"FROM THE GROUND UP" BUSINESS AND EXTRA INCOME REPORTS

The following reports provide solid information (and motivation) for the just-starting-out entrepreneur who is looking for the way to earn extra income in a part-time venture. Each report runs 5000 to 7500 words in length and offers great "jumping off" point for your new career.

1. HOW TO PUBLISH YOUR OWN NEWSLETTER. Learn how to start and maintain a profitable newsletter with virtually no overhead and very little investment. We'll show you how to avoid the most common mistakes, how to find (and keep) subscribers, how to economically produce and print your newsletter for pennies each, and much more.. Opportunities for newsletters exist in every field you can image, and the profit potential is staggering. If you have a flair for the written word and a subject (or subjects) you are interested in, this may be your ticket to success!

2. HOW TO START AND OPERATE YOUR OWN PROFITABLE IMPORT/EXPORT BUSINESS AT HOME. If you enjoy foreign contacts, yearn for independence, have little investment money but what high returns, import-export could be just the thing. Manufacturers want and need to sell their products, and stores the world over are looking for imported goods to sell. You'll learn how to get free samples of any product from most manufacturers, sources for finding the names of potential overseas suppliers, where to get government regulations on import-export and how to use them to your advantage, and the best way to take advantage of the tax breaks (which are substantial) in importing. You can do it all, and you don't need any inventory, warehouses, or boats - your business can be operated out of your home at minimum expense to you.

3. HOW TO START AND OPERATE YOUR OWN PROFITABLE MAIL ORDER BUSINESS AT HOME. Mail order is one of the fastest growing segments in America business, and the potential has barely been touched! For a low start-up cost and with the right information,, you can begin your own homebased mail order enterprise and experience the "kick" you'll feel every time you open your mailbox to find cash orders. We'll help you with product selection, sales material preparation, and record keeping; you will learn how to grow your company from a kitchen table endeavor to a thriving, lucrative business with huge profit potential.

4. HOW TO MAKE A FORTUNE WITH CLASSIFIED ADS. A natural adjunct to the above report on mail order, this will show you how to capitalize on the terrific cost-effectiveness of using classified advertising to promote your business, product, or service. From selecting the best media to writing powerful and copy increasing your response rate, you'll learn the techniques for getting the most out of this inexpensive advertising arena. Many fortunes have been made from the expert use of classified ads; perhaps yours can be one of them!

5. HOW TO SELL INFORMATION BY MAIL. THere's no doubt about it- selling information by mail is one of the most profitable business operations in America today. "How to do it" and self-help books are very popular; mail order operations who specialize in selling bits of education are enjoying great success, yet they're only scratched the surface so far of this tremendous market! Demand is high, start-up and maintenance costs are low, and the savvy marketer can very quickly establish himself in a profitable niche.. You owe it to yourself to investigate this area of mailing selling!

6. HOW TO MAKE UP TO $750 NEXT WEEKEND. For some quick cash, nothing beats the advice offered in this report; you'll discover the facts you need to turn "stored potential" into real money. Here is practical advice for making money with new and used objects, plus insider's tips on the art of buying and selling, where to pick up free items (which you can sell at a huge profit), and much more! Rummage sales, swap meets, crafts fairs--learn the difference and which brings the most money. Anybody can do this!

7. HOW TO ACCOMPLISH ANYTHING YOU WANT IN LIFE. Offers the proven techniques of hundreds of successful individuals. What do you want from life: Money, Health Power, Success, Peace of Mind? This report will show you how to follow specific plans to attain your heart's desire. Control your own destiny--don't let it control you. Learn how to set your goals, and then achieve them.. Discover how to stop wasting time and do the right things to insure your success in whatever you wish.

HOW TO PUBLISH YOUR OWN NEWSLETTER

With the expansion and diversion of businesses, manufacturers, and even hobbyists into more and more specialized areas of endeavor, there is an increasing need for information. And newsletters are the high profit way to cash in on the market for specialized information.

You can write and produce your own newsletter from home with a low overhead and potential for high returns. Many newsletter subscriptions range from $25 to $100 per year, some much higher. Even a thousands subscribers will bring in huge earnings. There are no tried and true methods of making a newsletter successful, but if you investigate the market thoroughly, and are cautious in your moves, you can make a break-even profit turn into a sound income year after year.

You don't have to be a famous business consultant or an insider on the stock market to produce a newsletter. There are many that cater to all types of sports, crafts, health, housing or money making.

The most important aspect of creating a successful newsletter is the market. You need to research who will buy the subscription and how much they are willing to pay. But there are sound methods of testing the market so you can be sure to come out ahead and establish yourself in the field.
If you have a special interest that has a broad following, you might find that a newsletter will be readily accepted and flourish.

What interests or hobbies have you been involved with that can make a lively income for you? If you follow the steps and carefully consider your market, there is no reason why you can't get into the newsletter business too.. And you can MAKE IT WORK.

WHAT IS A NEWSLETTER?

A newsletter is a special timely report on a single subject. It is a personalized, concise statement from an expert or person thoroughly familiar with a specialized field. Newsletters are maintained solely by subscriptions; there is no advertising. Most are printed within low budget means, typewritten, from two to eight pages.

The specialized information is newsletters is current, and usually cannot be found elsewhere. They are a logical extension to trade journals and magazines.
Aimed at a select group, they often contain the inside information in the field, hot tips or news scoops that become old news in publications of the trade.
Newsletters are not distributed by newsstands, nor are they meant for the mass market. In fact, the average number of potential readers of newsletters in any one field is relatively small.

Because of their specific information,, newsletters can command a high subscriptions fee. Business can afford to spend money to offer executives top-rate information..

There are hundreds of newsletters now being published and distributed in the United States. But there is room for hundreds more. Because of the specialized market, there is often little competition among newsletters, and THERE IS A RISING TREND TOWARDS SUBSCRIBING.

WHY ARE NEWSLETTERS POPULAR?

With all the print media and visual communications in this country, you might think there is a saturated market. And that is true when it comes to general interest mass market publications. However, the need for specific information in specialized fields is constantly increasing. How can I beat the competition? How does the world news affect my industry? Will a union strike on the other side of the world raise our prices??

The focus of the newsletter is success. Success in business, success in hobbies, success in health and happiness. The information contained in the newsletters motivates readers to follow the advice. What are the best investments? Where are the trade shows? How can I get an edge on winning contests?

There is an endless need for specific knowledge in every field of endeavor. Since there is a high standard of competition within every aspect of our modern life, people search for ways to be in the know, and use that information effectively.

One of the reasons subscription prices can stay high is because people are paying for the knowledge and what might be gained by it. If a two hundred dollar newsletter saves a company thousands of dollars in excellent advice, then it is well worth the price.

WHAT IT TAKES

You can start a newsletter by yourself; you don't need a large staff. A desk at home, a typewriter and a telephone are all the basic tools you need to create a newsletter. Even when you get into computerized labels and mass mailings, you still will not need a large space.

You don't need to invest a lot of money to begin a simple newsletter. You may need to put a little out for advertising for subscribers or mailings to introduce your product. And you need to spend some money on getting the first newsletter printed. But, if your subscription list builds properly, you'll be able to earn back your initial investments quickly-with some left over.

WHAT TO WRITE ABOUT

The topic choose has got to be your major interest. You'll be living with it day and day out for years, so you need to be devoted to the subject. Usually, it's not hard. You probably already have a chosen field of endeavor, or have developed a keen interest in a special hobby or sport. Writing a newsletter is only one more way to demonstrate your interest.

Read any newsletter you can find. What do they talk about? How much do they cost? How long have they been in business? You might want to talk to the publishers of a few to find out how they started and what troubles they encountered. Consider paying them a consulting fee to help you get on your way.

Take a look at all the trade magazines of the topic you'd like to work with. Find out if there are any newsletters already existing in that field. But don't worry--there is usually room for more if you keep to another aspect of the business or endeavor.

Keep up with the current trends in health, money, sports, or social events and styles.. What's new with the young people? Or the elderly? There are many retired people actively pursuing hundreds of various interests. How can you tap into that market??

WHO WILL BUY?

The first place to test your newsletter is with associates and colleagues. And, you don't need their subscription, just their input. What do they think about your ideas? How much would they pay for a newsletter delivered to their office or home on the subjects that are vital to them?

The target you're aiming at is simply, anyone who will benefit from the information you have. Not only are people in a specific profession hungry for news,, but there are people in all sorts of related jobs and organizations seeking specialized knowledge.

Everyone is interested in making or saving money. Although you don't have to focus on investments--there are many such newsletters already--you can point out the benefits of your inside tips on how to find the easiest, or the least expensive, or direct-to-the-source methods of attaining materials for pursuits or sports.

Generally, you have a small audience target--about thirty to fifty thousand people. But even a small percentage of that target will make your newsletter profitable.

Extremely successful topics are new trends where people can't get enough information. Manufacturers, advertisers and entrepreneurs are all searching for the new to exploit. Depending on the subject you choose, tap into those potential subscribers.

WHAT TO CALL IT?

The title at the top of the newsletter is the most visual aspect of the publication. It reflects the content and it reflects you.

What title is best for your newsletter? If you are well-known in your field, you can use your own name. Or, think of a few titles that indicate the topic, or use a catch-phrase that sums up the endeavor. Two-word titles work well.

You might use an action title if you're going after sports, or a title that includes the word "money" if that's a main focus of your subject.

Make up a few titles of your own. How do they compare with the titles of other newsletters? Which rings true for your enterprise?

Check at the library to be sure your title is original and doesn't duplicate other publications currently on the market. The title is your trademark.

Although newsletters require very little graphic design, illustrations, or an art director on staff, you may want to consult a professional designer to help you with the prototype.

Since the title of the newsletter is so important, it would be worthwhile to have it designed.. You'll only need to pay a one-time fee, and you can use it forevermore.

The logo can be very simple. If you have a title that doesn't use your name, you might have a company name under or above the title in small print.. Although most publications don;t place the address under the title,, newsletters often do, so potential subscribers know where to write.

Another aspect of the title at the top of the publication is the date and the issue number. These should be considered in the original design. Since a newsletter has timely information,, the date of the issue should be easy to find.

The newsletter will be typewritten and photo offset, so an elaborate logo may look out of place. Start out with one color and keep it as homespun and fresh as the news you'll publish. Avoid fancy type styles or those that are hard to read. And don't go overboard with a clever or cute design. Something simple and clear is what you're after.

STYLE AND FORMAT

A low-budget newsletter is usually one column., typewritten copy, with ample but not wide margins. Anything with two or more columns should be typeset, which is an extra expense you don't need.

The most economical way of printing the newsletter is on one or two 11 x 17 inch pages, printed on both sides, and folded. This will give you a small booklet of four to eight pages, each the standard 8 1/2 x 11 inch size.

You might consider having it three-hole punched. It doesn't cost much to have this done at the printers, and it could be an added feature to encourage subscribers to save the valuable information..

Any graphics should be kept simple, but don't be afraid to use subheads to break up the copy.. A few words capitalized or in a larger or darker print help the reader identify the information, and make it easier to read.

