  Riches beyond your wildest dreams, via mail order, are entirely
possible and waiting for you--provided you have your "finger on
the pulse" of the market, and a business plan that will enable
you to attain total success. Most opportunity offers costs you
money, a lot of your time, plus that even a "work-acholic" would
shy away from, and they deliver only enough income to keep you
"reaching" for the brass ring, untold frustration and
indebtedness...

  There are secrets in mail order--Number One, an ability to
analyze and understand the market...Number Two, the ability to
select and offer the right product at the right time--Number
Three, an ability to write advertisements and get it in front of
the majority of your potential buyers...

  Wishing you the greatest of success in all your money-making
efforts, the only thing left is for you to read over the
instructions as presented herein, get organized with your own
program, and start selling it. Everything worthwhile takes a
little bit of time to organize; a little bit of money to get
started; and a little bit of work to "push it thou to total
success," but of all the money-making possibilities you've ever
been offered this one can definitely be the easiest and most
profitable for you! Take care, and let us hear from you as you
grow...

             OUR ALL-NEW MAILING LIST SUBSCRIPTION SERVICE,
              CAN REALLY START THE ORDERS ROLLING IN FOR YOU!


 100 names-all less than 30-days old-on peel & stick labels just
$5.. A six week subscription -100 names per week on peel& stick
labels-just $25 100 names-all less than 30-days old-on plain
masters, ready for copying onto your own labels-just $4.. A six
week subscription-100 names per week on plain paper masters-just
$20... 200-names-all less than 30-days old-on peel & stick
labels-just $9... A six week subscription-200 names per week on
peel & stick labels-just $50... 200-names all less than 30-days
old-on plain masters ready for you to copy unto your own
labels-just $7... A six week subscription-200 names per week on
plain paper masters-just $40... 300 names all less than 30-days
old-on peel & stick labels-just $12 A six week subscriptions-300
names per week on peel & stick labels-just $70...300 names less
than 30-days old- on plain masters ready for you to copy unto
your labels-just $10 A six week subscription-300 names on plain
masters-just $55... 500 names-all less than 30-days old-on peel &
stick labels-just $22.50.. A six week subscription-500 names per
week on peel & stick labels-just $120...500 names- all less than
30-days old-on plain masters ready for you to copy unto your own
labels-just $15... A six week subscription-500 names per week on
plain paper masters-just $75 1,000 names-all less than 30-days
old-on peel & stick labels-just $40 A six week subscription-1,000
names on peel & stick labels-just $225 1,000 names-all less than
30-days old-on plain paper masters ready for you to copy unto
your own labels-just $25... A six week subscription-1,000 names
on plain paper masters-just $150... ****Additional thousands on
peel & stick labels, just $25 per thousand....Additional
thousands on plain paper masters, just $15 per thousand...

Remember, these are NOT names we've traded for, or compiled from
the telephone book, or purchased from some other publisher,
mailing list brokers or mail order dealer! These are
names/addresses of people who have sent money in to us within the
last 30-day period for advertising orders, self-improving tapes,
and business opportunity dealerships. Our girls compile these
lists fresh every week, from our incoming mail. These are the
hottest, most responsive names-mailing lists-you'll find
anywhere!

Indeed, this is a special service that until now has been offered
only to those subscribers and association members; but we've had
so many requests from "beginning extra-income seekers" wanting to
get started with only a few hundred names per week that we've
just recently expanded our mailing lists subscription service to
accommodate the small, and beginning mailer. After all, you'd
have to be spending a lot of money on postage alone to send out
1,000 names per week.

I urge you to give our mailing list subscription service a
try...I know you'll want to renew, and keep those orders with
cash, checks and money orders coming in on a regular basis...

Even with the "increased moving around" of people looking for
work these days--we guarantee our lists to be 93%
deliverable...And to back-up this guarantee, whenever you get
back an offer you've sent to a name on one of our mailing lists
marked "undeliverable" by the post office, just send that
envelope on to us and we'll replace that name and address with a
fresh name and address...

The bottom line of this offer is simply this. No longer do you
have to buy more names than you can use at prices that would make
your ancestors turn over in their graves--Now you can subscribe
to a regular mailing list service of fresh names--all less than
30-days old, most less than 10-days old-proven mail order buyers,
in the amount you can best handle according to your mailing
plans, and at prices that allow you a margin for real profits!
You'll be receiving fresh mailing list via First Class Priority
Mail every week, with Monday Postmark!
 
Let us start the orders rolling in for you--help you to put Real
Money in your pockets! Select the mailing list program that  best
suits your needs--and affordability--and get your subscription
check to us today!
Top


How To Get Big Dollars In Your Mailbox - Every Day!


No other business venture seems so inviting, or attracts so many
people than that of selling via mail order. On the surface, it
appears to be an easier and faster way to become rich than almost
any other method of doing business. All the people in the world
are your potential customers; you work from the privacy and
comfort of your own home; you set your own working hours; and you
answer to no one but yourself.

Ideally, you should have a product of your own--something you can
produce at very low cost, and sell at top price. If you are
buying something, advertising and reselling it, in order to
realize a profit, you have to mark it up at least 500%. This is
not an unreasonable mark-up for mail order sales.

Your product has to have mass appeal, and it has to be something
not readily available to your prospective customers except
through you. The product should be such that you "carry an
inventory" without worry of spoilage, aging or other damage. It
should be something you can send through the mail--deliver to
your customer--for next to nothing in relation to your selling
price.

The best money-making product of all is a "How-TO" report such as
this one. You don't have to be a literary genius, or even an
experienced writer to write one of these reports. In fact, the
easiest way is to buy a set of these reports--read them each
over, set it aside and write a similar one with more elaboration
or from a different point of view. Give your report a
commercially appealing title, set a price for it, advertise it
widely in a number of nationally circulated mail order
publications, and you could have something that will continue to
bring in money for you for many years to come.

The absolute best money-maker of them all is a report you've
found a great need for, researched thoroughly, and written from
scratch. Discovering these needs is not that difficult a task.

If you don't have the time to write and market one of these
reports, or just cannot produce one for whatever reason, the next
thing is to purchase a set of these reports with reproduction
rights. Here, you can have a number, reprinted for as little as
one or two cents each, and sell them for one to five dollars
each. The only problem with that approach is that after a year,
nearly everyone in mail order will have a copy of these reports,
and will be trying just as hard as you are to sell them.

Now, if you have bought the reproduction rights to the reports,
you simply rewrite them, put new titles on them, make up a new
advertising circular, and send them out as new reports each year.
There are a number of mail order self-help reports that have been
making the rounds for the past 25 years in just this manner.

