Hi There,

This is Charles and Scott and today we are going to discuss
how you can really improve your open rate on emails.

This subject is so important that novels have been written about
this problem and frankly there are many different opinions.

It boils down to just plain salesmanship. Yes, I said the no-no
word… Sales! Why is it that folks are so scared of selling some
thing and getting a commission?

Well I believe it goes back to the old used car stigma or door to
door encyclopedia sales person. Once a public opinion is formed
it is hard to get rid of it.

There is an old saying, “One bad apple can ruin the whole barrel.”
This is very true when it comes to sales. If you take advantage
of someone, it really is hard to overcome.

Let’s ask a few questions… shall we? No one but you can really
answer them so let’s see how you fare.

Do you sell or offer a really good product?

Does your product save your customer time or solve a problem
that they have?

Do you think you should get paid if you offer a good service
or an answer to a problem that your customer has?

And finally, Is your customer still using the product since you
sold it to them — maybe as long as 6 months, a year or more?

So the real question is, who do you think got the biggest benefit?
You or the customer? Probably, the customer unless it was
sold to them for the wrong reason and in that case, you knew
the answer because of the questions above.

If your sole objective is to make a commission or to make money,
it could be said that your motives are tainted by mon.ey.

When you start a sales process, first and foremost, you must
have a change of “stinking thinking.” You can never pre-figure
how much your cut or commission will be.

You see, when you make this paradigm shift of thinking, your
attitude changes. You will change into a helper instead of the
appearance of “a no good mon.ey grabbing salesman”.

I have a considerable amount of sales experience and I would
like to share the following story about how a paradigm shift
saved me from quitting sales.

Not that it matters what I used to do, it is more important for
us to look at you and your practices as a salesperson, but
this story really tells how I went from a complete failure to being
in the top 1% of brokers nationally.

As an insurance salesman and financial broker, we had to take
many necessary classes and tests to become licensed. In
everyone of the classes, the teacher would preach to us about
how much mon.ey we could make.

In addition, managers would routinely yell about how much
I was making and how many sales I had closed. It seemed as
if on every sales call I was thinking of the commission to pay bills.

I was young and we had a bunch of bills to pay, I feel certain
my wife was thinking that too. Problem was, the potential
client could tell that I wanted a sale more than I seemed to want
to help them.

Yep… Big goose eggs sometimes when it came time to settle
up. Thank God that my wife did not divorce me during this
time frame.

Fast forward several years, I truly decided to do a paradigm
shift and started off all my interviews with a potential client as
follows, see if you can tell a difference:

“Mr. and Mrs. Jones, thank you for taking time to see me today,
and before I begin, I wanted to let you know something. My
mortgage is paid if you decide to invest and it is paid if you
don’t. You have my services for the next hour regardless so
how can I help you?”

Do you see the big difference? It was a true statement, at that
time, I had arranged for a stipend or draw to meet my monthly
expenses.

My sales went through the roof. So much so, I truly did not worry
about any bills. I really did not figure up how much I made on any
sales until the end of the day and there were no clients any where
around. I had a 92% close ratio and in my last 5 years, lost only
3 clients to my competition.

So, how did you fare with the questions? They were kind of probing
and personal, and I know you want to make mon.ey now, however
we need to look at the root of all questions.

If you aren’t offering good products, several things will happen.
#1, your refund rate will go through the roof.
#2, you will lose all of your hard earned reputation,
and lastly you will really have sold out for the wrong reasons. I am
certain you do not want that to happen to you.

Please do not misread this email, all of us have to make a living
and get paid for our time and effort. However, on the flip side you
have to do it with integrity and honesty.

Hope this was some good information and made you start looking
at your business plan of action and how you can put it to good
use instead of “selling out”.

Looking forward to passing on another good timely tip tomorrow
at 8 am.

Charles and Scott

Hi There,

It’s me again, and I am going to address the most
common question I get and frankly, you are probably
not going to like the answer. Here is a warning ahead
of time… It is blunt and to the point.

Here is my one guarantee though, it will help you with
your marketing efforts and I am not trying to sell you
anything.

It will make some folks really ticked off and others it
will be an “Ah-ha Moment”.

Here it is: How come I am not getting any response
on my emails?

Answer: Short Form — They suck! They don’t have any
appeal or emotions to draw on.

Answer: Long Version — You have to ask yourself one
question. Why should someone read your stuff?

Just because you bought some garbage on the net to
finally get some cash rolling in, you probably think, OK
now I know and I am going to make millions!

Dude — Listen up… unless you appeal to someone, they
don’t care about your program no matter how good you
think it is.

My apologies ahead of time for talking about Frank Kern and
the anonymous “Shadow”.

Lets examine one of the greatest marketers on the net
today — Frank Kern. Do you know why he is so successful?

It is a matter of giving more than he receives. Have you seen
the videos that he gives freely to folks? It covers some of
the basic principles that are needed to know to market to folks
and appeal to their basic emotions.

Secondly, no matter how wealthy he is, or the toys he drives
around in like BMW’s and Porsche’s, he comes across as a
really nice guy that wants to help you succeed. If you are like
me, you can not wait until he puts out the next video.

By the time you have seen his free information, you feel a sense
that he really wants to help you. He also has been there and
done that and knows what he is talking about. He doesn’t hit you
with a hard sell at any point in all of his videos.

