Willie Crawford's Marketing Insights: How To Sell More Big Ticket Items, The Real Key To A Six Or Even Seven Figure Income

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March 09, 2005

How To Sell More Big Ticket Items, The Real Key To A Six Or Even Seven Figure Income

My "Secret" To Selling More Big Ticket Items
Copyright 2005 by Willie Crawford

Many aspiring Internet marketers hear all of the talk
about earning a six-figure income and assume that it's
all hype. Some of it is hype, but earning a six-figure
income really isn't difficult. I've watched friends
generate "six figures" in sales as we sat together in
conferences or meetings! Today I'm going to tell you
how you CAN do it too. I'm going to give you a system
that I guarantee you haven't seen before. It's one I
created, tested, and now use extensively.

While I created this system, it's really just
adaptations of things we've all seen. That's the
beauty of it all. Earning six figures isn't rocket
science, - it's just common sense in action.

First of all, the key to earning a higher income is
selling more expensive "big ticket" items. You'll
notice I market many products in the $497 to $2997
range. Many of these products are offered through
affiliate programs and pay from 30-50% commission. It
doesn't really take a lot of sales of a $2000 item
before you're well on your way to six figures.

Before I share my secret system with you, I should tell
you that I thought of turning this information into an
ebook or special report and selling it. It's THAT
valuable! It's valuable because it works. Proof that
it works is the fact that at several recent Internet
marketing seminars, I've been the affiliate who sold
the most seats :-)

Here's my big secret.... I use off-line methods to drive
traffic on-line. I use off-line methods to make sure that
my message gets through and gets read. I have two primary
off-line tools that I use.

First of all, I use the phone a lot. If I have a contact
who has indicated he/she is interested in attending a
seminar or buying a product, I'll often call to see if
they have any questions. I close the sale on the phone
and then sometimes have them go to the on-line order form.
Lots of people selling seminar seats outside the Internet
marketing niche do this. You should too where practical.
Make a phone call and sell a seminar seat that pays you
as much as $1000 in commission. It makes perfect sense
doesn’t it?

The second tool that I use is snail mail... greeting cards
to be more exact. I send out hundreds of these greeting
cards to customers, and select prospects. It's a blend
of on-line and off-line marketing methods you’ve probably
never really considered. I've seen others using postcards but
greeting cards have more impact.

Here's my system with the greeting cards:

1) I use a system called Send Out Cards. It a
print-on-demand company that offers a number of different
plans. The plan that I use costs me less than $1 per card
(including first class postage). Basically, you select a
card from an on-line catalog of more than 2500 cards, enter
your message, enter the addresses, and click send. The
company prints, stuffs, stamps, and mails the cards for you.

2) Send Out Cards offers the ability to set up campaigns.
You can choose a series of cards to send out at specified
intervals. This works just like the autoresponder systems
Internet marketers are familiar with. You basically choose
the cards that you want to send out, enter your messages,
specify the interval for each card, and the system takes care
of the rest.

Here's how a power user like myself uses that feature. The
system also allows you to upload databases. So I've
imported most of my contacts into the system. I've also
subscribed many of these contacts to campaigns based upon
certain criteria. Let me give you a powerful example, and
continue spilling the beans...

As someone who has sponsored seminars and sold lots of
seminar seats, I know that someone who lives within driving
distance is more likely to attend a seminar than someone
who has to fly thousands of miles. How I use that is that
when I'm promoting a given seminar, I set up a series of
1-3 cards telling about that seminar and inviting people
to meet me there. Then one of the searches of my database
that I do is for everyone in the same state, or maybe just in
nearby zip codes. I subscribe those people to that greeting
card series.

I also know that people who have attended seminars before
are more likely to attend other seminars. They've had the
"value" proven to them already. So I have a sub-list of
people that I know like to attend seminars. I subscribe
these people to the card series for a given seminar too.

As you can see, I am selective in who I send these greeting
cards to... sometimes. After all, these cards do cost me
nearly $1 each to send. However, I don't have to worry
about email filters or other deliverability issues. People
like getting greeting cards and do open and read them. My
message gets through!

3) The greeting card system allows you to upload your
own digital images. I use that in two powerful ways!
Since it's common practice for affiliate marketers
to sometimes offer discounts or rebates, I include
those in my cards. Simply use your graphics program to
create a "discount coupon." Then upload this digital
image to your card to deliver your special offer right
into the hands of your prospect. You don't have to
worry about them missing the special in your email. It's
right in the card that you sent them.

A second way to use this feature is to take a photo of
you together with the client or prospect. Then include
that photo in cards you send them. This won't work with
the campaign feature since you use that feature to keep
from having to choose new cards for each individual. In
fact, with the campaign feature, you can use "tags" just
like you do with an autoresponder, to personalize each
card’s message with first name, last name, etc. It's very
powerful.

