Mail Order Techniques






Now that we have covered MLM, let's now see how the professional
mail order dealers operate. It's entirely different! Let me
explain to you the fundamentals that all mail order dealers will
use.

First, the basic idea in mail order is to get as many customers
as you can get so you can sell to your customers over and over
again! The very first objective in mail order is to develop your
own customer base. Once you have a customer base of, let's say, a
hundred to ten thousand, you can keep sending them your new
offers of catalogues and keep reselling them!

Professional mail order dealers talk in terms of the 'front end'
and 'back end'. The 'front end' is the method of simply getting
customers . . . even at no profit or at a slight loss! No
professional mail order dealer will ever attempt to make a
killing with advertising or mass mail to non-customers! It just
doesn't happen! They will, however, do a lot of advertising and
mass mailings to build their customer base! A customer base is
pure gold! These customers like to deal with you and they buy
again, and again . . . and again. As long as you have several
offers! And that brings up another fundamental point. To succeed
in mail order, as with any business, you just have to have
several products or offers to sell. If you don't, you will most
likely lose money in trying!

When it comes to advertising, these guys are pro's. All will use
tiny classified ads that you see in the back of national
journals. If these ads get results, they will test and test and
then place one-inch ads. When they have an offering and a
publication that fits, they then might place a large ad. And only
then.

They will use 'leader items'. A leader item is an inexpensive
report or item that typically sells for less than œ 5.00. By
advertising a leader item that costs two or three pounds, you can
expect to get orders directly. The objective is break even with
your mailing and advertising costs and build your customer base.
Reprintable reports are excellent for this. Sometimes you can
actually make money right up front if you have a 'HOT' item.
Everyone that buys the 'leader item' will then get other
literature included. It generally goes post FREE!

Do you see how they operate? Slowly but surely. Making money as
they go! Testing and re-testing! Mail order dealers know that
they can make a lot of money! Some reports say that in the US
there are over 50,000 small, mail order dealers quietly earning
over $50,000 a year operating out of their homes! You and I also
know that there are also many big time mail order operators that
become very wealthy by selling by mail.

Let me recap what successful mail order dealers will do.

1 Develop as many customers as they can.

2 Promote nationally

3 Have several offerings

4 Develop cost effective ways to generate customers

HOW TO COMBINE MLM WITH MAIL ORDER

If you look at the 'recaps' above, you will not find many common
ties between MLM and mail order . . . do you? But yet, there are
a lot of amateurish MLM distributors and companies that try to
promote MLM via mail without understanding the first basic
principle of mail order techniques! But it can be done! With
astounding results!

Do you see some of the main differences between promoting MLM and
mail order? In MLM you should sign up only a few people on your
first level. Say no more than ten, and then help them. With mail
order, you want to develop as many customers as you can . . .
1,000's if you can! With MLM, you want to sell locally, and with
mail order, you have to sell nationally! With MLM, you are told
to be loyal to just one company, but with mail order, you should
have many offerings!

Wouldn't it be nice to be able to take all the good techniques
from both MLM and from mail order and throw away the nasty ones?
Well, that's just what these reports are all about! Mail order
dealers operate lean and mean. If they don't make a profit on
everything that they do, they are out of business! That's a good
premise to start with. Don't do ANYTHING unless you can make some
up-front money, or at least break even! If mail order dealers
were to make deals like a lot of MLM distributors do, they would
be out of business immediately! Let me give you a few examples.
Avoid them like the plague!

66 Ways To Save Money



TRANSPORTATION

Airline Fares

1. You can lower the price of a round trip air fare by as much as two-thirds by making certain your trip includes a Saturday evening stay-over, and by purchasing the ticket in advance.
2. To make certain you have a cheap fare, even if you use a travel agent, call all the airlines that fly where you want to go and ask what the lowest fare to your destination is.
3. Keep an eye out for fare wars. Be prepared to act quickly.

Car Rental

1. Since car rental rates can vary greatly, shop around for the best basic rates and special offers.
2. Rental car companies offer various insurance and waiver options. Check with your insurance agent and credit card company in advance to avoid duplicating any coverage you may already have.

New Cars

1. You can save thousands of pounds over the lifetime of a car by selecting a model that combines a low purchase price with low financing, insurance, petrol, maintenance, and repair costs. Ask your local librarian for new car guides that contain this information.
2. Having selected a model, you can save hundreds of pounds by comparison shopping. Call at least five dealers for price quotes and let each know that you are calling others.
3. Remember there is no "cooling off" period on new car sales. Once you have signed a contract, you are obligated to buy the car.