Keep enough white space to encourage reading, but fill the pages to make the subscriber feel the newsletter fulfills its promises.

WHAT TO INCLUDE

Consider a copy format that is divided by types of information. For example, you can have a section labeled profiles, another on upcoming events. Perhaps you have a calendar of shows, conventions, or seminars that would concern readers.

There might be sections on various industry policies or unwritten rules.. Past events and history are always good fillers. And don't forget humor. Although your newsletter is serious, potent information, no field of endeavor is without its lighter side. Don't lock yourself into a format you can't always fulfill.

Rather, have these sections available for you to use as each issue is written.

And always include subscription information. Your own newsletter is the best way to sell more.

FINDING THE FACTS

Your first issues won't lack for information, because you already have pages of information to publish.. But after that, you'll need renewable sources of copy.

What's new in the industry? Your associates and colleagues are the prime source of undercurrents in the field you write about.. Renew and make new contacts, they'll be invaluable for getting information.

Are there any correspondents you can use in other parts of the country to give you fact? Perhaps you can work out a financial arrangement with an insider for important information you want to include.

Interviews are important ways to get vital information. If you can't contact the people in the high places, such as presidents or directories, their assistants can be just as valuable, if not more, in acquiring information.

New trends are found by talking to the workers, or the participants.. An employee might describe the wonders of a new machine; and athlete may praise some new equipment. And don't have to travel to see these people. A good phone voice can unlock many doors.

Don't overlook the obvious-public relations people have a lot of information to disperse. Creating a good rapport with a P.R. person can get you constant timely advice and specialized information..

Talk to people who have nothing to hide.. Secretaries often know more details than their bosses. And they usually aren't told to keep project secret. What they know can fill pages of newsletters.

Follow up on articles presented in the trade publications. You might be able to use some more in-depth aspects of the same topics they publish. Can you talk to the people they interview?

Perhaps you can critique some controversial subject and get someone to present an opposite opinion.

The newsletter is a personal forum. That means that you are welcome to give your personal comments and opinions on anything..

However, they can't be egotistical or narrow minded, or you'll lose subscribers.

Trade shows and conventions are your gold. Every person who displays or attends the show is interested in the subject.. You could virtually interview everyone and get a complete overview of the industry.

If you are working with a sports topic,, meets and events are the place you need to be.... Talk to people who arrange them and the broadcasters-they have a lot of background knowledge.. You might be able to feature events regularly in the newsletter.

Where are the people who subscribe to the newsletter? What events happen in their towns? If you are writing about industry, where are the main manufacturing plants? Have their local newspapers written about public opinions about those plants, such as pollution or high employment?

If you have a topic that requires a certain environment, how do the local towns cater to the enthusiasts, especially during a main event?

WRITING COPY

In this publication, you are the authority. Use strong, direct statements with an active voice. Although you are often offering opinion, the content should be factual.

Your readers are intelligent, and experts in the same field you are writing about. You'll need to back up statements with research. A rule of thumb is that three concurring sources make fact.

Although you don't need to be a polished writer your copy must be easy to read and understand, It should be exciting, filled with lots of bits of information.

The main thrust of the newsletter is enthusiasm,, Your subscribers are into the subject you are writing about.. Don't be afraid to let them know you love the topic as much as they do..

Go ahead--get excited...

If you have chosen a technical subject, you'll need to be an expert in the field. If you are not,have somebody you can call at any time to confirm fact. After all, your newsletter is geared toward the experts.. so you have to pull through.. You don't have to do all the writing yourself. You can employ free lancers who collect or write material for the newsletter. The financial arrangement is negotiable. But keep in mind that high quality skills and expert knowledge usually cost.

The success of the newsletter lies with the quality of information you have. Not quality of writing-the quality of information.. If a reader can review an entire copy and say, "i know that," you're not coming through with inside information or new trends.

Quality of information is the dozens of little tidbits of information, expert advice, and tips for success. That is the core of the newsletter, and should be the core of your own interests. That is why you have unique knowledge to offer, and why your newsletter will be successful.

What interests you? You are the best judge of lively topics, and are the best critic of the newsletter. If you subscribed to this publication, would this be what you'd expect? Are you delivering the full potential of the subject matter?

Above all, the information practical? Can a person reading the newsletter gain from having acquired that information? Although you are publishing the newsletter for a select group of people, you should direct it to each individual person.

The personal approach is the best attitude to take in both gathering information and in writing copy. Since the newsletter is an informal publication, the copy should read informally, as though you just heard the hot news and are writing it quickly for your best friend to profit by.

GETTING READY FOR PRINTING

Once you have all your copy finished, you need to have it typed. If you are an expert typist with an excellent typewriter, you're ahead of the game. But if not, spend the money necessary for the final copy to be letter perfect. Any errors will reflect on you-even typographical errors.

The first few newsletters you publish will require a lot of trail and error with copy and layout. You'll need to decide how many spaces to leave between the end of a paragraph and the beginning of a subhead, how many spaces to indent, and how big the margins will be.

Think about what is important to the format. Some newsletters use italics or underlined words to emphasize the importance. And some of these over-use these methods. Always let good taste dictate the layout and style of your publication.

When a whole line is taken up by a few words, or the last half of a hyphenated word, it is called a widow. These look sloppy in any type of publication, you may rewrite the paragraph to extend or shorten that sentence.

Be careful about carry-overs to the next page. It's very awkward to hyphenate at the bottom of a page, or have only one line at the top of the next, then space for a subhead. As you get more adept at preparing copy, you'll be able to write to fit. And that looks good.

The basic standard for a newsletter is clarity. Can you read the type? Are the ideas well presented and easy to under-stand? Do the subhead interest and moti-vate readers?

The final typed copy is exactly what will be printed. Since photo offset is the least expensive way to print multiple copies of typewritten material, the pages must be clean. Any second color should be indicated with an overlay. This is a sheet of tracing paper taped to the copy with printers instructions written on it and sections circled that need special attention.

For the first year of publication, you won't need to put in any photos-in fact, you may never use photos.. But give yourself a long enough time to get established before you go to more expensive elements.

PRINTING

The least expensive, and most practical, way to print your newsletter is at an instant printer's, using photo offset. These small local businesses can print, collate, fold, and stuff envelopes, all for a reasonable fee.

If you want to use two colors in the newsletter. first have your masthead and perhaps border designs printed in huge quantities. All the clack type can later be printed on those two-color pre-printed sheets.

Don't go to the expense of elaborate printing until your subscription volume is high and you advance into a different format. Almost any publication you read, (newspapers, books, magazines) are printed on large roll presses and require typesetting.

Typesetting is expensive, but it certainly gives a professional finish to publications. Consider, however, if you want your newsletter to be slick. It may detract from its personal approach, and subscribers may drop if it leans towards a magazine.

But, if your subscription list is large and the newsletter is successful, you can find excellent printers who will handle the whole job of typesetting, layout, printing-all the way to mailing.

HOW OFTEN TO PUBLISH

There are a lot of factors to consider when deciding upon a publication schedule. The main one is how fast can you produce a newsletter.

Work backwards, You want a subscriber to receive the newsletter on a certain date. It needs to be in the mail a few days before that. And before that, it will take the printer how many days to deliver the printed materials? How long will it take a typist to finish the copy, and for you to decide on the final layout?

How long will it take you to research and write material for your newsletter? This may be a deciding factor in the size of the publication. Perhaps you'd prefer to get a four page newsletter out every other week rather than an eight page newsletter out every month.

If your topic is filled with today's news, then you'll want to get that out to your subscribers as fast as possible. Other subjects can be done monthly, bimonthly, or even quarterly.. Be careful with infrequent mailings, however, because the subscribers may just forget about it. And what use is a small newsletter only a few times a year?

GETTING SUBSCRIBERS

Think about where the people who would want your newsletter are, and go find them.

Do you have access to mailing lists directly related to your subject matter? Maybe you already have a small business selling information, or have access to a customer list of people who buy similar information.

You can purchase mailing lists that have every demographic breakdown you can imagine. What is the profile of your potential subscribers? Think about those people, and write down their attributes. Write down the age group, sex, education level, income, where they live, perhaps the type of housing accommodation. A good list broker can work out the best lists to give you results.

A sure way to build up a potential subscriber mailing list is with a drawing at a trade show or convention. You can have cards printed up for people to fill in their names and addresses. All attendees would be interested in the subject matter of your newsletter.

You can take out display ads in the trade magazines that cater to the topic you are pursuing. Include the full details of your newsletter, or use a leader to get inquiries, and send the details later. Especially with the prices of newsletter, you may want to prepare and send out literature and samples rather than go for a low response.

Prepare a direct mail piece that describes the benefits and features of your newsletter and pushes for subscription.... You can offer a special free booklet to new subscribers, or a discount. You may include a sample copy in the direct mail piece to show how worthwhile the publication is.

Selling newsletters, like any other direct mail or publishing enterprise, takes a lot of testing. You need to test the initial response to the idea of the topic;; and the response to the first few newsletters produced.

Pricing is always a tricky of selling information. How high can you price your newsletter an still keep the number of subscribers to make it profitable? You'll find through testing that there's a plateau, and subscriptions will fall off when the price gets too high.

Frequency of publication is also important. Although you may be able to prepare and publish a weekly newsletter, your subscribers may not be able to keep up with the reading, and prefer a monthly subscription.

Any good mailing list should be used over and over. If you know you have alist of prime targets for your newsletter, don't stop with one mailing. Follow through with subsequent offers at certain intervals to catch those who couldn't decide the first time.

MAILING

You can use computer services in your town to have labels printed up, or, if you're only dealing in a small quantity, you can have mailing lists photo copied onto address labels.

After your first success, and after you've paid your initial investment and you've got enough money to expand, make things easy on yourself.. The most sophisticated, and the easiest method of mailing to subscribers is by computer.

Nowadays, computers are so commercially popular that they are within almost anybody's budget. And a computer that would store and print out names and addresses need not be expensive.

If the mail is pre-sorted by zip code, you can use a bulk rate for mailing and save money. If your newsletter can meet the specifications, you might even be able to get a special second class rate permit for educational material. Talk with postal workers to find out what you need to do comply with these special rates.

BOOKKEEPING

You can keep complete and accurate accounts of your newsletter business by yourself. It's basically broken down into two areas: how much you spend, and how much you make.. If you keep track of all your expenses, you'll have an easy time of it at tax time.

Open up a business checking account at your bank. Get to know the bank manager, if you don't already. Although you can start and maintain a newsletter within a low budget, be sure to figure your costs and risks before you invest too much money, and be sure of a back up to be able to fulfill all the subscriptions.

Maintaining your subscription lists is a task that needs diligence and a head for details. Since each subscriber starts at a different issue, you need to create and continue a method of keeping track of expiring subscriptions.

You'll want to write a standard appeal for renewal to be sent out in plenty of time for subscribers to renew. And you'll have to follow up for those who choose not to renew at the end of their present subscriptions.