Just because you haven't got the time or the tools to write one
of these reports is no reason for not producing one. If you have
an idea or the background material, and the confidence that such
a report will sell--get in touch with someone who specializes in
this kind of writing.., and have them put the finished product
together for you. Generally, the fees will run to $100 per page.
But this is an "incidental fee" indeed, if you come up with
something that has the potential of bringing in several thousand
dollars per year for the next ten years or so. Remember, once you
have it together and written, you just continue making copies of
your original and filling prepaid cash orders for as long as you
wish to stay in business.

You should also have advertising circulars, a catalog or a
"follow-up" offer for every order you get. Many people make the
mistake of "sending their whole store" in response to every
inquiry. When you receive an inquiry to your advertising, you
should have a prepared sales letter describing the item you're
advertising, and perhaps a circular listing in catalog style some
of the other products that tie in with the product of your sales
letter. This is known as the "Featured Selection Plus Alternates"
approach.

When you receive an order for the product you've been advertising
or featuring in your direct mail efforts, include one of your
product catalogs in the package with the customer's order. The
most effective practice is to include an advertising circular or
brochure of a leader item or special-of-the-month, and your
catalog. The main thing NOT to do is include more than a couple
of separate "featured selection" circulars. Keep your eyes on how
the big mail order houses do it, and duplicate their operating
plan within your own means.

The important point to remember here is to be sure to include
something different--something new--something your customer has
not seen or been offered a chance to buy--with each contact you
make with him. Once you've broken the ice and got him spending
money with you, continue showing him products of a related nature
that should stimulate his appetite for greater success. For sure,
he'll never be more in mood to buy from you than when he receives
something he has ordered. So every time you fill and send out an
order to a buyer, include an opportunity for him to buy even more
from you.

You can make a very comfortable income, but you'll never get rich
so long as you're having your orders dropshipped for you. Having
a connection with a prime source that will dropship orders for
you is one of the surest and best ways to "learn" the business of
selling by mail--but if you really want to make it big, you'll
use dropshipping sources for learning, and to back up your
primary product with follow-up offers.

If you don't have a primary product of your own, the next best
thing is to buy in quantity lots at wholesale prices. A word of
caution here, though: do not buy a quantity supply of anything
until you've seen a sample of the product and thoroughly tested
the saleability of that product.

Too often, the beginner is sold a quantity of a certain product
at so-called wholesale prices, only to find that after he had
spent his capital he either doesn't want to put forth the effort
and time to sell that particular product, or that he can't "give
it away," let alone sell it. Suppliers who operate for you
orders, generally derive most of their income from the sale of
these initial "required" inventories. Always investigate and
check out the saleability before you buy anything more than just
a single sample.

Selling your reports depends on your advertising. You have to get
the word out that you have "money-making information" available
for sale. Start out small by using short classified type ads.
Look at how the established mail order report sellers are doing
it, and copy their methods. Do not copy their ads--instead, use
them as idea stimulators for your own original copy. Place an ad
in one of the largest circulation publications you can find, then
use the money that comes in from the first ad to place similar
ads in three or four other publications.

One of the insider secrets of the mail order business is in
multiplying your advertising exposure. This means simply that you
start with an ad in one publication, and from there, expand your
exposure by advertising in more publications. Be patient, and
wait for the returns from your current ads, then use that money
to increase the number of people who will have a chance to see
your ad. It's as simple as that, and it works every time. Try it
and see for yourself.

All of this means as you are getting started with a new mail
order business, you have to reinvest all your business income
back into the business. To do otherwise is a straight line to
business failure.
Top


Super Profitable New Techniques For Selling Books By Mail


  The total number of books sold by small, part-time mail order
entrepreneurs is growing each year. Total sales each year for the
past five years have increased by almost 30-percent over the
previous year's sales.

  Two "new angles" have greatly contributed to this phenomenal
growth in total sales.

  One is the practice of offering a wide selection of books via
"mini-catalogs" The other "angle" is the practice of sending
these "min-catalogs" to prospective buyers as "inserts" in
printed materials the prospect has already ordered.

  Mini-catalogs are usually printed on 8 1/2 x 11 sheets of
paper, then folded in half along the length, and simply slipped
inside the covers of a magazine or the folds of a newspaper.
Often-times, a mini-catalog is folded and sent out as a
self-mailer. Both of these methods of obtaining circulation are
very profitable.

  A book-selling "mini-catalog" is made up of a "full-page
commercial" on the front page. This is your main sales thrust, or
primary attempt to sell a "featured" book with ease of your
mailings. The second, third, and half of the last page of the
min-catalog should be two columns of listings of other books you
have to offer.

  Each listing should consist of the title of the book offered,
followed by a short description of either the book itself, or how
the book can benefit the buyer. This is then followed by the
catalog number of the book, and the price.

  The bottom half of the page of your min-catalog should be
devoted to your customer order coupon. The "mini-catalog" should
be typeset, and printed on a different color of paper for each
mailing. Recent sales results indicate that the better quality
paper your mini-catalog is printed on, the more sales it brings
in for you.

  Two major publishers who are currently supplying ready-made
catalogs for your use in generating business are;

  PREMIER PUBLISHERS of Forth Worth, TX, and WILSHIRE BOOKS of N.
Hollywood, Ca.

  Write to them on your letterhead, and ask for samples of their
promotional material.

  Once you've got a mini-catalog with which to advertise your
books, you must bring all your efforts to bear on the problem of
obtaining maximum circulation of your mini-catalog among the
prospective book buyers.

  The easiest and least expensive method is as follows: Check at
your newspaper offices for a listing of all their distributors
and/or route carriers. Contact these people and ask them to give
you a price they would charge to include one of your
mini-catalogs with each paper they sell or deliver. Determine how
many "min-catalogs" you'll need for this kind of distributors,
have that number of min-catalogs printed, hand them out to your
contracted distributors and newspaper carriers; then sit back and
prepare to fill book orders. It's simple and easy, but best of
all it really results in big profits for your book-selling
business!

  Another simple method would be to line up students from
different junior high schools in your area, and pay them each $10
per thousand to deliver your min-catalogs door-to-door. If you
have junior high school age children, this could be the easiest
and least expensive method of distribution for you.

  Major cities also have professional distributing services which
deliver advertising material to the residents. Check your local
phone directory for their names and addresses.

  The orders which you develop through the local distribution
method can be filled by mail.

  To expand your market beyond the local area, you need to
solicit the business by mail. Several excellent books are
available on developing sales by mail. A few are listed here.
Order from the distributor who supplied this report to you.