Used Cars

1. Before buying any used car:
a. Compare the seller's asking price with the average retail price in a "bluebook" or other guide to car prices found at many libraries.
b. Have a mechanic you trust check the car, especially if the car is sold "as is."
2. Consider purchasing a used car from an individual you know and trust. They are more likely than other sellers to charge a lower price and point out any problems with the car.

Car Leasing

1. Don't decide to lease a car just because the payments are lower than on a traditional car loan. The leasing payments may be lower because you don't own the car at the end of the lease.
2. Leasing a car is very complicated. When shopping, consider the price of the car, your trade-in allowance, any down payment, monthly payments, various fees (excess mileage, excess "wear and tear", end-of-lease), and the cost of buying the car at the end of the lease.

Petrol

1. You can save hundreds of pounds a year by comparing prices and using the lowest-octane called for in your owner's manual.
2. You can save up to œ 50 a year on petrol by keeping your engine tuned and your tires inflated to their proper pressure.

Car Repairs

1. Consumers lose millions of pounds each year on unneeded or poorly done car repairs. The most important step that you can take to save money on these repairs is to find a skilled, honest mechanic. Before you need repairs, look for a mechanic who:
* is certified and well established;
* has done good work for someone you know; and
* communicates well about repair options and costs.

INSURANCE

Car Insurance

1. You can save several hundred pounds a year by purchasing car insurance from a licensed, low-price insurer. Check typical prices charged by different companies. Then call at least four of the lowest-priced, licensed insurers to learn what they would charge you for the same coverage.
2. Talk to your agent or insurer about raising your deductibles on collision and comprehensive coverages to at least œ 300 or, if you have an old car, dropping these coverages altogether. Taking these steps can save you hundreds of pounds a year.
3. Make certain that your new policy is in effect before dropping your old one.

Homeowner Insurance

1. You can save œ 50 or more a year by purchasing homeowner insurance from a low-price, licensed insurer. Check typical prices charged by different licensed companies. Then call at least four of the lowest priced insurers to learn what they would charge you.
2. Make certain you purchase enough coverage to replace the house and its contents.
3. Make certain your new policy is in effect before dropping your old one.

Life Insurance

1. If you want insurance protection only, buy a term life insurance policy.
2. If you want to buy a whole life, universal life, or other cash value policy, plan to hold it for at least 15 years. Cancelling these policies after only a few years can more than double your
life insurance costs.
3. Check your public library for information about the financial soundness of insurance companies and the prices they charge.

BANKING/CREDIT

Cheque

1. You can save more than œ 50 a year in fees by selecting a cheque account with a minimum balance requirement that you can, and do, meet.
2. Banking institutions often will drop or lower their fees if paycheques are directly deposited by your employer. Direct deposit offers the additional advantages of convenience, security, and immediate access to your money.

Savings and Investment Products

1. Before opening a savings or investment account with a bank or other financial institution, find out whether the account is insured by the government. An increasing number of products
offered by these institutions, including mutual stock funds and annuities, are not insured.
2. To earn the highest return on savings (annual percentage yield) with little or no risk, consider certificates of deposit and treasury bills or notes.
3. Once you select a type of savings or investment product, compare rates offered by different institutions. These rates can vary a lot and, over time, can significantly affect interest earnings.

Credit Cards

1. You can save as much as several hundred pounds each year in lower credit card interest charges by paying off your entire bill each month.
2. If you are unable to pay off a large balance, switch to a credit card with a low annual percentage rate (APR).
3. You can reduce credit card fees, which may add up to more than œ 50 a year, by getting rid of all but one or two cards, and by avoiding late payment and over-the-credit limit fees.


Car Loans

1. If you have significant savings earning a low interest rate, consider making a large down payment or even paying for the car in cash. This could save you as much as several thousand pounds in finance charges.
2. You can save as much as hundreds of pounds in finance charges by shopping for the cheapest loan. Contact several banks, your credit union, and the car manufacturer's own finance company.

Mortgage Loans

1. You may save tens of thousands of pounds in interest charges by shopping for the shortest-term mortgage you can afford. On a œ 50,000 fixed-rate loan at 8% annual percentage rate (APR), for example, you will pay œ 45,000 less in interest on a 15-year
mortgage than on a 30-year mortgage.
2. You can save thousands of pounds in interest charges by shopping for the lowest-rate mortgage with the fewest points. On a 15-year, œ 50,000 fixed-rate mortgage, just lowering the APR from 8.5% to 8.0% can save you more than œ 2,500 in interest
charges. On this mortgage, paying two points instead of three would save you an additional œ 500.
3. If your local newspaper does not periodically run mortgage rate surveys, call at least six lenders for information about their rates (APRs), points, and fees. Then ask an accountant to
compute precisely how much each mortgage option will cost and its tax implications.
4. Be aware that the interest rate on most adjustable rate mortgage loans (ARMs) can vary a great deal over the lifetime of the mortgage. An increase of several percentage points might
raise payments by hundreds of pounds per month.