The best advice is to get the best advice. Who can help you set up a subscription system? Maybe somebody local is expert at that.

Find out who handles subscriptions at a nearby publication, and talk to that person.

WHAT'S LEGAL

Although any business in the United States is subject to the Federal Trade Commission's regulations, a newsletter business is simple.

You don't need a license for this business. However, You should consult with your local Sales Tax office for acquiring a resale tax permit.

The content of the newsletter must be documented by facts if you get into any dispute.. If you don't border on libel, you should have no problem with any law suits for the content of your publication. However, consult your attorney if there are any problems with copyright, confidentially, or access to news.

If you write with integrity, independent of any payoffs by companies or individuals, you'll have no trouble with being on the wrong side of the law.

SUCCESS IS YOURS

Writing and publishing a newsletter is a challenging and exciting way to express yourself. And it will give you prestige and acknowledgement in the community.

You can start the business with virtually no overhead and a small amount of capital, and you can build up to making profits in the six-figure bracket.

A newsletter has a market, and the people who subscribe to it will pay high prices for the information you have. Tap into the market and reap those profits.

There's no news you can't find out about, and there's no industry or type of endeavor in this country today that doesn't have a large group of enthusiasts. How can you find out what they want to know? This is a place to use your resources and use your background.

The actual task of researching, writing, and having a newsletter published is easy. There is no secret or special tricks or skills you need besides a good nose for the best prices. What is important is coming up with an idea for a newsletter that will sell to a select group who has no specialized information presently available in that or in a similar form.

You've probably got your ideas already. Well, go ahead. Make up a sample newsletter and pass it around. Get a good response? A small sampling is only a good indication that the rest will like it too.

If you need specialized legal advice or assistances, the services of a pro-fessional person are recommended.

HOW TO START & OPERATE YOUR OWN PROFITABLE IMPORT/EXPORT BUSINESS AT HOME

What is a good way to build up a successful business from nothing

and have fun doing it? The import/export business may be your answer. Not only does it require little financial investment to start, but it offers the prestige of working with clients from all over the world.
You don't need previous experience in the field, but you should have a good head for organizing. Fulfilling a successful import/export business requires constant attention to little details.
Do you know some local manufacturers looking for ways to increase

their market for the goods they make? Or are you planning a trip abroad and want to make some contacts for setting up a business? If you have the ability to sell, and an air of diplomacy, the import/export business might be right for you. All you need is the desire and determination to make it work. As you progress in the business, many factors become obvious and easy to handle. For example, you'll need to find a person to handle shipments, called a freight forwarder. And you'll need to create solid contacts and strong relationships with reliable suppliers. But after a short time, you can be well on your way to

making a sizeable income, with a very low overhead. Do you like the idea of running your own business? How would you like a tax deductible trip to foreign places a couple times a year? The advantage of an import/export business are great. The biggest advantage is the money you'll make.. Once you get the

business underway,, the commission for setting up sales is very profitable. And after you establish and maintain a number of exclusive accounts, you'll find the time you spend is highly rewarded with money.
Take a look into the import/export business. Consider the risks, and consider the advantages. Talk to people in the business. Is it for you?

HOW IT WORKS

Of all the manufacturers in the United States, only a small percentage distribute goods outside of North America. The goods that do find foreign markets are exports. On the other hand, anything that is manufactured outside the country and brought in for sale is imported.
Although it seems obvious that all manufacturers would want a worldwide market, it is not easy for a company that is limited in

its scope and abilities. That's where you come in. An import/export agent is a matchmaker. Manufacturers of domestic

goods seek foreign distribution; foreign manufacturers want a United States market. You need to find them, make a solid connection, and establish a business relationship with these companies.
The agent's commission is generally about ten percent. Now, think

of ten percent of $500,000 or ten percent of a million. Although that may seem like a large order, it wouldn't be, if you're talking about machinery, raw materials, or computers. The market is unlimited and there are hundreds of manufacturers looking for foreign distribution. Sporting goods, clocks, electronic games, radios, housewares, garments, tools-anything can be readily imported or exported if there is a consumer demand

and if you can get the products.
The United States Government encourages exports. Indeed, it is those sales that keep our balance of payments with the vast amounts of goods are imported.. And you'll find government agencies helpful in establishing your business.

THE BASICS

You can start your import/export business at home with a telephone.. You'll need a file system, business cards, and a machine to answer the phone calls. Once you get going, you'll want a cable address or a telex hook-up. And you'll need a classy letterhead. Until you establish personal

contacts, it is your letterhead that represents you. Make it look

professional, possibly embossed or two-color, or gold leafed. Have it printed on light-weight paper for airmail correspondence,

but don't have airmail envelopes printed. You'll have a lot of domestic correspondence too.
More than office equipment,, you need the determination to make it work. It will be slow at first, and you'll need to plan your moves, make contacts and SELL YOURSELF. But once you make a few sales and sign several exclusive contracts worth money, you'll know your dedication was worthwhile.

MAKING CONTACTS

THe most important step in setting up your business is finding the contacts. You may have relatives in a foreign country;; you may have frequently visited and established business relationships in a country. Or, you might just have a feeling for

what will sell where. A person who keeps well-informed in the business world can pick up and ride the crest of worldwide trends.
Foreign consulates located in the United States have commercial attaches who want to establish outlets in the U.S., and they're a

good place to start.. Sometimes these consulates can help find indices of their own import/export enterprises. The Unites States embassies abroad are another place to find contacts for commercial distribution. They can help you find out about a company's solvency and reputation. Another way to establish contacts is through the Chambers of Commerce of every city you are aiming for. Start small-don't tackle the world.. Where do you want to sell American goods you might have in mind? Which countries have the merchandise you want to import? Find out about the countries, what they have to offer, what is generally in demand.

Then prepare a massive mail campaign
The easiest way to mail hundreds of letters is to use a typing service that has the equipment to produce the same letter with a different address each time.. It's worth the money it will cost; you'd go crazy typing so many identical letters. To every possible contact, write a letter introducing your company, requesting the names and address of appropriate firms to

contact. Ask to have the notice published in the monthly bulletin

or posted in an appropriate place.
From the names to get back, write another letter, again introducing yourself, and asking information about their company.

You can use a questionaire, which is easy to fill out and invites

a response.
What goods do they want to import? What products are now imported

and how are they distributed?? Does the company have a certain territory, does it have sales representatives, branches in other cities? What are the basic details of operation--history, assets and liabilities, plans for growth?
Request any information you need, to find out what they will buy and what they have to sell. If the company is a manufacturer, ask

for samples or a catalog, the facts and figures of current foreign distribution, and the product demand in their own country.

ANALYZE THE MARKET

Keep informed. Read everything you can find about world trade. Look at trade publications, international newspapers, news magazines, and financial reports. Who is selling what to whom? Although the market for American-made airplanes is sewn up, there

are thousands of medium to small sized manufacturers in every state of the union.
You can get goods to sell, buy you have to be sure to study where

they are in demand and can get the price to make exportation viable. Your questionaires will tell you what foreign importers want. Take it a step further and read the journals published by that country; many of them are available in English. Do these publication confirm the desire for certain products? The American market for imported products fluctuates with the value of the dollar in comparison to the value of each other country's currency. And, importation prices reflect that directly. Can American consumers afford to pay the price of certain imported goods? Or will they?
Finding the right market is as important as the actual particulars of making deals and selling goods.. What do you think

will sell? If you do some careful studies and think about the trends, you'll be able to come up with hundreds of products to import and export.
The import/export business is actually smaller than you might think.. There are only a few of these businesses; that's why there's plenty of room for more.

WHERE TO FIND HELP

Establish a good business relationship with a local bank that handles international business.. Your personal banker will follow

through on the actual foreign transactions, and will help you keep your credit afloat, In fact, this is one of the best factors

about an import/export business. Aside from office suppliers and correspondence, or possible business trips, you need a no personal cash outlay. All you need is a good credit and good reputation.
Your banker is your credit manager and will give you valuable advice and references when you deal with both American and foreign manufacturers
and distributors.
The United States Government agencies are great places to find help... These agencies promote the import/export business, and publish many small booklets and pamphlets. They also distribute continually updated reports on foreign markets, commerce and financing.
Read these source of information and find out the particulars of exports, global surveys and ocean freight guidelines. Become familiar with the market share reports, current laws and regulations, and government promotional facilities.

MAKING CONNECTIONS

As you continue your correspondence with foreign companies, build

up a good rapport with their representative.. Pin down a few companies- perhaps in the same country or similar territory--to their exact needs. What are the two or three products most in demand?
Consider their methods of distribution. You may be able to work directly with a wholesaler of an overseas importing company. Your

commission will be lower, but you won't need to handle as many particulars , and they will take care of distribution.

Or, you may need to supply catalogs and samples, working with a network of small companies or sales representatives from a larger

conglomerate.
The highest fees that you can collect are for raw materials taken

from the source and delivered directly to a manufacturer. But you

must be certain of a guaranteed quantity and the continued ability to deliver.
If you are importing goods, you'll need to find U.S. distributors

that can handle the quantity of goods at a high enough price for you to profit by. A single retail outlet or two is not enough to make your time worthwhile. Look into how buyers work and make contacts in the larger retail chains if you have retail merchandise.

GETTING THE GOODS

There are hundreds of American manufacturers with limited distribution looking for an overseas market. Exporting their goods is the place to start your business. You have many selling qualities for convincing the manufacturers to engage you as the sole export agent. You have foreign contacts

and know the demand for specific goods.. You will handle the sale,, the paperwork, the money, all shipping, customs, and foreign distribution.
The manufacturers in return provide firm price quotations, and you put your fees on top of that; you cost the manufacturer nothing.
The manufacturer have everything to gain--an increase in sales, a

broader market, and more profit. And you have everything to gain--establishing your business, and a commission on the cost of

the goods. That is the basis of firm business connections and a mutually profitable arrangement.
Contact local manufacturers first and then move into larger territories. You can make these contacts by phone, in person,, or

by personal introduction from contacts you may already have.. Or,

you can advertise in business publications and newspapers. Before yo do get into a legal agreement, be sure to check the reputation of the company. How long has it been in business? Where are the products distributed domestically? What is the solvency and reliability of the company and its goods? When you make your sale, you'll want to be able to deliver.

MAKING AN AGREEMENT

ONce you have agreed to represent the manufacturer as the export agent, you need to have a written and signed contract to bind this agreement. Your attorney should be the one to draw up this contract; later you can just use the same one, substituting names

of other manufacturers.
Basically, the contract is between the manufacturer and you as the export representative. You are granted exclusive rights to distribute goods to all countries except those they already distribute in. The manufacturer will pay you the specific commission quoted to the distribution on top of the price of goods. The company will also provide catalogs and samples for your use in distribution.
You, the export representative, in turn will promise to do everything possible to make contacts and distribute manufacturer's goods in foreign territories.. The terms of the contract should then be stated: how many years the contract will be signed for, the terms of cancellation by either party voluntarily or because of no sales action over a certain period of time.