Now, I'm sharing this information with you for two reason.
First of all, I want you to see, and understand, how
you can actually earn that seemingly elusive six-figure
income. It takes just a little thinking outside the
box. Secondly, if you follow my advice and sign up
as a customer for the greeting card service, I earn a
commission. It's a multi-tiered affiliate program that
you can sign up for and earn commissions from too.

To get full details on how to sign up as a representative
with this company, simply visit:
http://SendOutCards.com Click on the link labeled
"Income Opportunity" to find out how to become a
distributor. Be sure to click on the link at the very
bottom of that page to have the commissions explained
to you. The system will ask for a referral number there.
Enter 2663. That's my referral number.

Back to thinking outside the box... I do sometimes
purchase co-registration leads. I don't always use these
in the way most people do. I sort the database of
10,000 - 25,000 leads (which is the size batch that
I buy) by state. I'm looking for all of the leads that
are from an area near the event that I'm promoting. These
are leads that are very fresh (usually less than 10 days
old) and that have indicated they have started, or are
interested in starting, a home-based business. I simply
upload those that are near the event and subscribe them to a
campaign I set up JUST for them.

I know... you're thinking, that could get expensive.
However, let's say that you find 1000 leads in that
database that are within a convenient distance for driving
to the seminar. If you're making $500 - $1000 for each
seminar seat that you sell, you don't really need to make
many sales for the campaign to pay off. You just have
to "know your numbers" and test small at first. What
you’re testing is the wording of the messages and quality
of the lists.

When I send cards to these leads, I also include one card in the
series that explains how they can profit by getting into the
greeting card business. I earn $150 for each new representative
that I sign up and fully train. The training is mostly automated.
That means I could actually spend up to $150 for each new
representative I find and still break even. As you can see, you
don't need very high percentages. The greeting card system does
sell itself to enough people to make it a no-brainer for me to
even mail to purchased leads. Again, you do have to watch the
quality of your leads.

This system can be used to sell all types of big ticket items
such as courses, video or CD sets, coaching etc. The key there
is to mail the cards, generally with a "discount coupon" to
people who already know you... your list members. This also
means that you need to break with tradition a little by asking
for more than just name and email address on your signup forms.
On some of my signup forms (from select sites) I do ask for full
address and even birth date. Why do I ask for birth date? So I
can send them a birthday card of course.

If your prospects see the value in what you are offering, they
will often give you their full contact information. You just need
to ask for it.

Another secret... the Send Out Card system can be programmed to
send a card automatically on a person's birthday, or it can just
send you a reminder. It's the ultimate high-touch marketing tool,
and secure on-line contact manager, that takes surprisingly
little time to use. People like it when you remember their
birthdays... sometimes you may be the only one who does :-)

I've just shared with you something that will allow you to
totally trounce your competitors. Chances are that even if your
competitors are reading this very same article, you can still out
market them because most of them won't use this information.
It's human nature. Your competitors will see that what I've just
shared makes perfect sense, and they'll think “someday.”
Meanwhile, you take action and soon discover yourself with more
money in your checking account than you use to make all year.

As you can see, making that six-figure income isn't hard. It does
take doing just a few things differently from what everyone else
is doing. It takes theability to think things through, evaluate
the risk, and then take action.

“The ball is now in your court!” If you didn't fully understand
the plan, you can email me for clarification. Use
willie@williecrawford.com :-)

I've just shared with you one of numerous ways that I "think
outside the box" and separate myself from the pack. I'll be
sharing a few more at Joel Christopher's and Ted Nicholas' Double
Birthday Bash, March 18th and 19th in San Antonio, Texas. I'd
love to see you there. You sign up for this mega networking and
learning
event at: http://WillieCrawford.com/birthdaybash.html

YES - After you've registered, using the url above, send me an
email and I'll rebate 25% of what you paid. I do practice what
I teach.

-------------------------------------

Willie Crawford is a corporate president, published author,
seminar speaker and host, tele-seminar speaker and host,
retired military officer, karate black belt, Master Network
Marketing Trainer, and lifetime student of marketing. He shows
people how to actually generate substantial income on-line
using very simple, easily modeled systems. An example of
such a system that you can study and duplicate is at:
http://ProfitMagician.com

============================================================

Posted by Willie Crawford at March 9, 2005 11:53 AM

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Willie Crawford's Marketing Insights

Tips, techniques and insights pertaining to Internet marketing by Willie Crawford

March 09, 2005

How To Sell More Big Ticket Items, The Real Key To A Six Or Even Seven Figure Income

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