#366 FORTUNES WITH BOOKS MANUAL, BY LEE HOWARD...$7.95
#360 FREE ADVERTISING FOR MAIL ORDER DEALERS....$10.00
#365 &50,000 A YEAR FROM MAIL ORDER ADS.........$10.00

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Big Money With Folios


One of the easiest, if not the easiest, ways of getting started
with a profitable mail order business of your own is through the
promotion and sale of money-making folios or reports.

Generally, the beginner purchases a series of these
reports-complete with reproduction rights. He reproduces them in
whatever quantity and as often as he likes-usually at a cost of
less than 5 cents each, sends out an advertising circular.

As has been said so many times in countless mail order advice
publications, you never really make any real money until you
control the product. When you buy the reproduction rights to a
set of reports, you control the product. You can advertise the
sale of these reports individually via national classified ads,
and follow up with your advertising circular as a "full page"
advertisement or send it out as part of your direct mail
packages. The bottom line is simply that when the orders come in,
you keep all the money for yourself, reproduce the reports for
pennies and end up with a profit that's beyond the belief of
other people in other types of businesses.

It's virtually impossible to convince most people that you can
make a profit of at least $1.00 per sheet of paper, but it's
being done every day of the week, and is actually the easiest way
there is of making money! Give it a try yourself, and you'll
probably be flabbergasted too.

The best part of getting started with these folios is that you'll
have an opportunity to see how they're written, precisely what
kind of information they contain, and from there, the background
you'll need to start writing similar folios and reports of your
own.

Let's say you send for the group of reports on the many ways of
making money in various small businesses. Just as soon as you get
them, read them over carefully. Make sure you understand and
fully comprehend the information and instructions in each report
because any one of them-all of them-are very definitely
problem-solving reports that can aid you in your own quest for
success. Jot down a few notes relative to those you want to use,
and/or pertinent information you might want to incorporate into a
report of your own-one that you write yourself and not only set
the selling price on, but also who or how people sell it.

The next thing is to take this series of reports to some of the
print shops in your area and ask them for a bid on their costs to
print up an inventory supply for you. When you finally find a
shop that'll print them at a cost that's agreeable to you, have a
supply printed up. After they're printed, be sure to separate
your originals or masters from the supply you're going to be
selling. It's best to keep these master copies in a file cabinet
or someplace completely removed or separate from where you store
your inventory.

You're just about ready to start raking in the big money-but
first-you have to get the word out that you've got these reports
ready, and for sale to anyone that wants to buy a copy. We
suggest that you select one of the reports you fell will interest
the most people-Such a report might be "How to Get Big $$$....."

Make up a simple classified ad: FREE REPORT!
"How to Get Big $$ in Your Mailbox--Everyday! Send SASE to CASH,
Box 123, Anywhere USA 01020. Place this ad in as many of the
national coverage mail order publications as you can afford to
advertise in, and then hang on for a deluge of orders.

With each order, simply take a copy of this report and include it
with a copy of your advertising flyer listing all of your other
reports---with your name/address in place ours, of course-and
send it back to them in the self-addressed, stamped envelope that
they sent you. In most cases, you'll find that about half of
those people who have sent in for a copy of the free report, will
turn around and send you $15 for the complete set with
reproduction rights.

Simple-easy-and with a profit potential in the hundreds of
thousands of dollars because you'll find that every one of these
reports will sell for years and years to come!

As mentioned earlier, you should study the reports you buy and
from them, eventually write your own reports, making up your own
advertising circulars, and not only set your own selling price,
but control the number of people selling them. Writing and
selling simple "business success" reports is how most of the
"biggies" in mail order got their start-it's the bread and butter
of most mail order businesses-and the only right way to go if
you're trying to make it with a minimum investment.

 GET STARTED RIGHT AWAY:

Send for your FREE listing of the many "How To" reports that you
can purchase and reproduce for pennies and sell for dollars.
Infopreneur 3755 Avocado Blvd #110 La Mesa, CA 92041.
How To Start & Operate A Successful Co-Op Mailing Service


Aside from advertising, the biggest expense involved in mail 
order business is postage. This means that virtually everyone 
involved in mail order is on the look-out for ways to save 
money getting their sales offers out to prospects. The answer 
is co-op mailings.

Here's how a typical co-op mailing service works: A person with 
something to sell via mail sees an advertisement inviting him 
or her to send their circulars or brochures to co-op mailing 
service. The co-op mailing service receives these circulars or 
brochures and hires housewives or handicapped people to fold 
and stuff them into envelopes and then mails them. For this 
service, they charge anywhere from $10 to $100 per thousand--
and it's a good deal to the mailer.

Now, quite naturally the co-op mailer can do this and make 
any money unless he's got a number of circulars or brochures 
from several customers in each envelope he sends out. And 
that's precisely how he makes his money--by including 10 to 
16 such circulars in each envelope. Look at it from a 
mathematical point of view; Say he charges 12 people $50 
per thousand to fold and stuff their circulars in his own 
outgoing mail. Twelve times 50 dollars comes out to 600 
dollars--he uses his own mailing lists, so there's no big 
expense involved there--but he does have to pay for people 
to fold and stuff envelopes unless he's got it organized 
where he and his family do this...The going rate of people 
to fold and stuff circulars is about $20 per thousand...And 
to bulk rate 1,000 envelopes is going to cost $110...Add to 
that about $12 1,000 envelopes and you've got a total 
overhead of $142...Subtract that amount from $600 he took in, 
and you have him realizing a profit of $458...Not bad for 
mailing...

The best thing of all about starting and operating a co-op 
mailing service is that you can include your own circulars 
or brochures with each envelope you send out. You stuff 
circulars or brochures from 12 different paying customers, 
and at the same time, include at least two of your own.

So how do you get started in such an easy and highly 
profitable business...

The simplest way is to have and advertising coupon-- 3 1/2 by 
6 inches--made up and include one with everything you mail out.

Another sure-fire method of pulling in orders is to turn a 
simple classified ad in as many of the national coverage mail 
order publications as you can afford. Such an ad look like this:

    CO-OP MAILING! Best customers in
    the country. Just $50 per thousand-
    you supply the circulars--we mail!
    Excello Mailing Services, Po 99
        Washington, DC 20001

A couple of things you should do in order to handle the orders 
you'll be getting...Be sure to have a number of people lined 
up/available to do the folding and stuffing of envelopes for 
you--and also, be sure to get yourself a bulk rate postage permit.

With those details out of the way, all you really have to do when 
the orders come in is drop off the circulars to be folded and 
stuffed into envelopes, with the envelopes, your return address 
can be rubber stamped on the envelopes as they are applying the 
mailing address labels as well as your bulk rate mail permit 
indicia, and you're on your way.