THE SALE

You've made your contacts with foreign distributors who will buy the merchandise. You have a signed contract with an American manufacturer that will deliver the goods.. Perhaps one of the distributors now asks for a firm quotations on the price of a certain amount of goods.
You go to the manufacturer and get a price quotation on the quantity of goods. It should be valid for a certain stated period... The manufacturer may agree to deliver the goods to the ship,, handling the freight to that point, or you may need to make arrangements from the factory.
You ass on the commission you want to the price of the goods. Then you add on all the extra costs of getting the merchandise from the factory to the warehouse of the distributor. If you've made an agreement with a foreign import/export company,

their representatives may take over the shipping, paying you the price of the goods and your commission. That;s the easiest, but your commission will have to be reasonably lower. If your sale is to a company that will distribute the goods wholesale or retail from its premises, you have to arrange all the transportation.

TERMS OF SHIPPING

You will become more familiar with the terms of shipping used in quoting prices and delivering goods as you gain experience. Your responsibilities vary with the terms of the agreements and orders. Check with your freight forwarder to be clear about your responsibilities.
A bill of lading is a receipt for goods shipped. It is signed by the agent of a ship or common carrier and assures the buyer that the goods were unloaded in the same condition as they were accepted. These are the documents you'll need to produce for your

banker to release the letter of credit. FOB means free on board. The seller delivers the goods to a certain destination with no additional charges. The seller insures and takes the responsibility until that point. The buyer takes the responsibility and pays the charges after that. For example, FOB New York means the seller's price quotation includes

full responsibility and shipping to New York. FAS means free alongside. The seller delivers the goods to the ship that will carry the merchandise. The buyer pays to load onto

the ship and takes responsibility from there. FAS New York, for example, means that the seller will deliver and store the goods until they are ready for loading onto the ship. C & F means cost and freight. The seller pays the freight charges. The buyer insures the merchandise and takes full responsibility after the destination.
CIF means cost, insurance, freight. The seller is responsible for

the value and condition of the goods, and pays both insurance and

freight charges to a certain point.. The buyer is responsible from there.

THE FREIGHT FORWARDER

A freight forwarder is a person who takes care of the important steps of shipping the merchandise. This person quotes shipping rates, provides routing information, and books cargo space. Freight forwarders prepare documentation, contract shipping insurance, route cargo with the lowest customs charges, and arrange storage. They are valuable to you as an import/export agent, and they are important in handling the steps from factory to final destination.
They can be found by looking in the yellow pages or by personal referrals. Find someone who can do a good job for you. You'll need someone you can work with, since this may become a long term

business relationship.
You'll need the help of a freight forwarder when you make up the total price quotation to the distributor. Not only do you include the manufacturer's price and your commission-usually added together, but you need to include dock and cartage fees, the forwarders fees, ocean freight costs, marine insurance, duty charges, and any consular invoice fees, packing charges, or other

hidden costs.

Be especially careful when you prepare this quotation It certainly isn't professional to come back to the distributor with

a higher quote including fees you forgot... You might go over the

price quotation with your freight forwarder to be sure nothing is

overlooked.
Usually the quotation is itemized into three main categories of cost of goods, which includes your commission, freight charges from destination to destination, and insurance fees. Give a date the quotation is valid to, which should be the same as the date given on your quotes. You may also include information about the products, including any new sales literature.
A formal letter that accompanies the price quotation should push for the sale. You can inform the distributor of the shipping date

as soon as the order is received and confirmed by a letter of credit. Send the letter and price quotation by registered mail to

be certain of its delivery.

THE LETTER OF CREDIT

A letter of credit eliminates financial risks for you, the manufacturer, and the distributor. When your distributor confirms

the order, a letter of credit is drawn from that company's bank to a branch in the United States or to your bank. This letter of credit confirms that funds are available from the distributor to cover the same costs you quoted. An irrevocable letter of credit assures you the order will not be cancelled at any time... When that letter of credit is likewise confirmed by your bank to deliver the goods, the distributor is assured of delivery. Once the letter of credit is confirmed, so you don't have to worry about the fluctuation in currency. Basically, the bank holds the money until all shipping documents are presented. The letter of credit states the terms and conditions to make it legal and negotiable into money, usually holding for proof of shipment of the goods. Your freight forwarder helps you attain all those documents. When you hand them to the banker, the letter of credit is turned into liquid assets for you to pay the manufacturer and all other invoices from the transaction.
Never work on promises. Not only do you take a gigantic risk, but

you create bad risks for everyone you are involved with. A letter

of credit is the only sure way to transfer these payments.

DELIVERING THE GOODS

There are many combinations of people and methods you can use to deliver the goods that were ordered. When you produced a price quotation for the goods, you had to go through all the steps the merchandise will follow. Now, before you proceed, check again. Do you have a confirmed order signed by the authorized representatives of the distributing company?? Has your banker approved the letter of credit from the company? Compare the amount of the letter of credit to the amount quoted for the goods. Be sure they match exactly. Or, if the distributor

chose a certain quantity of several offers, check the prices again and confirm the quantity.
Confirm the quotation and sale with the manufacturer, and do the same with the freight forwarder and any marine insurance agents you are working with. Then follow through. I order to assure the quality of merchandise, some manufacturers prefer to handle freight to the loading docks,, which makes it easier for you. If you handle overland shipping, follow through to be sure the merchandise is picked up and arrives safely at its

destination.
Be informed of the date the goods are loaded onto the ship. The factory should have them freighted in time to avoid costly dock storage charges.
Since all conditions of the sale must be met to comply with the terms of the letter of credit, you need all the signed documents.

Have your freight forwarder or other contacts get authorized bills of lading for the merchandise each step of the way--from destination to destination..
Once you have all the signed documents, present them to your banker. If all the terms are met, the funds will be released. Since your commission is part of the quoted price of the merchandise, you'll usually collect your fees from the manufacturer.
When it is totally complete, you collect your money--and make a sizeable profit for simply making connections. Consider the commissions when you have dozens of orders coming and going.

IMPORTING

Take a look at the household items and equipment you have in your

home. Made in West Germany, made in Japan, made in Korea. You may

have clothing from India, shoes from Brazil,,, a leather wallet from Italy.. Your car may be an import; your stereo equipment may

be manufacturer elsewhere. There are hundreds and hundreds of items manufactured all over the world, now being used by the American consumer.
The market is huge. And there are many American firms looking for

foreign made merchandise to distribute. Some items are less expensive;some are better made; some are imported because they are made in a country now fashionable with the designers. What can you tap into? Maybe you have contacts in the Unites States, distributors looking for certain goods. And you've already made contacts in the foreign countries that produce these

goods.. Follow through and get yourself an exclusive distribution

agreement with those manufacturers.
Importing requires the same diligence and follow up as exporting does. You'll need a signed contract with the manufacturer to be a

sole agent
distributor to North America, or even the world. You'll also need to obtain firm price quotes from the manufacturer in the quantities your distributor requests. These quotes should be converted into the appropriate dollar figures representing the currency exchange.
Investigate the reputation of the manufacturer and the reliability of the goods. If you import something like electronic

components, check into other distribution market the manufacturer

has to assure the quality of merchandise. Your commission will come through from the foreign manufacturer. Have your bank investigate the solvency of that company and the reputation of living up to agreements. Since it's on foreign territory you'd have more trouble in any legal suits, even in light of many international laws.
Prepare the price quotation. It is easiest if you request terms of delivery to the port of that country. Your freight forwarder can help you move the merchandise from port, overseas, and through domestic customs.
Follow through with all the details of shipment. Be sure to include any insurance, dock fees, storage rates, and shipping overland. Overlook nothing so your price quotation to the American distributor is accurate,
Itemize the quotation and give it to the American distributor.. Upon receipt of an authorized order, double check prices and follow through on delivery.
The letter of credit will go from the American distributor to the

bank of the manufacturer. All terms and agreements regarding prices, freight and insurance will be defined. The manufacturer's

representative will confirm receipt of the letter of credit, which will release the goods for shipment. Have your freight forwarder follow up on the shipment of goods. They may have to be freighted from the factory to the docks.. Arrangements for shipping need to be carried out.. Customs duties

and unloading need to be followed through from the American port.

Then the goods may need to be freighted overland to the final destination...
As soon as the goods have arrived at the proper assigned destination, papers have to be documented and presented to the bank that holds the letter of credit. Then, all carriers and agents need to be paid, and you collect your commission.

PROMOTION

After you have completed a few sales transactions to establish yourself, you'll need to promote your import/export business to get more clients. The first transactions give you the experience to learn the ropes of the business, and to establish contacts and

agents both here and abroad.
Join organizations of commerce and foreign trade associations to develop more contracts and extend your territory. Talk to everybody you contact about importing and exporting, learning from their mistakes and successes.
Advertise in the print media for distributors and for goods. Manufacturers don't know how to make the contacts for foreign distributions. Show them your credentials and pick them up on exclusive contracts. With a little experience, you can market almost anything anywhere.

EXPANDING THE BUSINESS

THe profit of the import/export business is in the quantity of the goods traded. The higher the cost of the merchandise, the higher the profit from your percentage. Since you need to go through all the steps for each transaction, having more sales on a continual basis simply adds to profit. Send constant mailings to your original list of contacts and follow-up leads. You might develop a sales approach. As you develop more clients, you can convince the bigger companies of your reputation.
Contact as many manufacturers and distributors as you can on both

side of the ocean. And solidify these contacts. You may be able to work out an arrangement with someone to work in certain country for a commission. Or, you might want to take a business trip there to personally meet with the various companies. get in-depth information on the products now selling.. Why are certain products successful?? Maybe you can get into the same market with more competitive product. Investigate ways to sell more.. Do the products need to be better made? Do they sell better at a reduced price? Know what sells and where to get it.

MAKING IT WORK

The import/export is a high profit enterprise. Because of the low

overhead, most of the money you make on commission is yours.. But

building a truly profitable business requires dedication and a good knowledge of the business.
You need numerous contacts who know you, respect you,, and can recommend your work. You need to have good agents both here and abroad to help follow through on the delivery of the goods... You

need a good working relationship with your own bank and possibly the others that letters of credit come into as branch transfers from foreign offices.
Don't be hasty for orders. Investigate the manufacturers and distributors to be sure the products and sales methods are reputable.. Check out the particulars of shipping and manufacturers from the foreign country. Each culture works in a specific manner... Get to know how to work with those people.. The import/export business is not for everyone.. But it is a personal operation that you can run yourself-- you don't have to answer to anybody. The rewards of negotiating in a foreign country are excitement, a touch of the exotic and the great profit potentials.
When you make the proper contacts and follow through completely with reputable manufacturers, reliable shipping companies, and responsible distributors, you have it made. If you are ready to put in the time, sell yourself. Start making inquiries and contacts. Try it on for size.. Does it feel good? Then MAKE IT SUCCEED,
If you need specialized LEGAL advice or assistance on this subject, the services of a professional person are recommended.

HOW TO START & OPERATE YOUR OWN PROFITABLE MAIL ORDER BUSINESS AT

HOME

How much money do you want to make? Do you need a steady second income? Do you want to have your own business, be your own boss, and make your own decisions?