Mortgage Refinancing

1. Consider refinancing your mortgage if you can get a rate that is at least one percentage point lower than your existing mortgage rate and plan to keep the new mortgage for several years or more. Ask an accountant to calculate precisely how much your new mortgage (including up-front fees) will cost and whether, in the long run, it will cost less than your current mortgage.

Home Equity Loans

1. Be cautious in taking out home equity loans. These loans reduce the equity that you have built up in your home. If you are unable to make payments, you could lose your home.
2. Compare home equity loans offered by at least four banking institutions. In comparing these loans, consider not only the annual percentage rate (APR) but also points, closing costs, other fees, and the index for any variable rate changes.

HOUSING

Home Purchase

1. You can often negotiate a lower sale price by employing a buyer broker who works for you, not the seller. If the buyer broker or the broker's firm also lists properties, there may be a
conflict of interest, so ask them to tell you if they are showing you a property that they have listed.
2. Do not purchase any house until it has been examined by a surveyor that you selected.

Renting a Place to Live

1. Do not limit your rental housing search to classified ads or referrals from friends and acquaintances. Select buildings where you would like to live and contact their building manager or owner to see if anything is available.
2. Remember that signing a lease probably obligates you to make all monthly payments for the term of the agreement.


Home Improvement

1. Home repairs often cost thousands of pounds and are the subject of frequent complaints. Select from among several well established, licensed contractors who have submitted written, fixed-price bids for the work.
2. Do not sign any contract that requires full payment before satisfactory completion of the work.

Major Appliances

1. Consult Consumer Reports, available in most public libraries, for information about specific brands and how to evaluate them, including energy use. There are often great price and quality differences among brands.
2. Once you've selected a brand, check the phone book to learn what stores carry this brand, then call at least four of these stores for the prices of specific models. After each store has
given you a quote, ask if that's the lowest price they can offer you. This comparison shopping can save you as much as œ 50 or more.

UTILITIES

Electricity

1. To save as much as a hundred pounds or more a year on electricity, make certain that any new appliances you purchase, especially air conditioners and furnaces, are energy-efficient.
Information on the energy efficiency of major appliances is found on Energy Guide Labels required by law. Check with your electric utility to learn if it has a programme to help reduce the costs of any appliance purchases.
2. Enrolling in load management programmes and off-hour rate programmes offered by your electric utility may save you up to œ 50 a year in electricity costs. Call your electric utility for information about these cost-saving programmes.

Home Heating

1. A home energy audit can identify ways to save up to hundreds of pounds a year on home heating (and air conditioning). Ask your electric or gas utility if they can do this audit for free or for a reasonable charge. If they cannot, ask them to refer you to a qualified professional.

Local Telephone Service

1. Check with your phone company to see whether there are any special deals or offers that will save you money.
2. You will usually save money by buying your phones instead of leasing them.
3. Check your local phone bill to see if you have optional services that you don't really need or use. Each option you drop could save you œ 20 or more each year.

Long Distance Telephone Service

1. Long distance calls made during evenings, at night, or on weekends can cost significantly less than weekday calls.
2. If you make more than a few long distance calls each month, consider subscribing to a calling plan.
3. Whenever possible, dial your long distance calls directly. Using the operator to complete a call can cost you considerably more.

OTHER

Food Purchases

1. You can save hundreds of pounds a year by shopping at the lower-priced supermarkets and markets. Convenience stores often charge the highest prices.
2. You will spend less on food if you shop with a list.
3. You can save hundreds of pounds a year by comparing price- per-kg or other unit prices on shelf labels. Stock up on those items with low per-unit costs.

Prescription Drugs

1. Since brand name drugs are usually much more expensive than their generic equivalents, ask your doctor and pharmacist for generic drugs whenever appropriate.
2. Since pharmacies may charge widely different prices for the same medicine, call several. When taking a drug for a long time, shop around for the best price.

Funeral Arrangements

1. Make your wishes known about your funeral, memorial, or burial arrangements in writing. Be cautious about prepaying because there may be risks involved.
2. For information about the least costly options, which could save you several thousand pounds, contact a local memorial society, which is usually listed in the Yellow Pages under
funeral services.
3. Before selecting a funeral home, call several and ask for prices of specific goods and services, or visit them to obtain an itemised price list. You are entitled to this information by law and, by using it to comparison shop, you can save hundreds of pounds.

Your Warm Inner Circle



Everyone has lots of friends, relatives and business associates.
This is sometimes referred to as `Your Warm Inner Circle'. There
are estimates that the typical person knows about 800 people in
his inner circle. The standard MLM approach is for you to try to
sell to your sphere of influence or your inner circle.