By including a co-op mail advertising coupon with each piece of 
mail that you send out, plus regular advertising in most of the 
mail order publication, you'll be pleasantly surprised at how fast 
your profits will grow. Once you get organized and have all the 
bugs worked out of your system, you might also want to expand 
your business to include your local area.

To do this, you either call on your local area businesses and 
professional people, or else hire commission sales people to do 
the selling for you. Most small businesses are interested in 
sending out regular sale flyers or catalogs, so you or your 
sales people simply call upon these people and offer to do the 
job for the.

Contact with a good printer in your area will also be to your 
benefit. You can offer to have the circulars printed--you collect 
a commission from the printer, and make a bundle of profits 
with your mailing services.

If you sign just 5 different stores in 5 different shopping 
centers, you could really be rolling in money within just a 
very short period of time. $50 per thousand--times 5 stores--
you have $250. And when you multiply that times 5 different 
shopping centers, you're talking about $1,250. Then if you get 
all of these people to go with your services on a regular 
basis--say once a month, you've got yourself a very respectable 
monthly income that will certainly keep you from the Poor House...

Whenever you send out mail, you should always include your co-op 
mail advertising coupon, plus at least two advertising circulars 
of your own. By doing this, you'll continue to pull in more 
business for your mailing services, and at the same time make 
money from whatever you're selling on your advertising circulars.

Finally, as with any business you might be thinking of starting, 
the business should be primarily something to keep you busy and 
pay your bills. Any business that your start should be "vehicle" 
to eventually make you rich. Thus, you'll have to know about 
the business, but just as soon as you can afford it, you should 
hire other people to do the work. In other words, with this 
particular business Don't involve yourself and commit your 
time to the folding and stuffing. Hire other people to do 
this work for you while you work on the expansion of the 
business by calling on local people that can use your 
services. At the same time, it would be wise to hire a number 
of commission sales people--the more people you have calling 
on prospects, the more money you're going to make and the 
faster your business will grow. Actually, and dependent on 
your energies, there's no reason why a co-op mailing business 
can't bring in $100,000 a year or more. The opportunity is 
available in almost every city and hamlet in the country. 
We've told you how it can be done, and the rest is up to you!

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How To Write Money-Making "How-To" Reports


This is the "real" Money Maker in the Mail Order business - the
basic "How To" Report.  It's something anyone can produce, and
with all the proper ingredients at the right time, you can
become independently wealthy!  The hard part, of course, is
getting all the proper ingredients at the right time.

Your basic "Money Making report" is usually two pages in length,
sells for $3, and outlines instructions, details, or a "How-To
Method" for solving a problem:  making more money, saving money,
attaining greater happiness, or fulfilling an ambition or desire.

One of the most successful reports was and still is, a short
report on "How To Keep Moles Out Of Your Yard", by one of the
deans of self-publishing, Jerry Buchanan.  Another of the most
successful and biggest money-makers ever written, had to do with
the many different ways to prepare and serve hamburger.  Simple,
basic, grass roots kind of information is what we're talking
about.

Any man, woman or child can write a saleable report on any
subject - providing he or she has knowledge of that subject
through personal experience, research, or both.  A lot of women
write successful money-making reports based upon better ways of
solving household problems.  And a lot of men write successful
money-making reports on how to get  greater pleasure from
leisure time activities such as fishing, woodworking or other
hobbies.  The list of subjects one can write about is endless,
and reports on how to make more money easier and faster are no
more limited to male authors than expertise in cooking is
limited to female authors.

Writing your report is easy and quite simple.  However, it does
take longer, and requires more sweat, blood and anguish for some
people to produce a "finished" product than it does others, even
if they are equally intelligent and knowledgeable.

The best advice anyone can give you on how to write a
money-making report is to advise you to write as though you were
talking to someone - as though you were instructing your next
door neighbor via the telephone on the subject at hand.  I use
the word telephone here to point out that regardless of how much
you wave your arms, point your finger, or even draw pictures,
you aren't getting the message across, and your neighbor won't
"see" what you're talking about until you tell him in the kind
of language he can understand.

Write in a style similar to the book reports you used to give
when you were in the 6th, 7th and 8th grades.  Do you remember
the "theme papers" you used to have to research, outline and
write for term finals?  You got a good grade if you presented
your material in a straightforward style, had the facts, an
didn't pad out your paper.

Be factual, and be clear.  Know your reader and use the kind of
language he expects you to use.  This does not mean that you
should drop to the level of military barracks talk or that you
should elevate yourself to the level of a pseudo Rhodes Scholar.
 It just means that in writing the basic "How-To" report, you
should bear in mind that these reports serve as personal
one-to-one consultations between you and your reader, and that
your language should establish a rapport he can feel.  Outline
what you want to say before you write it.  This helps;  in fact
I very definitely recommend it.  Many writers "think" as they're
typing or writing what they want to say, myself included.  But
believe me, everything flows smoother, with a lot less rewrite
involved, and the finished product is always much better when
you've outlined what you want to say before you start.

When doing business by mail, these Money-Making "How-To" reports
we've been talking about are known by many names:  folio,
booklet, pamphlet, guide, or even Personal Success Plan.  In
reality, these reports are written guidelines that give the
reader more information on a subject he wants to know more about.

Money Making reports have been, and can still be written to show
other people how to start, develop, enjoy or expand a hobby; 
how to learn and develop new or greater abilities;  how to
start, develop and operate a new business, or even expand a
current one;  how to develop and prepare for a new career;  how
to make more money;  how to save money, better one's standard of
living and have more time for leisure;  how to solve personal
problems and enjoy life more;  how to attain success in any
endeavor.

You'll find that the better selling reports are well researched,
authoritative, factual and helpful to the reader in the
achievement of his goals.  Your report can be put together and
sold as anything from a two-page typewritten paper to a
multipage typeset and professionally bound book.  an important
point to remember here is that the people who are going to buy
your report are going to be interested in the information it
contains - not how long it took you to put it together, the
reason you wrote it, or the number of pages you've written - so
long as it contains the information he wants.

Picking a subject to write about - one that has sales appeal and
that will sell well for you - is not as hard as it sounds.  The
best rule to follow is to write only about something you already
know a great deal about.  With this advice in mind, it will
follow that your best writing will be about those subjects that
particularly interest you.  And remember, the more you are
involved or interested in the subject, the easier it will be for
you to write about that subject in a manner that will hold your
reader's interest.  Your knowledge and enthusiasm will show
through -  causing your reader to overlook any technical writing
weaknesses.

How do you determine the subject that's best for you to use for
your first report?  Channel your thinking along these lines:  If
you love to fish, you could probably put together a money-making
report on "How To Catch The Big Ones".  If you love to sew, you
could probably write a report on "Tips for Beautiful Sewing". 
If you have experience in advertising, you could write a report
on "How To Write An Ad For Best Results";  experience in
printing, a report on "How to Prepare Copy and Layout for Best
Printing Results"; experience in business, a report on "Better
Business Operating Techniques".

It's worth repeating:  Whatever you write about, make it
something you know about, and are especially interested in.  Art
Fettig writes about motivation and ideas for selling because he
has spent many years doing just that - motivating people toward
larger sales volume and "brainstorming" new ideas for more
sales.  Doug Hooper writes about the power of positive thinking
because he has practice it and believes in it;  it works for him
and he knows it can work for you.  Paul J. Micali writes about
the techniques of closing more sales.  He has spent all his life
teaching people to become better sales people, and he never
tires of talking about how easy and rewarding selling is with
the proper thinking and approaches.  Maryanne Raphael writes for
all of us about the many and different writers' markets open and
available to freelance writers, because she has spent many years
searching and learning all about these markets as a freelance
writer.  Whenever we talk with her, she's always "neck-deep"
with assignments from countless publications.  She knows the
problems of the freelance writer, and she passes along
information of great value because she's been there.  Dottie
Walters writes about the opportunities for women in business
because she's been "down to her last dime", started a business
on sheer determination alone, and knows the tremendous potential
of women in the business world.  Today, she is one of the most
sought-after women in this country as an inspirational speaker
for women's groups.  She gets paid for speaking before these
groups, and sells thousands of dollars worth of books at these
engagements besides!  I could go on and on - naming friends and
telling you how they have taken a subject they were interested
in, found out everything about it they could, and parlayed it
into a fortune by starting with the writing of a "How-To"
report.  Rather than go on with these stories of how others have
done it, and are doing it, let's get on with the task of showing
you how you can write your own "How-To" report and parlay it
into a personal wealth vehicle of your own!

Once you've decided on the subject you're going to write about,
the next step is thorough research.  Visit your public library
and "bone up" on your subject.  Read as much about it as you can
find - newspapers, magazines, books - everything!  Start
collecting clippings, talk to your neighbors, your friends and
relatives, and take notes on all information you gather from
reading and personal discussion.


When you've spent a good six weeks intensively researching your
subject, gathering notes and discussing it as often as you can
with as many different people as possible, you should be ready
for the next step - the sorting, compiling and assembly of your
notes.  Simply read through all the notes and clippings you have
accumulated, discarding those that are repetitious, and
organizing those you're going to use according to your "subject
coverage" outline.  Don't let the outline part of your project
become an obstacle.  An outline is simply listing the order in
which you want to write about or discuss each aspect of your
subject.

Everything that's written should have a natural beginning, a
body and an ending.  When you outline your subject, and your
"subject coverage", which can be likened to a table of contents,
you'll find it easier to say what you want to say.  You'll be
ABLE to say everything you want to say.  You won't have to worry
about forgetting or leaving out an important point you want to
make.  The coverage of your subject will be more complete, and
your writing will be much smoother.

Once you've completed your research, organized your notes, and
have your "subject coverage" outline set, you're ready to write
the money-making report that just might make you rich!

Start writing, and write as though you were talking to someone,
because writing, after everything has been analyzed, taken
apart, studied, improved upon, and put back together, is still
nothing more or less than a written conversation between two
people.  Write your how-to report as though you were instructing
a high school graduate in how to do something his first day on
the job.

It makes no difference whether you write it all out longhand or
pound away at a typewriter.  Just get it all written!  Once
you've got your material organized, start writing and don't stop
until you're finished!

When you have finished, be proud of yourself!  Take a break, go
out to dinner, enjoy a night on the town!  In other words, put
this first draft of your report aside for a few days and allow
your brain, your body, and your creative juices to rejuvenate
themselves.

After a couple of days off, take up your report and go through
it with a sharp pencil, just as you imagine an editor would do. 
Strike out, rewrite and polish each paragraph for clarity,
accuracy and flow.

This is the time to make sure that what you've written is easy
to read, easy to understand, and each sentence follows the one
before it just as surely as spring follows winter.  The smoother
the conversation or the writing of your report flows, the easier
it'll be to read, and the easier it is to read, the more copies
you will sell.

Now you have a money-making report that has the potential of
making a great deal of money for you.  If you are a good typist,
go ahead and type it out in finished form.  If you're not a
typist, you can have it typed by someone who is, or even have it
typeset for a small fee.
Top
 


An Easy Start To Mail Order!


Listing names of Big Mail Requestors, and sending out packages of
Big Mail is an easy way to get your start in the business of
selling by mail.

There are a number of mail operators pulling in an easy, extra
thousand dollars a month, by what you'd hardly call work--doing
nothing more than receiving money for advertising a list of
people's names interested in receiving Big Mails, and sending out
envelopes stuffed to overflowing with Big Mail.

Regardless of where you live, your age, teenager or senior
citizen, man or woman, there is no reason you can't do the
same---pull in an extra thousand dollars a month, with the same
idea.

Getting started is NOT as easy as turning on a water tap, but
then your initial investment will amount to practically
nothing---And the requirements upon your time shouldn't amount to
more than a few hours a week.

First, let's define the market---Who wants Big Mails, and why
they want it...Big Mails are wanted or should be wanted by just
about every person in business, especially those involved in
selling  product via the mails, in order to keep himself abreast
of who is doing what, how they're doing it, the new offers being
made and the newcomers to the business. The reasoning is because
of the time and postage saved by automatically receiving all of
this information, as opposed to writing and mailing letters to
each individual offer you see that arouses your interest, not to
mention the time saved searching thru all the different
publications to discover these things. Some people--the dreamers
and the lonely--like to receive Big Mails simply for the sake of
having mail delivered to them every day. There's no sure way of
determining which of your Big Mail Requestors these people
are--so you just forget about it, and send your Big Mails to
everybody on your list. Besides, the actual number of people in
this category are fewer than you might suspect.

Now, let's define what's inside a Big Mail Package you or your
buyers--Big Mail Requestors--will be receiving in the
mail---Generally, you'll find a least one, but usually several
publications: ad sheets, tabloid mail order newspapers, and an
occasional newsletter. The rest is almost always a collection of
various product advertising circulars. At least two of these
circulars will be from the person sending the package to you in
the first place.