Are you ready to make a commitment to be successful--both financially and personally? The mail order business is the way to

succeed in always.
Whether you're prepared to commit a small amount of time or all your time... Whether you want satisfaction of position, financial

security--even social respect.. Then mail order business is for you.

Today there are hundreds of opportunities to get into the profitable mail order business. And, you don't have to be creative or clever,, or have invented something new. You only need the desire and determination to achieve your goals.

What do you want from life? Are you tired of struggling to make ends meet? Maybe you're fed-up with commuting to work and living under a time clock. If you like independence, can make simple decisions easily and are prepared to devote energy to your project, YOU WILL SUCCEED.

The mail order business is not get-rich-quick scheme. It won't make you a millionaire overnight.. But it can build into a steady, profitable business at home--as big or as small as you want it to be.

Some of the mail order companies that gross millions of dollars a

year got started in small ways.. Not only the well-known distributors such as Sears or Montgomery Wards, but dozens of smaller catalog houses and monthly mail order clubs began slowly,

testing ads, testing prices, acquiring customers that buy again and again as each year passes.

Think big and think with confidence. The only way to truly make a

mail order business work is to MAKE IT WORK FOR YOU. This is a low-risk low-investment business that can make you HIGH PROFITS.

ACTING ON OPPORTUNITY

It is a proven fact that dozens of small and large companies make

great profits from the mail order business. And, although there are some who profit illegally--and get caught--the federal government promotes mail order enterprises..

Think about what you receive in the mail. Almost every day you get flyers and brochures from all sorts of companies selling magazines, books, clothing, household items---- even vacation packages. Some of them you may toss away without even looking at;

some of them you may read and some of them you may buy from, especially if you know the company and bought before.

An honest mail order business is something to fell proud about. Just as valid as opening a storefront, this business needs so little investment that, with perseverance, you almost can't help but win..

As in any other money-making enterprise, from working for someone

else to owning and operating your own company, the mail order business requires energy... But it doesn't take away enthusiasm or confidence, As a matter of fact, the more positive thought you

put in,, the more rewards can be reaped.

Decide on how much you want to earn, how much energy you can devote to this business, and what you want out of it. You can operate a successful mail order business in your spare time with a very low financial investment, but it's up to you to make it work.

WHAT DO YOU NEED?

You can run a small mail order business out of your home from the

kitchen table.. All you really need is a mailing address, a few dollars for a classified ad, and a PRODUCT THAT SELLS.

If you're just starting in this business, you don't need to invest in elaborate equipment or expensive manufacturing. In fact, you may find several products to sell that require minimum

investment and bring in a maximum profit.

Once you get going, you'll need the usual stationery suppliers such as a stapler, cellophane tape,, mailing envelopes, address labels, and file folders. You may invest in a file cabinet and a desk. And, you'll need to use a typewriter or have somebody do all the typing for you.

Eventually you may need a postal meter, good quality postal scales, and storage for the products you sell. But even when you establish a high profit business, you can still operate it from home with limited resources.

HOW TO FIND WHAT SELLS
The basic secret to success in the mail order business is to follow the leader. Especially when you're beginning, why should you spend the money and time to test products, prices, and places

to advertise?

Start at your newsstand or library. Study every copy of each magazine that advertises mail order products. Take a good look at

the classifieds section. Then write dozens of these offers---especially any offer for something free. Take a look at the sales literature you get back. You may even purchase a few products to see what is sold for the money asked.

See the patterns?

If you review past issues of these magazines in the library, you'll notice the ads that repeat month after month. Advertisers who continue to place ads have PRODUCTS THAT SELL. What are these

products? Which are these products? Which ones would you like to promote?

Consider the trends in the various magazines. You may notice several similar ads for the same products listed one after another.. THEY ALL SELL. And that is where you should begin.

WHAT TO SELL

What products grab you? Which ones would you like to sell --as a

one-shot, and later as a product line. Maybe you already have a sound interest in specific products that are solid mail order products, such as stamps and coins, jewelry or books.

Plans and kits are great to sell to decorating and handicraft publications. You may already make something at home that you can

easily write into instructions and manufacture into an inexpensive kit for do-it-yourselfers.

Mail order is an excellent way to distribute stock from a retail enterprises. If you have a store or manufacturing plant,, you don't need to invest in stock. A simple brochure or catalog to follow up inquiries is a profitable way to build business.

Specialized information is one of the most profitable products in

the mail order business. Whether you sell pre-recorded cassettes or small folios or booklets, you can keep overhead down and profits high. Mass producing specialized information can be surprisingly inexpensive--and there's a high demand. If you want to develop a product line, carefully research what already sells by mail order ads. Don't take the chance to be innovative.. Others have tried before you. Take the tried and true path and sell a competitive product at competitive prices in

the same publications as everyone else.

There are a few rules to follow when choosing what to sell. First

the profit margin. Don't work with anything that won't bear a high mark-up per item. Calculating the advertising costs, products costs and mailing, you have to make a good profit for each order,

Consider the weight of the product and the mail-ability. Can you place it in a manilla envelope and mail it? Padded mailers or small boxes are also easy to mail/ Think twice about large or heavy items that are expensive to send.

Is the product a regular in the publication? Do the other mail order businesses carry this product? And does it sell profitably?

Get some samples from competitors, then contact the manufacturers

and find out about the profit margin.

Don't try to distribute novelties, gadgets or low cost items through mail order. The catalog houses and other larger mail order enterprises have that market covered,

Can the product be sold in retail stores, and is it? Unless the product is special, it won't maintain a high mail order trade if it is readily available at the local stores.

Do outside salespeople sell the product? Even if they are not sold in retail stores, steer away from items that are solicited for by telephone or personal sales calls.. Also avoid any items that are distributed by persons from the manufacturing plants to small retail outlets.

Your product must be easy to advertise. In order to get inquiries

through classifieds or display ads,, you must be able to describe

the product effectively with a few words.. New inventions rarely sell well by mail order.

Finally, consider the potential of the product. If you begin with

monogrammed bags,,, do you want to continue with an entire line of luggage, bags and cases? Where can you go after you have success with your first product? If you are producing and distributing information, what is the potential for more products

in the same subject matter?

A basic element of the mail order business is building repeat business. If you keep within a similar line of products, you can sell to the same customers time and again.

Eventually you'll distributed many similar products through mail order. You may find one products through mail order. You may find

one product to be a seller year after year. And you may be content with that. Or, you may substitute your stock to improve the potential sales and actual profit.

Think carefully about what type of product line you want to get into. You'll be living with it for a while, and you must have enthusiasm. Because it is through your product that your desires will be fulfilled and from which YOU WILL MAKE MONEY.

DON'T CHEAT

You don't need a special permit or license to sell products by mail order. In some states, you will need a special tax identification number and will be required to collect sales taxes.

The mail order business is changing. There was a time when some of the advertisements were come-on for other products, fell short

of their promises, or were just plain frauds.

The federal government and the postal authorities are especially strict with mail order businesses today. Primarily because irate buyers have no other recourse, but also to clean up the industry,

any enterprises even slightly suspect is investigated.

If you are serious about operating a mail order business for a long time, don't fall short of the law. The authorities can shut down an operation immediately, and fraudulence is prosecuted.

It is against the law to operate a lottery or chain letter scheme

by mail. Both the advertisements and the sales literature for imported products must say that the product was imported.

And, you must ship within thirty days to receiving an order or offer a refund.. You then have an additional thirty day grace period, but then you must refund the customer's money or ship the

product.

Aside from the fundamental laws, the authorities will judge on willful misrepresentation. Almost all advertising points out benefits rather than drawbacks, but your product, but your product must reasonably do what is advertised, or be the quality it is purported to be.

Naturally there are shades of gray in all these areas, but if your product lives up to the ads and sales literature, and you do

not gyp the customers in any manner, you'll never have trouble.

YOUR PRODUCT

What's the least expensive way to produce your product and fulfill orders to make a high profit? If you are selling information, first test the market potential with photocopies of the report or booklet. Or,, you may be able to revive an out of print publication.

If you want to distribute a product, contact several manufacturers that can make the merchandise and get competitive price quotations.. Investigate ways to make the product with less

expensive materials without losing quality. And check on the reputation of the firm. Is their merchandise known for quality? How soon can they deliver the goods once you have ordered?

For the first few months of testing, you may have to pay higher prices for the products in small quantities. Don't invest in large quantities until you are sure there is a demand.

You might try to sell a few handmade items first. Keep an adequate stock to fulfill orders, and consider mass production once the orders show the demand.

Or, you can work on consignment with somebody's product that is perhaps sold elsewhere. You try the product and make sales. You get a percentage and the other people get a percentage.. Then you

work out a viable business relationship.

WHAT PRICE?

When you investigate the products you want to sell, consider the price you can get for them. Is there an adequate profit margin? How many times might a customer purchase your line of products in

a one-year period? Your profit line is the guide for deciding not

only what price your product at, but also the manufacturing costs

and the feasibility of the product itself.

The only way to know how to price the product is to test the highest prices the market will hold.. To test prices, you send sales literature with two prices. The results of the sales will tell you which is best. For example, if you get twice as many orders of a product at a lesser price, it will be a high profit over a long run to keep it at the smaller price.. However, if there is no big difference in the number of orders received, go for the higher price.

Consider the potential of your product and the product line. You'll want to expand into similar products and you'll want to make a tidy profit from the time you invest.

WHERE TO ADVERTISE

Advertise where the competition is. If there is another classified with the same or similar product, place you ad in the same publication. Just as you followed the leaders in the choice and pricing of your product, follow the leaders in advertising.

Even though some publications cost more to place ads than others,

don't try to save money in less expensive places to advertise. Inn a long run, your ad will pull the best responses where it's been tested and proven before.

Don't be tempted to place an ad in a magazine that does not have products similar to yours--even if you have a hunch or think it may bring in stay requests. For a beginner, follow the professionals and list where they do.

There are two types of advertising for publications. Classified ads. Which are run together in a section at the back of the publication are only for words, and usually are reasonably inexpensive to place.

Display ads, or space ads, are the advertisements that run throughout the publication. They are best use if you need to show

a drawing of your product.. Although they are more expensive than

classifieds,, your product response may do better with the extra investment.

PLACING CLASSIFIED ADS

Classified ads are the bread and butter winners for the mail order business. Your dollar investment per word in a classified will pull many dollars in responses.

The best way to use classifieds is with a two-part approach. First you place a small ad that describes your product or service. You give a full address and information, but mention free details, or free information. Don't ask for money or give a price.

From the inquiries in response to the ad, send out a direct mail piece describing your product more fully--giving a full sales pitch and a coupon. It is this sales pitch that is most effective

in generating orders.

Writing classified ads is easy. But again, do what the others do.

REad the classified ads.

First there is a lead-in,, or headline -- a word or two that grabs the reader's attention.. This followed by a promise--some benefit the product offers. Then comes the description of the product itself. Finally offer a guarantee and push for action...

