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If You’re Serious About
Becoming Great At
Marketing FAST — You
Need to Know About
Consulting Secrets… |
Michael: If I could show you how
to sell a ton of these things to
your customers without you
risking anything, and without
you lifting one finger meaning
you won’t have to put in any
effort, you won’t have to put up
any money. I’ll do all the work
for you. Would you be interested
in doing a deal? And if they are
genuine and they’re open and
intelligent, they say, “Why
not.”
Have you ever been in sales
yourself?
Gayle: Yes. My husband and I
owned a trucking company and a
transportation brokerage for
seven years. The only aspect of
it that I really did enjoy was
the sales and marketing. And I
did most of both. Before we
closed, my best sales numbers
were about $1 million a year in
gross sales.
Michael: That’s great.
Gayle: Yes. I hated trucking
itself. I would never ever, ever
go back.
Michael: So, you liked the
people aspect of it.
Gayle: Yes. That’s what I miss
the most.
Michael: So, what are you doing
now to keep busy?
Gayle: I do virtual assistance,
graphic design, freelance
writing. I’ve been writing a lot
of travel articles recently.
Michael: Do you like working out
of the house?
Gayle: I do.
Michael: Do you have a
high-speed connection?
Gayle: Yes. It’s cable.
Michael: What I do, I do a
number of things. I buy and
resell high-end marketing
seminars. So, I’m a total
marketing student, entrepreneur.
I love this stuff. I originally
was looking for a seminar by Jay
Abraham. He’s a premiere
marketing guru. And his seminars
cost about $20,000 to attend.
And I found one for $50. And I
ended up starting a whole
business. This was about four
years ago. The business has kind
of evolved to where I’m
developing my own products.
There’s one specific project
that I’m looking for someone
with some smarts to do. It takes
some creativity and a good phone
manner, which it sounds like you
have in making contact. And it’s
fun, setting up a joint venture
with one of my products.
Go to
www.hardtofindseminars.com
. Go to the Audio
Clips. On the top you’ll see
Audio Clips.
Gayle: Got it.
Michael: Here’s the plan. If you
scroll through that window—it’s
a long window—you’ll see numbers
1 through 78. I have a CD Rom
that I use to promote my
business. And I do audio
interviews with people. I record
it just like I’m recording now.
I record digital recordings with
people and I interview all kinds
of people on business and
selling and how to set up joint
ventures. There are a couple of
opportunities of mine that I
offer. These are some of the
best marketing people around.
And it’s 65 hours of audio
information. It’s all on this
one CD Rom. That page right
there, a little later you can
bookmark that because if we work
together you are going to want
to reference it and just read
through some of the descriptions
and the variety of content of
what if offers.
It offers anyone in business who
wants to learn an incredible
value of information that you
won’t find in any books. There
are real down to earth
interviews that I do with these
people. I illicit out them real
secrets, just reality of what it
takes to make it Internet
marketing, product development,
sales, copyrighting, great web
sites, how to save money, how to
make money; all kinds of things.
Gayle: These are really
interesting interviews.
Michael: They are very
interesting. And if you take
some time on my testimonial
page, I’ve got hundreds of
testimonials from people who
have listened to this CD and
have made their comments. And
the biggest and most common
thing that I get is that it is a
tremendous idea generator. And
the ideas, if they are acted
upon, can make money for these
people. There’s no doubt.
So, I will ship this CD to
anyone in the world absolutely
free. And on that CD, if you
look in between the numbers,
it’s kind of like a billboard of
items that I sell and the
different things that I promote.
I give away the audio content on
the CD, but at the same they
have to look at my little
advertisements and stuff.
Gayle: Oh, okay.
Michael: So, what happens is it
gets them involved. It builds
credibility for me and who I am.
It educates them about
marketing. And then if I hook
them and they have a love for
marketing, they are going to
want to learn more. And that’s
what I do. I buy and resell
high-end marketing seminars.
So, for instance, if I send out
100 CD’s to people, one of two
of these people is going to get
hooked and they are going to
delve more into my web site.
When you have the CD, it links
into my web site if you have
online access. And it is going
to result in a sale of one of my
items.
Gayle: That’s interesting that
you tie the two together.