Many, if not most of the beginners in this business, first get
their name listed as a Big Mail Requestor, on as many Big Mails
Wanted list as possible. They then Save the mail they receive and
once a week, every other week, or once a month, they stuff their
accumulated Big Mail into individual envelopes and send it to the
names on their list of people who have paid to be listed as Big
Mail Requestors.

Don't forget---All Big Mail suppliers always include a least a
couple of two-sided circulars of their own. These are usually
Commission Circulars--product advertising circulars, sometimes
provided by a prime source or distributor with a blank space on
the reply coupon for the dealer doing the mailing to rubber stamp
his business name and address. More often than not, the
distributor furnishes the dealer with "camera ready" copies of
circulars to use. The dealer takes these circularss to a quick
print shop, and has several thousand copies made up with his
business name and address imprinted on each circular.

Everytime you send out a package of Big Mail, always include two
advertising circulars of your own--circulars that may interest
the recipient and cause him or her to send to you for the product
or service offered.

These can be commission--dropship--products that you have
devised, produced and are selling.

Incidentally, the best way to go with commission circulars is to
ask for or get a camera-ready copy of the original, and have a
large quantity of them printed locally with your name in place of
the supplier. This will save you hours of very boring work
entailed in rubber stamping your name on several thousand
circulars. If for whatever reason it's too expensive to get your
circulars printed locally, then check around for a printer who
does business by mail, and will make your circulars for you with
your name and address on the ordering coupon. Also it will almost
always pay for you to have the printer fold your circulars for
you before he ships them to you, he can do it all in about an
hour, while it could take you a couple of days to a week or
longer to fold 5,000 circulars yourself.

You can include as many product circulars in your package of Big
Mail as you want, but..It's been proven time and time again that
three very good--outstanding--circulars related to the same idea,
bring back more responses than envelope overflowing with
circulars. What I'm saying is that a circular inviting the 
recipient to send for Book #317, " How To Make Money Writing &
Selling Simple Information", plus  a circular on Book #365"
$50,000 a Year from Mail Order Ads",will pull far more inquires
than 10 or 12 different circulars inviting the recipient to send
for a mixture of related items.

The reason is quite simple---After about 3 circulars you begin to
overwhelm the recipient with opportunities. In reality, he'd like
all of the books you're offering but he only wants to spend so
much and therefore he's faced with a decision of which ones to
send for---and more often than not, he ends up not sending for
any of them.


Including as mini-catalog listing of your offerings is quite
different, and generally acceptable to most people receiving big
mail packages, or product advertising in the mail. Generally,
this is regarded as not so much loose paper and something they
can hang on to for a while and maybe order from, much the same as
they order from Wards or Sears Catalog.

When you've got your name listed on a number of lists as Big Mail
Requestor, ad after you've got a steady supply of this kind of
mail coming to you, start placing ads of your own in some larger
circulation ad sheets and other mail order publications as a Big
Mail Supplier. For ideas on ads to use, glance thru any mail
order publication and come up with one you think will bring the
most replies.

Now you're on your way with the basic plan and "know-how" for a
fast start as a Big Mail Supplier.

In order to expand your big mail operations into a real
money-making business, compile a list of magazines, newsletters,
mail order tabloids and ad sheets.Then draft a letter to these
publishers, advising them that you supply them with several
hundred prospective subscribers each month. Explain that your
prospects come from responses to national advertising, which you
run at no cost to them, the publishers...Go on to explain that
your national advertising offers Free Trail Subscriptions to the
nation's leading money-making publications, and that you feel
your list will be incomplete without his publication...

Sweeten the pot further by detailing how you'll be sending the
names and addresses of these fresh prospects on peel 'n stick
labels---that these mailing lists will belong to him on
receipt---and that you encourage him to copy them for follow up
mailings...

You charge each of these publishers $100 a year for this service,
and even when you have 100-150 signed, keep looking for and
attempting to sign more publishers. Don't ever stop soliciting
publishers, and go after the biggest as well as the very smallest
of them...

With a number of accounts signed and paid, you place an ad such
as the following, in several national publications:

FILL YOU MAILBOX WITH OPPORTUNITY! World's leading Money Making
publications! Free trail subscriptions! $2 for processing to (
your name and address).

When the responses to your ads come in, type the names and
addresses onto "master" sheets or put them into your computer
system as respondents to your advertising. Sometime around the
15th of each month, copy your masters onto the number of customer
sheets of labels you need, and send them out. You bank the money
from your advertising respondents.

One hundred publishers time $100 each means $10,000 per year... 
A minim of 200 Respondents to your advertising each month means
another $4,800 per year...And then, by contracting with a
reputable list broker such as Group One Communications, 2321 NE
Dixie Highway, Jensen Beach, Fl 33457---to handle the rental of
the "Hot" names you accumulate each month, you should be able to
double or triple these figures...And $30,000 income your first
year in the Big Mail business is nothing to "cry about" at all!!!

Meanwhile you've got all these new prospects, to whom you can
send your own sales materials...You can also expand your services
and become a subscription agency, a publications distributor, or
even a mail order publications Advertising Agency...

You could compile, publish and sell directories of newsletters,
tabloids and ad sheets...Directories of Mail Order
Associations...Mailing lists of people wanting Big Mails...or
mailing lists of people want Commission Circulars.
Top

Money-Maker's Secrets To Renting Profitable Mailing Lists


As an entrepreneur involved in selling and/or promotion of
something by Direct Mail, you should already know  that most
important aspect of your mailing have to do with the sales letter
or circular you send out, and the mailing list you use. With
these thoughts in mind, and assuming you've got what should be an
order-pulling sales letter or circular, let's focus our attention
specifically on the problem of finding mailing lists that produce
profitable orders.

Common sense should tell you that without a good mailing lists,
the time and money you spend for market research, advertising
layout and knowledge relating to the "rules of direct mail," will
just be wasted effort. In other words, unless you get you offer
to the buyers, you might as well save your time and money.

In order to reach your most-likely buyer, you must first
determine who your most-likely buyers are. This is not so hard as
it might appear. Actually, it's just a matter of recognizing that
automotive items will appeal to car-owners, while household
gadgets will sell best to the homemakers.

Regardless of how easy its is, this is the most-often over-looked
part of the beginning entrepreneur's planning. suffice it to say
that if you don't know who you're going to sell a product or
service to, your product or service is going to be pretty hard
for you to sell.

The next thing to really look into, is the competition your
product or service faces. If it has a limited market--not too
many people would stand in line to buy--and you are competing
with virtually the same product as supplies by other
companies--then you're going to have to either come up with a
strong "hidden angle" or else face defeat before you even
begin...