He has made millions just helping others with free information.

Now let’s look at another launch that is happening right now.
Unless you have lived under a rock, you have seen all the hype
about someone who is anonymous and goes by the name of
the “Shadow”.

There is a frenzy now about this product and makes claims that
I am certain are true about how he is pulling hundreds of thousands
monthly. What else is the factor that he is using to make sales.

Number one it is scarcity. The claims that are being made are
not for everyone and that is said in the sales letter. It is not for
everyone. It is a limited release and will only be sold for a short
time.

Secondly, it is secrecy or should I say more aptly, privacy. One
of the main reasons that this program has had such a successful
launch is no one knew who this fellow was and he was able to
promote that one feature. It caused an irresistible urge to purchase
what he is selling.

How cool is that… a nobody going to instant stardom in a really
crowded market. Hat’s off to him.

Lastly, is the rule of give some, take some. In the inner circle of
gurus it was determined that if this product was offered to their list,
the main promoter would in turn promote a product for them to his
list one day. The old rule of “I scratch your back, you scratch mine.

What do you see in common about the two examples that I have
given to you? Well it should be that really successful marketers
have a knack of pulling at your emotional strings.

Just because you have purchased thousands and thousands of
marketing books, it will not guarantee that you will make money.

Oh sure, you might make a thousand dollars here and there but
when I talk about serious money, I am talking about fifteen or
twenty thousand a month.

I know, I have been there, I had to put it together all on my own and
now I am successful. I don’t mind telling you this. The difference
that I am trying to share with you now, it is because I have figured
out how to relate to my audience.

So what do you need to do now to start on the road to success?
Well if I were you, I would find out something that really interests
me. I don’t care what it is… Beekeeping, Car repair, Quilting, Playing
Golf, Tennis, Boating, what ever it is just make sure you look to see
that others like it as well.

I mean if you choose digging ditches as a hobby, I don’t really know
if there would be a market for this. So please do not make the mistake
of picking a subject that you are interested in, however no one else
is. That is a sure fire way to fail.

The next thing you need to do is offer some really good advice to
your readers. If you are into boating… how about telling them a few
time saving tips about how to winterize their motors, or cleaning
barnacles off with vinegar… I don’t know if you clean barnacles off with
vinegar by the way.

Next, write an article about GPS systems or fish finders or some other
gadget that boat enthusiasts would want to know about. Something
that you personally know about that would save them either money,
time or headaches down the road.

You see here is a basic rule with marketing. If you break this rule,
you will find that your conversion ratio or sales will really suffer no
matter if it is the greatest product made… Are you ready?… here it
is:

People buy from folks that they know, like and trust. If you have been
able to connect with your list and treat them like they are a buddy you
have known for some time, it is much easier to get them to trust you
and then eventually buy from you because you are not always trying to
“con” them into buying something.

One of the biggest marketers on the net routinely sends me emails.
I will not mention his name, however, most of the time I do not bother
to even read what he is sending out. Do you want to know why?

Every single one of his emails is trying to get me to buy something.
Granted they might be good products, however how am I to make a
judgment if they are good or not. It seems as if this marketer only
looks at me as a buyer and is taking advantage of me.

On the other hand, there is another marketer that sends me good timely
tips on how to better my business on a regular basis with no links to
buy anything at all. It is just good information that I can use with no
strings attached.

When this marketer sends me something and really puts his seal of
approval on it, I do not hesitate, if it is affordable, 9 times out of 10 I
buy it.

I hope you have gotten some good information from this, I have a few
more items that I want to cover and will do it in the next email to
you.

Talk soon,
Charles Kirkland

I am NOT going to try to recommend anything or
sell you on a new product or program today.

What I have for you is something that I brought
home from Karate class and it touched me in such
a way that I thought that you my loyal readers would
appreciate it as much as I did.

Every month the Karate School picks a word for their
students to learn and put to good use.

This might sound like a crazy thing for me to write
about today, however, even though we know this word
and understand it, I thought the following quotes were
worth sharing.

The Word of the month is INTEGRITY

“Real Integrity is doing the right thing, knowing that
nobody’s going to know whether you did it or not.”
Oprah Winfrey — In Good Housekeeping

“I never had a policy; I have just tried to do my very
best each and every day.” Abraham Lincoln

“Try not to become a man of success but rather try
to become a man of value.” Albert Einstein

I know the above words do not have anything to do
with search engine optimization and developing
traffic.

Yet, at the same time, they are very important in
your efforts in marketing.

As a marketer, you have a real responsibility to
share products and promotions that can solve a need
for others.

If in turn you offer less than stellar products or offer them
at a price that does not meet the test of fairness, you
actually can hurt your good reputation.

We start out with a good name. It is something that
should be guarded with every ounce of might in your soul.

Once something happens that could be questioned as
unfair or immoral or unethical, it can be very hard to restore
your integrity in the eyes of the public, in this case your
buyers.

This is one of the reasons that I offer the guarantees on
my products and programs that I do. I really do not want
to entice any one to purchase something that they are
unhappy with or feel they can not use.

I encourage each and every one of you, regardless of
where you are in your internet career to live by those words
above and you will never have to worry about the income
coming in.

Thanks for letting me share this with you today, I hope
you found it to be as worthwhile as I did.

Talk Soon,
Charles Kirkland

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