Michael: It’s about giving
information first and educating
and building a trust with the
person listening to it—all
automatically. All the hard work
has been done. And then if you
click on For Sale; go to the top
left to locate the link. I have
multiple items for sale with
“Buy It Now” buttons; kind of
like a fraternity, a marketing
fraternity at least in the
marketing and the things that I
study. A lot of people know who
these gentlemen are and are
already looking for it. And I
get sales from all over the
world. But I want to start
introducing this material to
people who may not know who
these people are. But the bottom
line is, get the CD out to
someone who is interested and
it’s going to result in sales;
immediate sales and a way to
build a relationship with the
customer and sales down the
road. It’s going to bring in a
customer.
What I want to do and need to do
is, I want to set up—and this is
the most effective way in
getting the CD out in the least
amount of time and the least
amount of effort—is to set up
joint ventures with other
businesses who are selling
business products and services
already.
Gayle: Okay.
Michael: And you like this
because you’ll learn from me
here. Now, are you a member of
PayPal?
Gayle: Yes.
Michael: You know what PayPal
shops are, right?
Gayle: I can picture it but I’ve
never been to a PayPal store.
Michael: Let me give you an
example. Joint venture marketing
or joint ventures is probably
the most effective way of
getting your product into the
hands of someone else because
you’re leveraging off of
someone’s time and effort. So,
for instance, you have these
ponds that you have access to
and you’re trying to solicit a
new customer from scratch. The
most expensive thing you can do
is to generate a customer. The
first customer is the most
expensive. But if you went to
someone who had a PayPal shop,
who accepted PayPal—are you at
www.PayPal.com
right now?
Gayle: Yes.
Michael: Let’s go to PayPal
shops at the very bottom. Do you
see that? You don’t even have to
log in. If you go to the bottom
of the front page, you’ll see
PayPal shops. Do you see that?
Gayle PayPal shops, I see Nike
Air Force One.
Michael: Are you there?
Gayle: Yes.
Michael: Now, I’m going to
explain this so that you can
relate it to your ponds so that
you will have a better
understanding. And then what I
want to do is do this with my
CD. But I’ll give you kind of a
little education.
You have these ponds that you
have access to. You know what
they cost you. What do you pay
for these things
wholesale—average? Are you
doubling your money on Ebay?
Gayle: Not quite. About 75%.
Michael: So, if you buy
something for $100, you sell it
for maybe $175?
Gayle: Right.
Michael: That’s fine. And then
you have your expense and time
in placing the ads and all those
things. But what if we found
someone on PayPal. Go to the
left on the front page. Do you
see all the categories? Go to
Home and Garden. Click on Home
and Garden. These are PayPal
stores. These are people who
accept PayPal, have chosen to
set up a presence. And it gives
you free leads. I’ve done it
with my
www.hardtofindseminars.com
. So some people
will come to PayPal and search
for different items rather than
go to Ebay.
Gayle: It’s similar to Ebay, the
store is.
Michael: Yes, it is. It gives
you a direct link to their site
or back to Ebay. You know Ebay
owns PayPal now.
Gayle: Right.
Michael: Now, also anyone on
Ebay most likely accepts PayPay
now, too. But for example, let’s
look at your ponds. Most
businesses who sell a product,
many of them will sell just one
or two products. And they spend
all their energy and effort in
generating one customer,
correct?
Gayle: Right.
Michael: And they never do
anything with their customer
list. How many times has any
business in your local area
called you or sent you a thank
you letter for coming to do
business with them. Or called
you and asked you to buy again,
right?
Gayle: Very rarely, if that.
Michael: It’s just human nature.
I do it. Everyone does it
because we’re all like rats on a
treadmill, we want the next new
account, the next new business,
the next new customer, right?
Gayle: No way. No way.
Michael: No way?
Gayle: I regularly go back
through my prior customer and
ask, “What do you need? What can
I do for you this week?”
Michael: You are three in 100.
Would you agree with that?
Gayle: Yes.
Michael: Most people won’t.
Gayle: Most people won’t do
that. Yes.
Michael: That’s good, because
now we’re looking at all these
businesses here, even though
they are on PayPal, you can bet
that some of these businesses
never contact their customers
again.
Gayle: I would put money on the
fact that you are right.
Michael: That’s good for us in
the example of your pond. See
the numbers right next to these
businesses?
Gayle: Yes. What are those?
Michael: See where it says
Overstocked.com
? You’re in Home and
Garden? What’s the first one you
see?
Gayle:
Overstocked.com.
Michael:
Overstocked.com—shop now for
clearance prices on your
favorite brands like Sony,
Krupps, Hewlett Packard, Ralph
Lauren, whatever. Let’s not
worry about what they sell. Look
at this number. This
number—36,639. If you click on
the number, this PayPal user has
a seller reputation of 36,639.
This means that 36,639 verified
PayPal members have paid this
merchant. Now, what does that
mean? You have a PayPal account,
right?
Gayle: Yes.
Michael: Have you sold a couple
of things on PayPal? One thing?
Gayle: Yes. I’ve taken payments
through PayPal for writing or
design.
Michael: What is nice about
PayPal is when someone pays you
something you have all their
information in a database. So,
for instance, this
Overstocked.com, we know
that they have 36,639 verified
customers. This doesn’t even
account for the non-verified
people who have paid them money.
So, you can bet there’s even
more than that. You could go
into your PayPal account and
download your entire history
since the time you began in an
Excel file; a CVS file. So, what
you have is the name of the
customer, their email, what they
bought, how much they paid,
their mailing address, zip code,
city; all that. Which is great.
So, you have a database of
customers. You know for sure
this guy has customers and he
has a way to contact them.
Gayle: It’s quite a powerful
tool.
Michael: Very powerful.
Gayle: I didn’t know it existed.
Michael: The most important
thing you need to know before
you contact someone to set up a
deal is that they at least kept
the names of their customers.
This is fool proof because you
know they have a list of their
customers. They may not even
realize that they have this
available to them.
Gayle: I didn’t. I didn’t know
that I could go in and find this
about myself.
Michael: Yes, you can. Now, you
can go into PayPal and download
your entire history. It will
download it into a CVS file and
you’ll have a database of
everyone you sold to, everyone
that has bought from you—all
that. Email address and
everything because it’s all
built within the PayPal and Ebay
system.
So, what we’re looking for, in
your example, is we’re looking
for someone who can maybe send
an email out to their customers
about your ponds. So, we want to
find a match of maybe someone
who is selling something
similar, someone who is selling
something that is non-competing
with what you have. But their
customers maybe interested in
what you have.
Gayle: In the example of the
ponds, maybe someone who sells
water plants, or Koi fish or
something like that.
Michael: That is a good example.
So, what you’re going to do is
you’re going to go to the web
site and they have these links
to the web site. For example,
Overstocked.com, you can
click on that. There is their
web site. And there’s a way to
contact them.
So, let’s say, for example, I’m
looking here and this may even
be a good source for
you—lanterns for outside. This
may be perfect for you. You
could call these people and
introduce yourself. There’s a
couple of ways you could do it,
but I think we’ll just probably
use the telephone.
You call them up and you want to
find out who is in charge of
reviewing new products. And this
is for your example. And you
simply talk to them. They’re
human beings, too. These people
are in business to sell
products. And they’re in
business to add and offer new
products to their customers. So,
for instance, in your example,
you could make contact with the
person and you can introduce
yourself and you can say you are
the distributor of a pretty
incredible pond. You think their
customers maybe interested in
it. And you are interested in
possibly doing a joint venture
with them. Present it to them
as, “If I can show you how to
sell a ton of these things to
your customers without you
risking anything and without you
lifting one finger meaning you
won’t have to put any effort,
you won’t have to put up any
money. I’ll do all the work for
you. Would you be interested in
doing a deal?” And if they are
genuine and they are open and
they are intelligent, they’d say
why not, right?
Gayle: How are we going to do
similarly with yours being that
you give away that first CD?
Michael: I’m going to show you.
Gayle: All right. As you’re
describing my example, I’m
trying to see how it relates to
yours.
Michael: I can relate it to
mine. Let’s go back to mine
then. We’re going to be looking
for on PayPal, business
services. So, let’s go back to
the main page on PayPal where
the main categories are listed;
click on Business Services and
Supplies. Let’s look at the
first example. Bargains
Galore.com—they have 32,537.
We know they have at least that
many customers. That’s a good
quantity of customers. Now, what
I’m willing to do is since I can
give my CD away basically for
free, if I can get it
distributed by these guys and I
can educate—their customers are
in business, correct? They sell
shipping supplies, tape, all
kinds of stuff. Would you agree
that if we could educate their
customers with my CD and it
resulted in smarter business and
they did business better, that
it may have an affect in them
buying more tape and packaging
supplies for their business?
Gayle: Yes.
Michael: Don’t they have an
incentive to get their customers
to sell more? It’s in their best
interest if their customers
doubled their sales, their
shipping supplies would double.
Gayle: Right.
Michael: So, they would have an
interest in educating their
customers and helping them do
better in their business. And
what a great thing for a company
that sells packaging supplies to
offer something like that to
their customers. I think that’s
pretty cool.
Gayle: Yes, actually it is. It’s
kind of a good will type of
thing for their customers on
their part.
Michael: Absolutely a good will.
The CD has a value of $397 and
it really is worth that. So,
what you’re going to do is
you’re going to approach, for
instance, Bargains
Galore.com. You’re going to
introduce yourself. You’re going
to say, “I think I have a way
that can dramatically increase
your business. And if I can show
you how to do it and you don’t
have to lift a finger and it
will make you look like a hero
to your customers. And your
customers will be thanking you
up and down, kissing you and
wanting more, would you be
interested in listening to me?”
And if the business owner is
intelligent, why wouldn’t he say
yes, right?
Gayle: Right.
Michael: And what you do is you
will explain that you are
calling from
www.hardtofindseminars.com
. We train
businesses in how to make more
money, how to sell more, how to
market better, how to think
better. And we use a special
tool. We use a CD Rom that has
over 65 hours of marketing
information. We’re willing to
get it out to your customers for
free. And so, what we want to do
is we want him to endorse it to
his customer list. And there are
a couple of different things.
You can explain the CD and we
will go over all these details.
The CD has a value of $397. You
can send him a link to all the
descriptions of the audio
content on that Audio Clip page
at
www.hardtofindseminars.com
. There are ten of
them that they can listen to
right there on the web site.
They can download it. The CD is
nice because anyone with a
computer can hear them without
long downloads.
So, the whole idea is let’s get
the CD out to customers,
businesses that are selling
business products and supplies.
We’re looking for matches. It
has to be a win/win. They’re
going to look good because
they’re offering something to
their customers to help them. It
has real value. I’m going to end
up getting my name spread out
and as a result, sales of my
products and services. Do you
get the idea?
Gayle: I’m amazed.
Michael: And what I would want
you to do is to spend a few
hours trying to set up these
relationships.
Gayle: I’m amazed. The process
is incredible. The potential is
incredible.
Michael: The potential is
incredible. It’s simple, but it
is not easy.
Gayle: You have taken what they
suggest for selling online,
which is you educate them first
and then you hook them that way
and then get them to buy later.
You have taken that to the next
level and off the Internet. You
apply the Internet rules, if you
will, to something physical that
you can hang on too. And it’s
incredible.
Michael: That’s right. And
believe me, no one else has
anything like this. The time
that has gone into putting these
audio clips and the CD, it’s
been immense.
Gayle: I can imagine.
Michael: But you can look at the
testimonials. It’s definitely a
product you can feel proud about
and that these people will feel
lucky to be able to offer to
their customers.
Gayle: I think so. Like I said,
it’s kind of a good will
offering on the vendor’s behalf
to give something like that to
their customers.
Michael: I have about 6,000 CD’s
that I want to get distributed.
And this is a new thing for me.
I can get the CD’s
inexpensively. And I’m willing
to invest in the cost of the CD.
We want someone qualified. Maybe
we can set something up. Let’s
say Bargains Galore said they
wanted to do it. We say here’s
the procedure. Obviously, these
CD’s are very expensive and we
can’t afford to give one to
every single one of your
customers.
Gayle: Cut it down a little bit
by maybe what they purchase or …
Michael: That’s an idea. What we
would like to do is send out an
email to your entire customer
list explaining what we have and
then those who respond and take
the time to fill out a form that
I can set up on my web site. The
CD will automatically go out.
Something like that.
Gayle: I wonder how receptive
they’re going to be to us
sending that email out?
Michael: If they’re hesitant
about that, which understandably
they would be, we will give them
the letter. We will write the
letter for them and they can
send it out and have control
over that.
Gayle: That’s what I was
thinking. I personally wouldn’t
hand over my customer list to
someone who I didn’t know, even
if I thought the benefits were
there. I don’t think I would
hand over that list.
Michael: You’re absolutely
right. And you can say that
until we built up a
relationship. If they felt
comfortable doing it, we could
handle it for them. If they’re
not comfortable, absolutely,
they could have control over it.
If they wanted our assistance in
setting up a form, I can do
that. Do you see CD at the top?
This is a form. Look at the
questions on this form. I have
people fill this entire thing
out to get a free CD.
Gayle: Wow.
Michael: It looks like a lot of
work, doesn’t it?
Gayle: Yes, but to get something
for free for one—I’m going to
read your questions here.
Michael: I make them work for
it.
Gayle: It’s good that you get
some information on them. That
information on your customers is
so important. You can go back
and do things later and you have
all that data. I’ve been
preaching that for years. People
don’t get any history or any
background. Even our little
pizza store in town. It drives
me nuts every time I call. It
would be so simple for them to
set up a database.
Michael: Absolutely. Most people
don’t do it.
Gayle: They could answer the
phone and say what’s your phone
number. I give them my phone
number and “wa--la” they have my
stuff. They know what I usually
order. And they know my name and
where I live. You have to go
through it every time.
Michael: That’s right. And this
is another thing we could do.
This data is so valuable. It’s
all on a database. And I have
hundreds of people that have
filled out this entire form.
They tell me how they like to
learn. They tell me who their
favorite marketing people are. I
get ideas on ways to improve my
site, which are invaluable. And
we can add this as an
enticement. We can show them how
we can capture great information
about their customers through
this CD offer. So, not only are
we going to educate their
customers with our CD—hopefully
getting them to do more business
and increasing their bottom line
and making them look like a
hero—we can also, if you choose,
show you how to really get some
valuable information from your
customers through this CD offer.
So, for instance, they email out
to their customers a letter that
we write for them that offers
the CD Rom. But they have to go
to this link and fill out the
form and it will be shipped out
to them. Now, whether they, or I
ship it out, we can work that
out. Those are just details. But
they could have a questionnaire
like this related to their
business.
Gayle: That’s what I was going
to ask.
Michael: We will customize it
for them.
Gayle: There we go, okay.
Michael: We can customize it for
them. So, we want to show them
how this deal will work wonders
for them. Do you see? And if
they’re open to learning that
and you can explain and sell
them on these ideas, we could
definitely do some great things.
Gayle: Now, do you want to maybe
start out with—let me get my
PayPal window open here.
Michael: Small ones. Yes.
Gayle: That’s what I was going
to ask.
Michael: Absolutely.
Gayle: And maybe some smaller
ones first since you’re working
with a limited number of CD’s.
It probably would be better than
to be hit with almost 33,000.
Michael: Unless we can get them
to pay for the cost of the CD,
which you’re looking at around
$0.50.
Gayle: You’re going to kind of
end up back peddling on them
because we just offered it for
free and then we …
Michael: Oh, yes, I see what
you’re saying.
Gayle: But maybe if we start
with the smaller ones. This may
not be a match, but I’m looking
at
Liquidation.com
. They have 520. Maybe a
handful of smaller ones to kind
of let me get my feet wet.
Michael: Absolutely.
Gayle: And hopefully we’ll land
the big fish.
Michael: No doubt.
Gayle: I can get my screw-ups
over with on the little ones.
Michael: So, the bottom line is
get the CD out to a qualified
prospect who has raised their
hand, who has done something and
said yes, I want to learn more.
I’m interested. Send me the free
CD. That’s the bottom line. And
we can do that by doing the
joint venture with these people.
And the bottom line is sales for
me down the road.
My stuff is pretty expensive. If
you go look at the prices, it
ranges anywhere from $300 and
$600. Is it expensive? If the
person is in business, it’s not
going to be too expensive for
them if they have the desire.
Gayle: Right. And, if fact, we
want to educate them in how to
better their business.
Michael: If it ends up getting
in the hands of someone who
doesn’t have money. That’s fine
because down the road, I’ve
still educated them. I have
people who have listened to
every one of those audios on
that CD. They’ve listened to me
for 60 hours. Now, if they make
some money down the road and
they’ve got some money to invest
in stuff, who are they going to
call?
Gayle: They’re going to call you
back.
Michael: Exactly. I mean, you
can’t even get your husband to
listen to you. And I have
someone listening to me for
nothing for 30, 40, 50 hours.
What they’re listening to is me
selling products to other
people. It’s all related to
selling a product or a service.
Gayle: Have you considered doing
an infomercial type?
Michael: No, I don’t want to do
that. It’s like why should we
spend any money on advertising
in an infomercial and try to
generate our own customers when
we could use the joint venture
and leverage that. Think of the
time that’s taken for these
companies to build customer
lists like that.
Gayle: Yes, you’re right.
Michael: We’re totally
leveraging off of their efforts.
That’s where the power is.
Gayle: You’re right. How did you
come up with this idea? I just
have to ask. It’s so amazing.
Michael: I study the courses. I
can even get caught up doing the
things that don’t need to be
done. I think I was just sitting
there yesterday, just fooling
around doing all kinds of
unnecessary things. Making some
cold calls on some items. And I
thought I shouldn’t be spending
any of my effort except doing
joint ventures because it is the
highest form of leverage. You
have to admit. If you could do
this, why would you do anything
any other way?
Gayle: Absolutely. I think about
our trucking. The number of cold
calls you had to make before you
got a hit was just incredible.
If we had a 2% response, that
was pretty darn good—just
sitting down cold calling. It
was nasty.
Michael: That’s how it is in a
lot of businesses. Now, the
thing is, I could do this
myself. But I’m like A.D.D.
born. I have so many different
projects.
Gayle: Are you kidding?
Michael: A.D.D. born?
Gayle: Yes.
Michael: I’m scattered. I have a
hard time sometimes sitting
still and doing this. I could
do, but you’re going to do a
much better job than me.
Gayle: Well, I don’t know. I
have A.D.D. I really do. It’s
okay. I deal with it.
Michael: I don’t know if I
technically have.
Gayle: Somebody else that’s got
A.D.D. Cool.
Michael: I’m going to be better
paying you to do it and getting
others to do it for me. So, I’m
leveraging again. I could do it
but I’d rather pay you to do it
or someone competent to do it.
At $12.00 an hour to start,
let’s give it a try. You can
learn from me for sure and
implement and do your thing. I’m
real easy to work with and I
love giving free advice. And
certainly I’ll send you a free
CD. And you can use those for
your own things. I want someone
to try and, hopefully you, to
set up some of these things for
me.
Gayle: I think that would be
great.
Michael: Give it a test. I have
6,000 CD’s to get out. I don’t
think that’s going to take long.
And if I get those out, I’ll see
what kind of numbers come back.
And then we could move to bigger
numbers.
Gayle: And I’m wonder, too, we
might want to narrow down our
target more depending on how the
first round goes.
Michael: Absolutely. We could do
that.
Gayle: I’d like to keep track of
who I talk to and depending on
our offer, maybe find similar
ones. I’m sure you will be
tracking on your end, too, the
responses you get. But it would
be nice to know where those
responses from within that
company, too. And maybe later it
means calling say; Bargains
Galore or I’m looking at my
PayPal list Gatorpacking
Shipping Supplies, and saying
what if we send this to just the
people who have ordered packing
tape or whatever; but maybe
narrowing it down. It may be
tough to do. It means delving
into the demographic of their
customers.
Michael: I can try and make this
process very easy so you don’t
have to sell this over and over
again. I can do an audio
recording and put it up on a web
page where it explains the whole
offer. Do you see? You could
make the initial contact, a call
representing me, Michael Senoff
with
www.hardtofindseminars.com
. I can write a
script for you. And we can work
out all those details so we have
a system in place.
Gayle: Okay.
Michael: You will keep organized
who you call. Do you have one
phone line coming in?
Gayle: Yes.
Michael: Do you have voice mail
in addition to the phone line?
Gayle: Yes.
Michael: So, you can keep track.
It’s just like running any other
business.
Gayle: This sound exciting.
Michael: Does it sound good?
Gayle: Yes, it does.
Michael: Do you think you can do
it?
Gayle: I think I can.
Michael: I think you can.
Gayle: If I can sell trucking, I
can sell ice to an Eskimo.
Michael: I think you have a good
phone presence. You sound
intelligent, articulate. It’s
not hard. It’s work but it is
fun. And you will learn a lot.
And you will get confident that
you can do this for yourself.
And then you’ll leave me and
I’ll have to find someone else.
But at least you can help me set
it up and organize it. And I can
do that. You give me ideas of
what we need to do to make it a
streamlined process. I can set
up audio messages where you can
direct them to a link. They can
click the play button and hear
the offer.
Gayle: Okay. I think I would
rather present it.
Michael: That’s fine.
Gayle: My approach has always
been you don’t approach them
immediately with the intent to
sell something. You approach
them as, “Hi, how are you? Let
me learn more about your
business.” And then as a
backend, we talk about ours.
Michael: Obviously, we want to
totally leverage. I don’t want
this to cost me anything but the
time I’m paying you. And if we
have someone that says they want
500 CD’s, I guess to really
qualify them and see if they are
really interested, we are going
to have to cover the cost of the
CD. And my cost of that CD is
about $0.50. So, if I sent the
CD to them in bulk and if they
like this idea, I don’t think
it’s too much to ask for them to
cover the cost, the actual cost
of the CD. They’re able to send
out an item that’s going to
better their customer’s business
life; that has a value of $397.
And it’s only going to cost them
$0.50. What’s your idea about
that?
Gayle: I have to think a little
bit about my pitch.
Michael: Tell you what; I’ll do
1,000 of them for free. I’ll
give you at least 1,000 to send
out free.
Gayle: I’d rather start with the
harder angle first.
Michael: All right. Start with
the harder. If they like the
idea and they are gung-ho, they
could distribute it on their
own. But we have to have some
type of control to make sure
it’s going out to the right
people.
Gayle: I’m looking at Bargains
Galore, I’m going to assume that
they have customers that come
back, repeat customers. That’s
pretty normal. What about links
to their site for getting a free
CD? Their customers from their
site would click on your link to
get the free CD. You’d get all
the background information that
you want on the customer. They
still get to look like a hero.
Michael: They are referring my
free CD, which will get them
information on how to do
business better.
Gayle: Right. Then you don’t
have to plunk down 500 or 1,000
and hope they don’t get stuck in
a warehouse somewhere.
Michael: If they fill out all
that information, I don’t mind
paying for shipping to that
lead.
Gayle: It would give you control
of the shipping, too. You could
do from your place. I guess one
of my biggest fears would be
that someone is going to say
yes, send me 500. They’re going
to get the CD’s and stick them
in a warehouse.
Michael: That’s right.
Gayle: And they’re going to go
nowhere. Then they’re wasted.
Michael: Okay. Then maybe I
should keep control of the
shipping.
Gayle: I think that’s better.
And they still get to look like
a hero because they are
referring their customer to you.
Michael: That’s true.
Gayle: You have control of all
the demographics that you’re
going to gather.
Michael: That’s true. See where
it says Audio Clips?
Gayle: Got it.
Michael: See the opening letter
that’s in the yellow?
Gayle: Yes.
Michael: When someone puts the
CD version in, it has an audio
that pops up and says, “Hi, this
is Michael Senoff. I want to
thank you for checking out my CD
…” If they’re interested in
this, I can do a recording with
them. Ideally, you will put me
in touch with the owner and he
can do an intro. I’ll customize
that CD with his voice saying,
“Hi, thank you for shopping at
Bargains Galore.” And we’ll go
into something like, “I just
found out about this CD from a
friend of mine. And I had to
make sure that my customers had
this because it’s the most
incredible thing to help you
enhance your business. And even
though they’re quite expensive,
I wanted to make sure you had
one.” So, he can have his own
voice on that. I’ll do that for
him and make him a master. So,
I’ll have the President of
Bargains Galore introducing it,
telling his customers why they
should listen to it and how it
will help their business. And we
can have a custom letter from
that person.
Gayle: That’s a good idea.
Michael: So, it will really be
customized.
Gayle: Maybe a sticker on jewel
case or something to that
effect: compliments of
Overstocked.com
.
Michael: Certainly. Sometimes
the best way to sell advertising
is to put their name on it. It’s
the same thing. This can be an
option. It’s more of a pain in
the butt, but it’s not that big
of a deal for me to do. So, the
guys got a few thousand
customers and he’s willing to
put his voice on it, it’s more
empowering of a referral to get
the customers to listen to it
when they hear his voice
thanking them for shopping at
Bargains Galore. The worst case
is they’re not interested and we
don’t have to do that. This is
just more ammunition to sell
them on the idea. Certainly, any
CD that goes out will have a
thank you letter coming from
them. That’s for sure.
Gayle: Are you managing your own
website, too?
Michael: Yes, I do it all, which
is nice because it can be done
very quickly. Good. I’m glad
we’ve had a chance to talk. Let
gel. We’ll think about what
we’ve talked about. I’m open. If
you want to give it a go, we’ll
do a contract for ten hours and
let’s see what we can come up
with.
Gayle: That would be great. I
would love to.
Michael: Great.
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