These are the "keys" to success in selling anything via direct
mail--pin-pointing exactly who your buyers are, presenting your
offer to them with an angle not being used by your competition,
and concentrating all your sales efforts only on the most-likely
prospects.

Assuming you "know" who your most-likely buyers are; that you've
got a "winning" sales letter or circular--and, a product or
service these people "will stand in line to buy," then your
problem is to get the message to these people.

Do not think you'll "save some money" by renting or buying
inexpensive mailing lists from advertisers in all those ad sheets
and "mail order" type publications that seem to flood your
mailbox. You'll waste a lot of time, and spend money chasing the
wind with these lists.

These list offered by "mail order" dealers are compiled from ad
sheets, mail order publications, and/or incoming offers received
by the list -seller...These people also compile lists they
use...A lot of them compile their rental lists directly from the
telephone/city directories...And even a few of them work the
"envelope stuffing" scheme to compile their rental lists--They
offer commissions to people who pay to join their envelope
stuffing programs, and then sell or rent the names of the people
who join their program...The people who join the program are
advised to compile lists from any number of sources, send out a
commission circular, and receive a commission for each incoming
order. The names of the buyers are then compiled onto another
list, and sold by promoters of this scheme to some of the larger
list-brokers as bonafide mail order buyers...Any time you rent a
list of 5,000 or more names from mail order type operator, you
can almost certainly count on the lists that's 1) Five or more
years old...2) Filled with names of people who have moved...3)
Going to be dominated with names of other mail order sellers...

Before renting or buying a mailing list from someone, use the
same kind of common sense you use in deciding upon a doctor,
lawyer or auto mechanic. something else to keep in mind--whenever
you rent or buy mailing lists from someone who has or is
advertising for dealers or mailing list brokers, you are going to
end up with a list of names used by many mail order dealers,
generally with the majority of them offering the same products or
services.

The best thing to do is to take a note pad and pencil to your
public library..Ask the librarian to let you look at the Standard
Rate & Data Service Directory pertaining to mailing lists. Within
this voluminous directory, you'll find the names, addresses and
telephone numbers of virtually all the reputable mailing lists
brokers in the country. These brokers explain within the
directory the different lists that are available for rent, what
kind of buyers the lists are made up of, and the date the list
was last cleaned--that is, the last time all the names on the
list were verified relative to the correctness of addresses.

Select a half dozen or so of the list brokers handling the kinds
of lists that are made up of buyers of products or services
similar to yours...Jot those names and addresses down on your
note pad..then go home and call them on the phone...

Tell the list broker about yourself, what you're trying to sell,
how much you're asking for it, and your-long range plans. Almost
all of them will want to see a sample of your mailing piece, and
more often than not, a sample of your product as well. Don't be
afraid to talk to these people--they're in business to help you,
and if they "steer you onto" a list that doesn't make money for
you, they figure you'll not buy from them again, so it's to their
benefit to see that you get the "right" list for your mailing
piece and offer. Most of them are will critique your mailing
piece and offer, making suggestions for improvements when
appropriate, and in general, act as a consultant to see that you
realize a profit thru their services.

Once you and the list broker have decided upon the mailing list
best suited to your offer, he'll generally require you to rent a
minimum of 5,000 names. The going price will range from $35 to
$95 per thousand names. Expensive, maybe...But if you pay $475
for 5,000 prospective buyers, and end up with 1,500 buyers of a
$20 "how-to" manual that you've written and printed at a cost of
50 cents per manual--that would mean a gross of $30,000..minus
$750 for 1,5000 manuals, plus another 60 cents each to send each
of these manuals out via 4th class  mail witch would amount to
$1,035. Add these figures together for a total of $1,785 and
subtract this total from $30,000 and you stand a very good chance
of netting $28,000 or more...

So, you see, the important thing is to get your offer to your
most-likely buyers. The only way to do this--the fastest, and
least expensive way--is to work with a reputable mailing list
broker and forget about all that "wheel-spinning" within the
circle of mail-order-type people. Really, so long as you deal
with " mail-order-type" people, small-time dealers and
advertisers--you'll never achieve anything beyond a busy-busy,
hand-to-mouth existence in this business.

The bottom-line reason for most of the entrepreneurial failures
in the mail order business is simply that the beginner tries to
cut corners by using less that the most productive mailing lists
available. Indeed, the years are littered with people from all
walks of life who have had a good product and/or service ideas,
but failed to "get their ideas off the ground." Generally, these
people were trying to "save money" by compiling their own mailing
lists, advertising in "all-seller" type mail order publications,
and/or sending their offers out to "mail-order-type" people found
in the ad sheets or to lists purchased from advertisers in these
publications. In almost every case, the entrepreneur's efforts
along these lines, and based upon a "saving money" philosophy,
has always ended in heartbreak and great financial loss for the
entrepreneur...

YOU CAN SUCCEED, STARTING FROM SCRATCH!  But, before you attempt
it--before you "jump in and reach your own mail order fortune,"
be sure you arrange all the odds in your favor..Anything less
than the "rules" stated within this report will surely be a waste
of time, and result in failure...

Remember: Your product has to be something you can buy or produce
in finished form for pennies, and sell for dollars. There has to
be an "eager" market for your product or service. You must
project the most professional of all images of yourself as the
"company" or supplier in all your sales letters, circulars,
advertising and/or dealings with your prospective buyers. And you
must "know" who your buyers are, and then concentrate your
efforts to reach only those people with your offer.
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How To Develop A Worldwide Distributor Network


When you select a product, your choice should be based upon your
knowledge of how and to whom you're going to sell. You may have
the greatest bargain in the world, but it will be of no value to
you if you don't know who's going to buy it, or how you are going
to get the word out about it.

The first rule of achievement of a fortune is to produce or buy
your product for pennies and sell for dollars. So after
preliminary market research to determine who'll buy your product,
the next question to answer is: How munch will the majority of
this market be willing to pay for your product?

For the sake of our discussion, let's say that you've written a
"How TO" manual on how to make $100,000 a year compiling and
selling mailing lists. You check with a number of printers and
get a production cost of $1.50 per book in lots of 1,000. You
figure that with sharp advertising, you can "sell a million" of
these books at $10 per copy, but that advertising will cost you
$1.50 per book. Thus far, the basic cost of your book is $3 per
copy.

Even though you will probably be the one selling most of your
books, you must realize that it will take you an awfully long
time to move out a million copies of this book. It will keep you
busy 25 hours a day, 8 days a week to do it all by yourself. So
the thing to do is recruit as many other people as you can to
help do the selling. This means setting up a dealer distributor
network.

