Here is a link to Harvey Brody's report.
 

We removed this report from SowPub at Harvey's request. However, it is still posted at infomarketing. Here is the link:

http://infomarketingblog.com/images/...ion_Report.pdf

If you are serious about Toll Positions, this may be all you need.

Gordon

Increase in conversion rate by 400%
 

While I was at Lawrence's blog, at informarketing dot com, I took the time to read a few of his most recent articles.

You should read about www.voices.com

Visit the site and I want to point something out, something I wrote about back in 1998, I called it the "perfect" web site, which offered a binary matrix, a series of choices between two items.

This site seems to be a very good template for implementing this binary strategy.

IF you listened to Spiders, Snakes and Mice, OH MY...you'll remember I was taught at 9 years of age, to ask

WHICH...NOT IF.

I offered a choice of flowers, "Would you like a yellow or purple bouquet?"

NOT, would you like to buy some flowers?

Study www.voices.com and brainstorm...is there a way YOUR product or service could be "split in two" and/or be made into a choice of this and that?

I think this is an excellent site, and thanks to Lawrence Bernstein for pointing us to this.

Gordon Jay Alexander

PS. The total "look" of a Binary Matrix resembles a pachinko machine, but there are only two "gates" or paths to go on, each path gives you more information about the person.

It's called the "WHICH-PITCH"!
 

Us "ol'-time" direct sales guys use this in all our presentations.

Instead of giving prospects a Choice between....
a) Buying what we are selling
or
b) NOT buying what we are selling

....we learned long ago to give our presentation and at price-time, instead of offering a choice between something or nothing....we gave a choice between
a) Program A
or
b) Program B

As an example; With my latest Ad program (Placing Ad Sheets on Pizza Boxes)....instead of saying, "You can be on 10,000 Pizza Boxes for $490...less than 5 cents a box!" (A choice between paying $490 and nothing) I say; You can be on 5,000 Pizza Boxes for $290 (5.8cents per box) or 10,000 Boxes for $490 (4.9cents/box)....WHICH would you prefer?

And....here's the really neat thing about the "Which-Pitch"....if I offer No choices, just $490 or nothing, I have nothing to "drop back on". You can't drop back to zero.

So...if I get an objection for 10,000 for $490....I drop back and offer 10,000 for $290 (less than 3cents ea).............IF they give me their decision NOW! I can make good money at $290 AND....usually walk out with an order.

If I were to offer 10,000 for $290....a choice between something and nothing, I would NOT close as many deals as I would by offering $290 for X and $490 for X+.

Can you see the psychology here? It's powerful!

You can use it with almost anything you're selling.

This technique I call, The Drop-Down!

So....using a "Which-Pitch" and then the "Drop-Down", if needed, will help you close more sales.

Ex: "OK! You can have the washer for $800 and the 3 year warranty for $150 for a Total of $950". What's that? You say you want to "Think about it!" Well....tell ya what I'll do! if you take the washer RIGHT NOW, THIS MINUTE for $800, I'll toss in the 3yr warranty AT NO CHARGE!" OK?

See what happened? I built "value of $150" into the warranty....then, when they wouldn't go for it....I tossed it in PROVIDED they bought NOW!

Don Alm....."Sales Professor"

Re: Here is a link to Harvey Brody's report.
 

Gordon,

I've used "The Split" strategy at my site, MyLittleWhiteMug.com, with tremendous results.

I offer my product by giving 3 options to buy, along with 3 different package offers. I've also used the strategy to show the best first.

But I've taken it a step further. I have a hidden page and each package is still offered with a greater discount for the buyer. But if they want the offers from this page they are going to have to do some detective work to receive the reward.

I would also add that studying Underhill, Brennan and Linstrom's research takes "The Split" to a whole different level.

Re: Here is a link to Harvey Brody's report.
 

Thanks Gordon,

my name is Mike and i'm new to your forum.

I found it while searching for info Harvey Brody and the toll Gate / Toll Position concept.

You guys got some great info here. Thanks to all posters ...*-).

If i got the info right there was an older course of Mr. Brody on the topic and he and you are preparing a new course now.

Can you fill me in what this course will cover? Is there a table of contents? Will it by made publically available? When will it be released approximately?

Do you perhaps know of any other material dealing with Toll position, Harvey Brody's concepts / manuals or similar stuff you could point me to?

That would be a great help,

Thank you in advance

Mike

Mike, here are some details for you
 

Hi Mike welcome to the forum. We've been at it here for 10 years now and we're picking up steam, 2010 is going to be our best year ever.

Let me answer your questions.

Harvey Brody is an amazing guy and he's been around since the mid 50's. Back then he worked with the top talent in mail order, direct marketing, manufacturing, import/export, etc.

He taught his course at universities in S. Calif, and his students include a Who's Who of professionals like Jay Abraham, Ben Suarez, Joe Karbo and many others. He did publish a course, in fact, several of them, but decided to move on to better things and got out of the publishing business.

Although he is, perhaps, best known for his TOLL POSITION technique, that is just one of his little known money making strategies.

The "problem" of getting his strategies and methods out to the public is/was... he wasn't very motivated. Unlike many of the gurus who have to sell products and keep constantly selling themselves, Harvey doesn't need nor want to do that. He closed down a very profitable publishing business just to rid himself of employees. Today, he works with his wife and daughter and has NO employees.

I have been in close contact with Harvey for the last few years, however, I've had some health problems and I'm currently trying to 'restore' my health and don't have the time to work with Harvey.

HOWEVER, he is developing a product, I think it is going to start with a video and then offer the course material.

I don't know exactly what is going to be in it, I do know that Harvey is very BIG on mindset and strategy at the Set UP, he thinks everything through, "pencils it out" and looks for roadblocks, BEFORE he ever begins a project.

His expertise is especially vivid in International Acquistions, Specialty Products, LICENSING (which is where I've refocused my efforts), and Control of products.

His experience spans manufacturing, direct marketing and out sourcing everything.

What he is doing today is light years ahead of what he taught in his course, however, the course contains concepts and principles that you can't find anywhere else.

Read his 'report' I've linked to, and it contains a LOT of how to, and what to.

I believe Dien Rice is now working closely with Harvey Brody and he will announce any new developments in the development of new information. I'll be glad to answer any questions that I can regarding the OLD material, however, I think that much of that information is here in the archives of SowPub.

Harvey Brody is ADVANCED marketing, he does NOT give you the same old lame old methods...and most of the so called gurus don't have a clue on how to get and hold onto a good TOLL POSITION, consider he's had over 50 years of continuous success with just ONE of the many products he controls. That kind of history and longevity just doesn't exist, I can think of only 3 guys who have withstood this long test of time besides Harvey. Melvin Powers, Jim Straw and Ted Nicholas.

All Masters in what they do, and we can learn much from these Old Timers who have been around and have shown us the way.

Gordon Alexander

Re: Here is a link to Harvey Brody's report.
 

Thanks a lot Gordon.

Sad to hear about your health issues. Get well soon.

Mike