Place the classified ad in the publications you choose under the categories that seem most effective for your product. Give it at least three months to test it.. Then watch those inquiries turn into orders, and the orders turn into money.

RUNNING DISPLAY ADS

If your product will sell better with a visual representation such as a line drawing or photograph, then you'll do best with a display ad.

Display ads come in all sizes--from one inch to a full two-page spread. And choosing the size to run your ad will be a matter of testing the responses.

You should use a space large enough to include a coupon.. It has been proven that people respond faster if there is a space to fill out their name and address and place the order. Whether it is convenience or the simple indication of the type of information to include, mail order businesses find that three-fourths of the orders from display ads will respond with the coupon.

As with a classified, use a catchy heading with the display ad to

grab the reader's attention. Along with the illustration and coupon, describe the product and point out some of the benefits of owning it.. And be sure to mention a guarantee.

The rule of thumb for deciding how big to make the display ads is

to test the responses. Increase the size of the ad until it costs

more than the profit it brings in.. Some products don't sell any better with a larger ad; others do.

OFFER A REFUND

An important element in all advertising, and especially in mail order, is to offer a refund if the customer is not satisfied. The

reason is simple. More people will respond to an ad that backs up

its claims with a guarantee.

If a buyer can return the product for a refund, then the order is

a low risk. Since your product will fulfill the promises in the ad, you will have a low refund rate. For those returns you do have, fulfill the requests promptly. Just because that specific product was returned does not mean you lost a potential customer.

USE AN ADDRESS CODE

Whenever you place an advertisement, whether classified or display, you need to code the address so you know which ad the inquiry came from.

This coding system is called keying the address. Take a look at the classified ads you've been studying. See those codes? Department WD-5, Division 9A; Drawer 4B. These are all address keys to use in recording and tabulating responses. They are most important in testing the pull of your ads.

You can use any combination of letters and numbers to code the address. Most businesses use the words department, suite number, room number, division or drawer. A simple key is the initials of the name of the publication and the number indicating the month of issue. But you can use any code that's easy to keep track of.

DIRECT MAIL

Once you receive inquiries from classifieds ads,, and start fulfilling orders from display ads, follow through with direct mail pieces that sparkle with inviting offers. The purpose of the

two-step approach in classifieds is to get lists of potential buyers to sell to. Just as a salesperson gives a pitch with the product, you should also sell your offer with effective sales literature.

Most maill pieces consist of sales letter, a brochure or circular, and a reply card or coupon to cut out of the circular.

Many people will respond directly to the product alone and order regardless of the sales literature. But for those thousands of others who want to know more about what they're buying, you have to make the difference between throwing it away and sending in the coupon and a check.

The sales letter should be personal and direct. Talk to the potential buyer honestly, telling that person the virtues and benefits of the product. Point out the features and uses. And underscore the appeal for action.

Testimonials are effective ways of selling, especially if you need to convince the potential buyer of the actual results of the

product. But be sure these can be backed up by real people who can make these claims.

Writing effective ways of selling, especially if you need to convince the potential buyer of the actual results of the product. But be sure these can be backed up by real people who can make these claims.

Start small. Use colored paper to print up several hundred one-piece circulars that describe your product and include a coupon.. You don't have to create an elaborate four-color photograph of the product; simply describe and illustrate the benefits and features of the offer.

Whether you use a one-piece circular, a full color brochure, or a

forty-page catalog, INCLUDE AN ORDER COUPON. The coupon is the most important piece in the direct mail literature. It makes it easy to place an order. In a few simple words, the buyer knows what the product is, understands that it is refundable, and expects to receive what is advertised.

Direct mail pieces are the best way to follow up on your customer

lists. Any inquiry you receive is a potential buyer regardless of

any orders made. If your first mailing didn't prove a response, follow up with subsequent mailings.

You'll have to test to see how often these follow ups are effective. Some mail order enterprises mail offers several times a year; others only yearly catalogs.

TESTING RESULTS

How do you know which ads pulled best? Which magazines gives you the best dollar-for-dollar response? What price is the most profitable to sell the product at? Which sales pitch works best?

Keep a complete record of all the inquiries and orders, and make comparisons to determine the best roads to take.

Testing is the hidden feature in mail order that determines success.. And testing doesn't need to be costly or draining to your profits. The best attitude towards testing is as a game.. Draw the limits of your risks and make different turns in the road when it isn't profitable.. If you consider testing for mail order like a maze, you'll be the one to find the success.

One of the best features of the mail order business is that it doesn't require a large financial investment. So, each step of the way that you test, going ahead with high responses and discarding low responses, you have little to lose and EVERYTHING TO GAIN.

One of the elements you need to test is the pull of the magazine ad. Compare each publication with the next. Which ones are the most profitable? Of course you'll need to test the price.. How high a price can you ask for a product without getting a tremendous drop-off in orders?

If you are using display ads, you may be testing for which size pulls the best response for the money you invested.

Another element that is tested is the ad copy--especially the headings. You may want to test a few different headlines to see which is the most effective.

The obvious thing that is tested is the product itself. The most clever ad at the most appealing price will do nothing if the product won't sell. And if your product is not successful, drop it and try something else. It's not worthwhile to put in so much effort for something that will never make it.

KEEPING RECORDS

The way to determine test results with a record sheet.. Use a separate sheet for each address key you used. At the top of the paper. include the vital information such as the publication the ad was placed in;; what type and size of ad was used; how much the ad cost; which ad copy was used; the name of the product; the

price of the product.

Separate the tabulations into two main categories: inquiries and orders. If you use a display ad, you should have fewer inquiries than directly from a classified, but you need to keep track of all responses.

Along the left-hand column, vertically, write numbers consecutively. These will correspond directly to the days you received responses, starting with the first day you received an inquiry or order.

The inquiries section should be divided into three columns of date received, number received and a running total to keep track of how many to date.

The orders section should be divided into date received, daily number of orders, total number of orders;daily number of sales; and total cash sales.. The totals will give you an up-too-date indication of how well your ad is doing.

Your record sheets will give you enough information to decide if you advertising investments are paying off. To figure profit, merely subtract the cost of the products and the ad from the total cash sales. How does this compare with your cash investment? How well does this ad work?

By comparing the number of inquiries to the number of orders, you

can find out how effective your sales package is.. What percentage of people order from the sales literature? How can you

increase it?

FULFILLING

Sending out the orders is the fun part. Depending on the type of product you have, you may pre-package a quantity to keep on hand.

As you receive mail,,, record the inquiries and orders immediately. An easy way to do this is to sort the mail by address keys and pile it with your record sheet. As you open the mail,,, you might staple the orders with the envelopes so you know where the response came from.

Many mail order businesses have their own small computer services

for labeling.. Now that home computers are getting less expensive, it may be a good investment once you have a sizeable number of incoming mail pieces.

You can type the labels out with carbon copies to be made for future follow-up mailings. Or you can photocopy sheets of labels if you have that many each day.

If your customer doesn't include a zip code, be sure to look it up and send your package back with an accurate and compete address.

different mail order companies have different methods of filing customers. You can create separate lists of known buyers; lists of people who respond to specific ads in certain publications; lists of people who ordered specific items from display ads.

Or you can keep 3 x 5 card system that includes all the pertinent

information for follow up.

EXPANDING

You have a good product; you've placed a successful ad; you are making a nice profit. Now what? don't be too eager to expand the business into untried areas or products. The only way to build your mail order business is slowly, with thought and careful testing.

The first place to expand would be with another product. You can send out sales literature to the people who brought the first product and to the people who sent in inquiries but did not buy.

Or you can expand your advertising. Place the same ad in several known publications. Perhaps you are ready to try a larger display

ad rather than a classified.

What about the product itself? If you've had a heavy response, mass producing is the only way to profitably meet the demand. If you have a product, go back to the manufacturer and renegotiated on larger quantities.

You might have been selling photocopied information that you originated. Although typesetting and printing can be expensive endeavors, they can be worth it if you know you can sell five or ten thousand copies.

As your product line gets bigger--even half a dozen items--you can produce a small brochure or catalog. Special books are often sold by mail order form a folded sheet that serves as a catalog..

There are pictures of the books and a description beneath each picture.

Your products are also a natural for a catalog. Perhaps you are selling special handmade items and have successfully expanded into dozen. You can get a designer to draw wonderful line art that highlights the best of your products and makes them appealing to your customers.

The mail order business is a unique opportunity because it is specially tailored to your sensibilities. You can sell the products that appeal to you and that you feel are worthwhile. And

you can have a one-to-one relationship with the people who order the products.

You choose products to add to your line and you choose ho much time and money you want to invest. It is through your own desires

that it becomes successful.

THE PROFIT MARGIN

The final word in the mail order business i how much profit is made from your efforts. You are not in this business to break even or have your address printed in a magazine. You are in it to

distribute good quality products at fair prices to a hungry market.

Thousands of items are successfully sold by mail, and many by small home businesses run by one person. When you can choose a product with a high mark-up, place low cost ads that produce high

response, and turn curious inquiries into solid orders, YOU HAVE IT MADE.

Go ahead--test it. Start with a small classified ad for a few months. See what the inquiries bring in. Mail back some sales literature from the orders. You'd be surprised just how easy it is.

If you need specialized LEGAL advice or assistance on this subject, the services of a professional person is recommended.

HOW TO MAKE A FORTUNE WITH CLASSIFIED ADS

Are you ready to make money--lots of it? Can you spare a little time and just a few dollars? If you are prepared to fulfill your dreams and realize your goals, mail order classified ads are your

ticket to success.
You have what it takes--right now. Classifieds are the best dollar-for-dollar return in advertising, and you can earn a high profit on your product investment.
Classified ads are the easiest to write, the easiest to place, and cost the least. They require only a simple follow-up, and bring in hundreds of dollars of sales.
People read classified ads for a purpose. They are specifically looking for products, services and information that appeal to them. A well-placed classified ad will bring hundreds, even thousands, of replies month after month, year after year. You don't have to have a special background to make money with mail order classifieds. Any beginner can realize a steady second income or develop a stable, full-time business through classified

ads.

But you have to be persistent.. You must WANT TO MAKE MONEY, and be willing to stick with it... If you do, you will find that being successfully is easy--just follow the steps, one by one, climbing the ladder to the top.

WHAT SHOULD I SELL?

Take a look at the classified ads in the magazines and tabloids you read. They are filled with offers for services, products and information... And they sound good. The ads show enthusiasm about

the materials being offered..
What gets you going? There are many things you find of special interest constantly. Could you offer those for sale? Do you have a special trade or service that can be conducted by mail? Maybe you have a product to distribute, such as stamps or coins, a time-saving gadget, or a do-it-yourself kit. Or perhaps you can

tap into wholesale or surplus goods that you can sell at a good profit. Bargains are always in demand.
The most successful type of mail order product is INFORMATION. Specialized information in the form of ideas, money-savers or self-improvement can be easily produced on a low budget and readily SOLD AT A HUGE PROFIT.
Information in the form of how to make or do something is a constant best seller. People are always looking for simpler, or cheaper, or better ways to improve their lives. What can you offer?