To do this, you must make it worthwhile for other people to sell
your product. You offer a percentage of the sales price to each
book they sell for you. Generally, this is about 50% for each
single copy sold; 60% when purchased in quantity lots of 25 to 99
copies; and 75% when purchased in lots of 100 copies or more. The
important thing is to shave your profits to a minimum when you
have other people doing the work for you.

Let's use, the, our example of a $10 book that costs you $1.50 to
produce in lots of 1,000. For people who buy from you in lots of
100 copies, you could cut your profit to $1 per book, sell it to
them for $2.50 per book, and let them do all the advertising, as
well as the selling. Don't offer more than 50% on single copy
dropship sales, because you'll have to furnish this type of
dealer with selling materials, and continue to do most of the
advertising yourself.

Setting up your distributor program will require advertising and
a sales kit for the sellers. Thus, you should make up a series of
"Dealers Wanted" ads and place them in as many different
publications as you can.

The national "opportunity" magazines are the best place to place
your advertising for dealers. Remember, the ad should be a call
for dealers, distributors and independent extra income seekers.
Do not try to sell your product in this ad. Use it only to enlist
or recruit people to sell for you. Remember too, the more you run
your dealers wanted ad, and the more different publications you
run it in, the more people you'll get to sell your product for
you. The easiest way to go is with "Dealers Wanted"
advertisements in as many worldwide publications as possible.

You'll lose your shirt attempting to recruit sales people via
direct mail, and you'll never make any headway with just a
"Dealers Wanted insert" in each book you sell. If you want sales
people, you must advertise for them.

To actually get these interested opportunity seekers to sell your
product for you, you'll need a dynamic sales letter and seller's
kit to send out in response to the replies to your advertising.
This kind of sales letter is usually four pages in length,
printed on 11 by 17 inch paper, to sell the prospect on the idea
of selling for you, use the amount of space and paper that's
necessary.

If you've written sales letter properly, that's all there is to
it. Some people charge an "up-front" dealer's registration fee.
We don't recommend this, for a number of reasons--mainly because
it immediately eliminates a great many people who might want to
least try to sell the product for you, but are not willing to
"pay" to sell for you.

Some sellers charge $1 to $5 for details and complete dealership
set-up to offset the cost of the initial seller's kit and
postage. This is what we recommend at the start. If you offer
your program for nothing, you'll get as many responses from
curiosity seekers and opportunity collectors as from bona fide
prospects.

If you charge for the dealership set-up, you should include a
sample of your product. For the more elaborate sales kits and
expensive products, most people ask for deposit, which is
refunded after a certain number of sales are made by the dealer.
Any charges more than $5 should not be mentioned in your "Dealers
Wanted" advertisements, but held over and fully explained in your
sales.

This is how you set up a dealer/distributor network: Get other
people to sell your product for you! You can, and should be
prepared from the start, before you place your first dealers
wanted ad, and proceed only as you can afford the advertising
costs from the profits of sales of your product.

It's simple, and it's easy, and, it can make your rich! You had
to have real interest to have ordered this report. We hope that
it has motivated you with the entrepreneurial spirit, and that
you act on it!
 
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How To Write Profitable Classified Ads


Everybody wants to make more money... In fact, most people would
like to hit upon something that makes them fabulously rich! And
seemingly, one of the easiest roads to the fulfillment of these
dreams of wealth, is mail order or within the professional
circles of the business, direct mail selling...

The only thing is, hardly anyone gives much real thought to the
basic ingredient of selling by mail--the writing of profitable
classified ads. If your mail order business is to succeed, then
you must acquire the expertise of writing classified ads that
sell your product or services!

So what makes a classified ad good or bad? First of all, it must
appeal to the reader, and as such, it must say exactly what you
want it to say. Secondly, it has to say what it says in the least
possible number of words in order to keep your operating costs
within your budget. And thirdly, it has to produce the desired
results whether inquiries or sales.

Grabbing the reader's attention is your first objective. You must
assume the reader is "scanning" the page on which your ad appears
in the company of two or three hundred classified ads. Therefore,
there has to be something about your ad that causes him to stop
scanning and look at yours! So, the first two or three words of
your ad are the utmost importance and deserve your careful
consideration. Most surveys show that words or like this. MAKE
BIG MONEY! Easy & Simple. Guaranteed! Limited offer. Send $1.00

These are the ingredients of any good classified
ad---Attention--Interest--Desire--Action...Without these four
ingredients skillfully integrated into your ad, chances are your
ad will just "lie there" and not do anything but cost you money.
What we've just shown you is the basic classified ad. Although
such an ad could be placed in any leading publication and would
pull a good response, it's known as a "blind ad" and would pull
inquiries and responses from a whole spectrum of people reading
the publication in which it appeared. In other words, from as
many "time wasters" as from bona fide buyers.

So let's try to give you an example of the kind of classified ad
might want to use, say to sell a report such as this one...Using
all the rules of basic advertising copywriting, and saying
exactly what out product is, our ad reads:

      MONEY-MAKER'S SECRETS! How to Write winning 
      classified ads. Simple & easy to learn-should
      double or triple your responses. Rush $1 to
      ABC Sales, 10 Main, Anytown, TX 75001.

The point we're making is 1) You've got to grab the reader's
attention...2) You've got to go "further stimulate" him with
something (catch-phrase) that makes him "desire" the product or
service...4) Demand that he act immediately...

There's no point in being tricky or clever. Just adhere to the
basics and your profits will increase accordingly. One of the
best ways of learning to write good classified ad is to study the
classifieds--try to figure out exactly what they're attempting to
sell--and then practice rewriting them according to the rules
we've just given you. Whenever you sit down to write a
classified, always write it all out--and then go back over it,
crossing out words, and refining your phraseology.

The final ingredient of your classified ad is of course, your
name & address to which the reader is to respond--where he's to
send his money or write for further information.

Generally speaking, readers respond more often to ads that
include a name than to those showing just initials or an the
number of words, or the amount of space your ad uses, the use of
some names in classified ads could become quite expensive. If we
were to ask our ad respondents to write to or send their money to
The Research Writers & Publishers Association, or our advertising
costs would be prohibitive. Thus we shorten our name Researchers
or Money-Makers. The point here is to think relative to the
placement costs of your ad, and to shorten excessively long
names.

The same holds true when listing your post office box number.
Shorten it to just plain Box 40, or in the case of a rural
delivery, shorten it to just RR1

The important thing is to know the rules of profitable classified
ad writing, and to follow them. Hold your costs in line.

Now you know the basics...the rest is up to you.



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