The nice thing about this postcard programme is that you don't
have to personally try to sell anyone anything. Instead, you can
just write a short note on the front of the postcard and send it
off to the people that you know. Consider writing a note like
this, "John, I thought you might like a copy of this -- Mary."
Don't make the mistake of giving this plan away. If you do, it
will defeat your whole programme. Make a list of everyone that
you can think of that might appreciate knowing about this
opportunity. Then simply post off a few of these cards. Don't
forget the following:

69 Family

70 Friends

71 Neighbours

72 Business acquaintances

73 The people you buy from

FAX MACHINES

74 FAX machines. If you have access to fax machine, you can FAX
hundreds of FREE copies of the postcard to hundreds of local
business offices! Make up a sheet of paper and write or type a
note on it with a copy of the postcard and you're all set!

TELEMARKETING TECHNIQUES

Not many people like to sell by using the telephone, but then
again there are a lot of people that do! One thing is for sure. A
good telemarketing person can quickly sponsor a lot of people in
this programme for you. If you are comfortable with the
telephone, let me show you an easy way to promote this programme.
If you are not comfortable with the phone, let me show you how to
find telemarketing people that you will want to sponsor into your
MLM programmes by selling the MO/MLM Machine.

75 How to do telemarketing. The trick is to work with referrals.
That is, you want to call people that have been referred to you.
If you call someone and say, "Mr so-and-so asked me to call you",
you can be sure that the person will be cordial and attentive.
Compare this approach to the cold calls you get from strangers
who try to sell you something out of the blue over the phone.
Many direct sales companies depend one hundred per cent on using
referrals. When they talk to anyone, they always make a habit of
asking for referrals. They never run out of good leads since they
are constantly generating several referrals with each person that
they talk to.

The easiest way to get a few referrals is to ask your `Inner Warm
Circle'. Simply ask your friends if they know of anyone that
would like to earn a few hundred pounds part time by circulating
postcards. Another way is to make a few cold calls on the phone.
Just pick up the phone and call a few random numbers and say
something like this. "Hello, my name is John Smith. I am looking
for a few people in your area that would like to earn some extra
money circulating postcards. Do you happen to know of anyone?"

Once you have five or ten referrals, your cold calls are over.
When you call people that have been referred to you, you change
your sales pitch slightly like this, "Hello, my name is John
Smith and Mary Brown mentioned that you may know of some people
in your area that would be interested in earning a few extra
pounds a week by circulating postcards." (Let him answer and make
a lot of notes of the people that he is mentioning. Make sure you
get their phone numbers.) Then say, "In fact Mary also mentioned
that you might be interested?"

When you talk to someone that is interested, tell him that you
will send him a postcard explaining the offer. And do so. You may
then want to follow this up in a few days to make sure he sends
his order to you. To summarise, develop a few referrals, and then
snow-ball the quantity of referrals with everyone that you talk
to. The trick is to ask for the referrals first before you
explain the offer.

HOW TO FIND TELEMARKETERS THAT WILL HELP YOU

76 Find out the location of professional telemarketer offices.
You can generally find these locations by looking in the yellow
pages. Then go there and place postcards on the windshields in
the parking lot.

77 Place a classified advertisement in your local paper. Say
something like this, "Telemarketers wanted. Work your own hours
from home. Call for details." When they call, get their name and
address and send them a postcard!

78 Call telemarketing firms. Ask if they would be interested in
your programme on a commission basis. If not, do they know of
anyone that might be? (Use the referral techniques described
above!)

LOCAL ADVERTISING TECHNIQUES

79 Place a classified ad for leads. Say something like this,
"Part time workers needed for circulating postcards." When you
get a call, send out the postcard.

80 Sell the plan directly by mail. Advertise: "65 Easy Ways You
Can Make Money Circulating Postcards. Complete plan --
œ 2.00."

81 Place small space ads in local newspapers. Check out the
smaller newspapers and freesheets and try them first.

82 Check you with your local advertising agencies. Find out if
they have any specials offers that you might want to consider.

USE DIRECT MAIL LOCALLY

At least one of the MLM programmes that is being promoted with
MO/MLM Machine plan is an excellent way for the consumer to save
money. In that regard, any company or organisation that has a lot
of members, employees or customers may be interested in making
these benefits available to their associates. If you sponsor any
person that has a lot of contacts, just think how many people he
will be able to sponsor. If you concentrate on companies that are
small, you normally can send your postcard directly to the owner.
These people are shrewd. If you can show him how he can help his
associates while he is making serious money, he may be
interested.

If you go to the library, you will find many listings of local
organisations that you can mail to. Here are a few to consider: