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


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


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


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



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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