THE 2-STEP APPROACH

THe proven method of selling mail order items or information is called the two-step approach. Basically, you place a short classified ad in the back of a magazine or tabloid.. The ad does not mention price, but tells the reader to write for free details. Once you have an inquiry, you then send information concerning what you have to offer, and watch those orders pile in.
Essentially, a mail order classified ad buys a name and potential

business. It may just break even with the actual orders placed. The real money comes from subsequent sales. Profit begins at the second sale and gets bigger and bigger as the sales continue. WHY NOT CHARGE IN THE CLASSIFIED?
You'll get far more responses from an ad for free information than you will for goods, at any price. And, since you want a POTENTIAL BUYER, you'll have more inquiries for materials you want to sell later.
Charging a small fee to cover postage or the cost of the inquiry will never make you break even--people won't be bothered. And a small fee doesn't necessarily weed out non-buyers. If you find your classified is pulling people who aren't interested in your offer, you can change the advertisement to be more specific as to

what you really have for sale.

WHERE TO PLACE CLASSIFIEDS

The best advice in placing classifieds is to follow the leader. Find where other goods in your category are being sold and do the

same. The mail order business is not a place to be real different, especially as a beginner. Although your product must have an appeal different from the others, stay with the pack and advertise in the same publications.
Look for repeat business. You can review back issues of publications at your library or buy some copies of the publications you might advertise in. If a certain ad has appeared

time after time, you can be it's winner. Write for the details of some of the offers similar to the one you have. You might even purchase a sample product or two so you can get a good feeling for what is being offered, how the ads run,,, and what kind of prices are successful If you have a specific product or information that is appropriate

to a specialized type of magazine, check out all the magazines of

the topic... Which publication carries most of the ads? what is the circulation of the publication?? A magazine with a higher circulation may cost more to place a classified, but bargain rate

publications won't be the best investment if they don't bring the

inquiries.
Consider your dollar-for-dollar inquiry. How many people may read

your advertisement for the cost it takes to place the ad? Many products have special seasons, and classified ads are no different. december generally returns varied responses because of

the holiday season, and is not a good month to include in your testing. The summer months are generally slower for classified responses and mail order packages. The best time to try your ads are the fall, winter and spring months.

WHAT IS TESTING?

The most important element in mail order advertising is testing..

Not only do you need to find out if your product will sell, buy you have to find out what the best price is. You have to test the magazines. One may not draw as many responses as another.. Or, after three months, it may not seem to

pull at all. Then switch to another publication. You may try several publications at the same time with the same ad to be able

to judge which has the best dollar-to-dollar response. Don't be too hasty in dropping a publication,,, however. Sometimes it takes the repeat insertions three or four months to get the proper percentage of responses. People become more secure

with a repeat ad, or they may pass it by the first or second time

until they get around to writing for information.. Other things you will be testing are the type of inquiry and the response package that contains a sales letter and brochure. You'll also need to test the frequency and number of times to continue mailings after you have a good customer list. Testing is the name of the game, and this is where you need perseverance.. Don't get discouraged. GIVE IT A TRY. Because of the low cost of placing classifieds, it's worth it to keep going.

YOU CAN PROFIT.

TYPES OF ADS

THere are three types of classified ads;qualified, partially qualified, and blind.
The qualified ad is specific. It includes several details to inform the reader about what you are selling... The people who respond to highly qualified ads usually are specifically interested, and produce the best quality prospects with the highest percentage of sales. Since the ad may be a few words longer, it is most expensive to place.
The partially qualified ad offers a special benefit, such as money or self-improvement. The readers have some idea of what you

are offering, but don't know the specifics. Blind ads offer only a few details, are inexpensive to run because they are short, and bring in the largest response. However, blind ads produce the lowest percentage of actual orders

because they are often answered just out of curiosity. The best place to start is---you guessed it--the middle. A partially qualified ad is a good test ad.. It doesn't need to be specific about your product, so it brings in inquiries that can be used over and over for related items. You can rewrite it with more details or trim it down later.
What's the best guideline? PROFIT. If you compare the actual orders received from the number of inquiries for each of your ads, you have the rate of conversion. Aim for the ads which pull best for you.

KEYING THE ADDRESS

How do you determine what inquiry response came from which ad? You code the company name or street address so you can determine what ad pulled the response. This is calling keying the address, it's one of the most important tips in mail order classified advertising.
The simple key is two-part letter and number code. The letter stands for the name of the publication, and the number represents

the month the ad appeared. You can make up any code as long as you keep track of what publication it appeared in. You can add the key to the address by hyphenating the street address to include the code. Or you can key the company name by adding specific initials.
The surest way to key is to add the code to the address in the form of department, division, or suite number. Be careful it doesn't conflict with any other addresses nearby.

WRITING CLASSIFIEDS

Writing you won copy for a classified ad is easy. There are so few words you need to use that you don't have to worry about being a writer or a professional in advertising. You are your own

expert in selling your product.
The selection of words is the most important aspect of classified ad copy. You need to choose precisely, but don't skimp

on words to save the cost in the ad.
The best way to prepare copy is to first write about your product

or service at length. Go ahead-list all the benefits. Scrutinize the features and write them down.. What sticks out? What is so great about your product? What can it do for the reader who will take the time to write for more information? How can your product help? Will it show how to earn money, does it offer self-improvement, can it help accomplish something appealing and significant?
Choose a heading that points out the most significant aspect or feature of your product. Follow up with a few words or details, and finish with a request to write for more information... The best word in a classified is "free," but you must follow up with something free.

SAVE MONEY PLACING ADS

Most classified ads are billed a certain charge per word, so you want to keep your words important and precise. Once you have written your ad, take a closer look at it. Can you eliminate extra words without changing the meaning? You might be able to delete conjunctions such as "and,' articles like "the," "a," and "an," or prepositions like "for," "with," or

"form." Perhaps you can contract your company name into initials or use just one word.
Each part of your address counts as one word: the number, the street name, the street aspect (boulevard, avenue), the key (if separate), the city, and the state. Many publishers let you include the zip code free of charge.
Use figures rather than words for numbers, but don't use contractions or abbreviate. You have to pay for each word in full, so spell them out completely. That way you'll get no confusion when people place orders.

RESPONDING TO INQUIRIES

ONce you start getting responses from the classified ads, you should send out your sales literature immediately, definitely within one week. The goal is to convert the inquiry into a sale and convert the sale into PURE PROFIT.
Your sales literature can be a one page pitch for your product.. It doesn't have to be an expensive color catalog. As you get going, you may prepare a sales package and a series of follow-up offers.
You can't tell from the type of inquiry whether the person is a buyer or not. Postcards or letters are potential profit-makers for you. What;s important is to MAKE A SALE. Type the person's name and address on a label and make at least there carbon copies of these labels to use for subsequent mailings. Your second sales packet should be mailed a month after

the inquiry was received, and another a month after that. Follow-up sales are where you are going to MAKE YOUR FORTUNE. YOur classified draws the inquiries, the first order establishes a good customer, and the rest of the orders are pure gold. Testing is the only way to find which plan works best for you in getting orders. You'll need to find out which sales packet works best, and how often to make mailings.

THE RESPONSE PACKAGE

A typical mail order response package, (called a conversion), consists of a personal letter, a brochures, and order form,, and return envelope... How elaborate you want to make your conversion

depends on how successful your product seems to be selling and how much money you want to invest.
Always start small. A simple one-page offer can works as well as a fancy catalog. After you've built up a few good-selling products, you might print up a single page brochure or catalog. Even at that, you don't have to go to color unless your product warrants it.
you don't need an advertising agency to put together your sales packet, but you can use one if you want. Be sure to investigate the type of agency and what it can do for you. You should have an

agency with a proven background in mail advertising, and you must

take a good look at what has already been produced. Talk with clients and see if the agency pulled through for them. Why don't you need an ad agency? Because you can produce all the sales literature you need. You are the best sales person for your

product because YOU KNOW IT. If you have done the proper research, you have already found out what the competition is, how

much their product cost, and what sales appeals they are sending out.
As in placing and writing classified ads, do what the competition

is doing.. Although you shouldn't (and can't legally) take directly from them, You certainly can copy the format and general

ideas they project.
If somebody has been selling something successfully for years, do

the same thing. Adapt your product to fit.. Of course, you can't convert a sales pitch for surplus goods to an appeal for self-improvement book, but take notice of WHAT SELLS PRODUCTS.

HOW TO PREPARE SALES LITERATURE

The sales letter promotes you as well as your product. It is a personal appeal to a potential buyer. You want the person to feel

special and have a reason not only to look through the rest of the literature, but TO BUY YOUR PRODUCT. The appearance of the sales letter is the most important aspect. It should be on company letterhead, cleanly printed, and inviting

to read. Although it can be any length, it doesn't have to be more than one page. But it must be double-spaced and typewritten in clear, easy-to-read type.
The most effective sales letters are printed in two colors... The

second color offers eye appeal and provides emphasis in selling the benefits of your products. The most inexpensive way to produce two color is to print black in two-color letterhead. You may use the second color in alternate paragraphs, or as special paragraphs, indented to catch the eye. Blue, red, or green type is harder to read, so keep the second color areas short and important to the reader.
Other effective ways to use a second color are as handwritten remarks in the margins of the sales letter, as underlines, and in

the signatures.
Write the sales letter as though you're writing to a friend; keep

it direct and personal.. Present yourself and your product as worthwhile, honest and desirable.
The beginning of the letter should have a lead line similar to a classified ad.. It emphasis the benefits of the product and points out the strongest appeal.
Don't be tempted to use two or three appeals in a row.. Choose only one and save the next best ones to try on other sales letters as you test the results.
Follow through on the appeal, amplifying WHY the product is desirable.... Emphasize its value to the reader. Build credibility. Will it make me a better, or richer, or more secure person? Can it prevent worry, poverty, illness? Why should anyone

want to have it? You might admit what the product won't do, then present several positive aspects, stating what it will do. In the next section, mention price and immediately talk about the

money-back guarantee. The reader will be more convinced the product will do all you claim if you are willing to stand by your

product enough a full refund.
Finally, restate the major benefits or feature of the product and

push for the order. If you are offering a special premium for ordering immediately, state it here. Include a good reason for why the person should not wait, but ORDER NOW.

ORDER FORMS

If you have only a one-page pitch, you need to provide space for an order form.. It should be well-defined by a line or dotted line around it, and should be large enough for someone to write out a complete packet with sales letter and brochure, print up separate order forms.
Mention the benefit, the product name, and the guarantee. You might want to use the first person in pushing for the order.. For

example, "Yes! Please rush me..." Include the price on the card, perhaps in a manner such as "I enclose my check for $____." Provide adequate space for the name and address with long lines to write on... You may also want to place a key if you are using more than one sales appeal.

PRINTING A BROCHURE

Preparing a brochure or sales catalog is not as difficult as it may seem. It doesn't have to be a glossy, four-color fancy booklet. You can send out even a one-page description of the product and an appeal for ordering.
The brochure or sales catalog is the visual representation of your product. It emphasize the features rather than benefits, and

goes into detail about the product. Think about the what you're selling. What are the best points of size, number of pages, hard-cover or soft. Is the author a well-known authority?? How is

this a better deal than another of the same subject? If you're selling a product, maybe you'll need to include the colors available, sizes, or the type of materials. Or emphasize the clear, easy to follow instructions that are included. When you get stuck, just look at all the other catalogs and compare. What information is included? Follow suit. The important aspect of a brochure is the use of illustrations. Again, these don't need to be series of four-color photographs...

Although photos are very good ways to sell goods, don't bother to

use anything that is less than excellent in quality. Be careful if you want to use a model. Remember, you WANT TO SELL. An excellent way to illustrate your product is with simple line drawings.
Even if you cannot prepare the final artwork, you probably can think of what and how to place it on the page. Local yellow pages, newspaper ads, typesetters and printers are good places to

find an artist to do the final work a reasonable price. Once you have a good idea about the size and scope of your brochure, you're ready for the rough layout.. And this is easy. Just pretend you're an artist. That's right, you don't have to draw to do a rough layout.. Pencil in the type for the heading. You can do a stick figure sketch of a line drawing or indicate the size of the photograph. Draw lines to indicate the body copy. Write all the words for the brochure in accurate, clean typewritten copy. Don't forget anything that will be printed, and

don't misspell anything.
Then take it to a typesetter or printer. Printers usually can work with you to help to choose the type style, size, and particulars about the layout. Or, they may know artists or designers who can help you for a small fee. They usually work closely with a few typesetters, but you can work directly with a typesetter to have the type put into final form.

MAILING

YOu can obtain a bulk rate permit at the post office if you send out at least two hundred identical longer for the mail to be delivered.
The most important aspect to mailing your sales literature is the

quality of the list of people you are sending to.. A brilliant sales piece won't work if it is sent to the wrong people. That's why you must clear when you place your original classified ad, and that's why you need to test which heading to use and how many

details to include.
Your own mailing list is the best one, because since you keyed the responses, you know what these people responded to.. You have

already profiled the potential buyer, you have already written a sales piece aimed at that buyer, and YOU WILL MAKE MONEY from that buyer.
Although you can buy or rent lists of names and addresses from list brokers, you can never be sure how well the list will respond to your sales package. If you need more` names, just place more classified ads. Test different headings, test different magazines, and test different products.

KEEPING RECORDS

It is extremely important to keep accurate records in mail order.

It is only through these record sheets that you can determine which ad pulls the best, which advertising lead is the most enticing, and how well your product is selling. Good records are the follow up of good testing.
Keep copies of all ads and conversion material in a three ring binder
or scrapbook. You may also include in that book, or in a separate

folder, a record of all keys you have used, The separate sheets of records per key or publication will help you be able to compare which ads are bringing in the profits.

You can make your own record sheet with a pen and ruler. Then have a few photocopied. You'll need a separate sheet for each ad you place.. At the top of the sheet, place the name of the publication the ad appeared in; the issue number or date; the date the issue was placed on sale; the address key; the size and cost of the ad;which ad you used; the price of the product; and (to be calculated later) the profit.
The body of the record sheet has two main categories: inquiries and sales. First, the number of days should be listed in a column

at the left. These don't necessarily coincide with the days of the month, but rather start with the first day responses come in.. The subheads under "Inquiries" should be: date received, number received, running total. The subheads under "orders" should be: number of orders received, running total, cash sales, and running total for cash sales.
These record sheets will help you to figure out the responses to classified ads, orders from sales literature, and how much money you are making.
To calculate the cost per inquiry, divide the cost of mailing the

sales packets to the cost of the ad and divide that by the number

of orders received.
The ratio of conversion is the number of orders compared to the number of inquiries. For example, if you get twenty orders from one hundred inquiries, the conversion is twenty percent.

HOW TO CALCULATE PROFIT

Total the amount of cash sales.. That is your gross profit. Subtract the cost of conversion and the cost of the ad. That is your net profit, the one that counts.
Just stick with it, and you can WATCH THAT PROFIT GROW bigger and

bigger each ad, each conversion, each sale.

EXPANDING AND GROWING RICHER

Over the years, good buyers purchase many times your initial investment in classified ad space. A first buyer indicates a second sale; after that, you have regular customer who purchase for years.
Promote the field of interest you've selected;; don't expand into

separate areas. Cultivating your prime customer list takes patience and testing, but you'll find it rewarding. Perhaps you started with one product to offer and are ready to try another. You can run new,, separate classified ads in the magazines and have tested successfully to your other offer. And, you can use your list to send out sales literature for the new offer.. Regular mailings depend on the number of items you have, the size of your list, and your budget. But follow-through is very important.
May be you are at the stage of printing a small two-page catalog/brochure that offers five to tenn products. You can mail this out to the inquiries from classifieds, or you can use any combination of one-page offers you have used in the past. Always run with what sells. Drop anything that pulls no response as soon

as you've given it a fair test.

EXTRA APPEALS

ONce you get rolling with your mail order business, you can try any number of incentive to solicit orders. You can offer a free gift, or free anything, certificates, coupons fabulous prizes.

You might offers a sample, a trail period, or a special guarantee. One way to push for an order is to indicate that the supply is limited or you won'tt stock a certain item for long... Time limitations will elicit quicker responses. You may offer one

price until a certain time and then indicate an increase after that.
A successful way to push for large orders is to offer a discount on the larger orders. That way, it is worthwhile to order two or three items--for you because it's more business and more profit in mailing and handling, and for the customer because it is at a reduced price.
What do the other mail order businesses do?? What kind of incentives do they use? As always, check with the competition. What has proven successful to them probably will work for you too.. What kind of "special" offer can you make to push for larger, quicker or more frequent orders?

SATISFACTION GUARANTEED

Not only must you print a guarantee in all your ads and sales literature, but you must honor it. Never send inferior merchandise; never take a chance on faulty mailers or guess lower

on postage. Deliver a complete product. It is only through satisfied customers that you will get repeat business, and it is through repeat business that you MAKE MORE MONEY.
DOn't try to get away with anything less than you promote and stand by all claims you make. Honor requests for refunds promptly and politely. A customer satisfied with your honestly remains a good buyer and may purchase from you later offers.

MAKING MORE FROM A WINNER

You've got a successful product. The conversion for orders is high, refunds are low, and the draw from the classified ad is great. How can you make more money, even if you think you've saturated your market.
The easiest way to increase your inquiries is to run another as in the same publication with a different heading.. If the classified section is large, you might request one be placed at the beginning, the other towards the end.. Although several clever readers will notice the same address, it stills draws a significant number of inquiries in.
This technique is also good for copy testing to see which heading

will draw the most response. Be sure to key each ad separately. This is a good way to do it without going to other publications. Again, key the addresses, and be extra careful to respond properly to the inquiries.

YOU AND THE LAW

You do not need a special federal or state permit to operate a mail order business. The material you sell must be legitimate however, and you cannot be deceptive or misleading in claims or advertising.
If you offer something "free" it must be free, and all claims concerning money must be honored..
If you use testimonials in advertising, they must be real and available to investigation. Frauds are discovered and are prosecuted.
The federal and state governments require you to report all income, but you certainly can take every legal deduction.. Once you make a good deal of money, it's often worth every penny to have an accountant fill in your forms. If your income warrants it, you will be expected to pay income tax quarterly. Most states now have sales tax, so you'll have to find out the regulations concerning the collection and payment of these fees. An advantage to this however, is that you can get a state resale number and may not have to pay state sales tax on some of the items you need for your business.
If you keep accurate records and report the proper information to

the authorities, you'll have no problems.

ACT NOW

Classified ads are the best way to make a high income return from

limited sources. You can buy the extras you've wanted, send yourself on an exotic vacation--even create a profitable yearly income.
One of the best aspects of this type of enterprise is that the number of successes increase as the number of errors decrease. You learn as you go along and YOU PROFIT CONSTANTLY. Cultivate positive thought. As you can see, there is nothing difficult, costly or extremely risky in making good money from classified ads.. What is the best way to get started? Thousands of people have earned a comfortable income from classified ads--with great happiness and contentment in their own

business. You can succeed too,, if you make up your mind that you

want to.. Faith is simply a state of mind,,,, but it has been proven that state of mind can CHANGE DESIRE INTO REAL MONEY. There's no time to get started.

HOW TO SELL INFORMATION BY MAIL

Selling information by mail is one of the most profitable business operations in this country today. And you can start a small business for yourself--and make it flourish. You don't have to be a writer or have experience in running a business. All the steps in setting up a mail order business for yourself are simple, easy to follow,, and may reap a steady second income for you, even building up a highly profitable full-time enterprise.
Tired of reporting to work every day? Frustrated that you can't afford the extras that you want from life? The advantages of your

own business are endless. but most of all, you have a feeling of accomplishment and fulfillment, as you help other people acquire the knowledge they want--AND WILL PAY FOR. You don't need to give up anything. All the tips given in the following pages require minimum expense, can be done at home, and

need only a small , but constant, amount of your time. What you do need is the desire to MAKE IT WORK. If you have perseverance to follow through, and the disciple to complete each

of the steps, and you're well on your way to creating something special for yourself.
WHY SELL INFORMATION?
Bookstores nowadays cater only to mass market books and paperbacks; record stores carry only popular recording artists. Where can you get information on a specific topic? Even specialized magazines are limited in their scope and the information they cover.

You can order items by mail in the safety and privacy of your own

home.. You don't have to shop around at the stores, wasting time and gasoline. And, you have a direct connection with the seller of the information, often being able to write specific questions and getting feedback--especially with newsletters and courses.

Mail order at home provides a HIGH PROFIT MARGIN. Producing written or recorded information is inexpensive compared to the price you can receive. You can operate with a low overhead, the business is simple to run,,, and there is no middle seller. Check

come DIRECTLY TO YOU.

WHAT CAN I SELL?

Successful people achieve because they know something special. And specialized knowledge and "how to" are the most sought-after

types of information successfully sold by mail order. There is an endless need for specialized information that you probably have on hand, or can easily obtain... It offers the inside knowledge and ideas that many people need, butt you don't have to be an expert to produce and sell that information. Specialized information may be anything from a favorite set of recipes to a list of the fastest horse tracks in the country. It can include places to visit, such as back roads, country inns or

fine restaurants in an area.. Or it can be reliable sources for special goods. and tidbits of information about special subject. "How to" can be anything from making cornhusk dolls to finding a good place for camping and hiking.. It can be plans, instructions

or tips on how to make something, or find a special place, or achieve a special goal.. It may pertain to sports, hobbies or self-improvement. Or it may relate directly to the hundreds of specialty publications such as skiing, decorating, or writing songs.

YOU HAVE IMAGINATION

Information is not limited to books and cassettes. It comes in many forms. Something sold for a little money and only a few pages might be plans or directions.. A short piece (up to 50 pages) may be a report, manual, folio or pamphlet. Later, if you get into multiple printing, photo illustratio