What am I doing wrong?

Dear Group,

Can you help me? Do you have some good tips? I'm trying
to get started with an Internet business. But nothing
is happening. No money. No business.

I'm doing something wrong. I've done a lot. But most
probably the wrong things. Because those things didn't
bring me nothing.

I have got two businesses and a newsletter. The first
business is programming for AutoCAD. The second
business is e-books.

This is programming. I can write an AutoLISP routine
that creates an AutoCAD drawing within one minute. By
hand it takes hours, sometimes even days.

So an AutoLISP routine is a big time saver. I think I'm
offering a very good service. But I do more. I offer
this service free of charge.

It's like this. Somebody comes to me for an AutoLISP
routine. I write it and I give it to them. Free of
charge. They don't have to pay.

What I give to them is a trial version. It only works a
couple of times. It allow them to see how the routine
works. They can make up their mind.

If they want to keep it then they can come back to me.
I'll ask them to make an investment and then I give
them the full version.

Do you see that? People coming to me don't take any
risk. They only make an investment after they see what
the AutoLISP routine does.

I have written a lot of books about AutoCAD, AutoLISP,
Microsoft Office, and Visual Basic. I'm selling those
books for $ 10 each.

Considering the information that can be found in the
books. I think the price is exceptionally low. Similar
books are sold for much more.

I didn't do much for selling the books. I wrote about
them in my newsletter. That resulted in two orders for
my books. Two. That's all.

I can go to AutoCAD message boards and post an ad for
my AutoCAD books there. That's a lot of work. I'm
afraid it will not bring much.

One of my books is about AutoLISP. My book is in fact
an AutoLISP course. This is something new I started. It
starts with a free course.

I invite people to send an e-mail to an auto responder.
If they do they will get a ten lessons AutoLISP course
at no cost.

The last message is an e-mail telling them that there
is more to AutoLISP. I suggest them that they buy the
book from me for $ 10.

I've got a lot of e-mail addresses of engineering
firms, architects, and AutoCAD users. Every day I
submit ten addresses to the auto responder.

I will also advertise this free AutoLISP course on
AutoCAD message boards. And I will mention it in my
newsletter. But is it going to bring something?

For the programming business I did two things. First I
was sending out e-mails to engineering firms,
architects, and AutoCAD users.

These firms form the group of firms I must target. In
the e-mail I wrote about what I was doing. I wrote
about the benefits.

I have send out about 500 e-mails. There was only one
reply. But the chief designer was out of the office. I
haven't heard from them since.

I wrote seven auto responder messages. Next I was
submitting e-mail addresses to the auto responder.
That's the last thing I did.

Again. Nothing. Nobody came to me. Nobody ask me to do
some programming for them. This again as a lot of
effort and no result.

I want to find new subscribers for my newsletter.
Lately the number of subscribers is going down. This is
something new I'm doing.

I had four articles about a subject in my newsletter.
I've put the four article on an auto responder. I'm
submitting e-mail addresses to the auto responder.

People get the articles. In the articles is mentioned
that they come for my newsletter. I invite them to
subscribe to the newsletter.

Just now I started with this one. I don't know whether
this gave me any new subscribes. But I'm pretty sure
this thing is marginal.

With all the things I'm doing I've put in a lot of
effort. To no avail. So I'm doing something wrong. But
what am I doing wrong?

I'm always looking for better ways to market a service
or a product. I haven't found any better way. Maybe you
could help me.

Give me some feedback.

Dear Jos,

Thank you for doing something very POWERFUL.

You ASKED for ideas & help.

You'll find the answers to your dilemma Right in Front of your nose.

Count the number of sentences in your request letter that START with "I".

How many?

I got 15.

You may feel a tad UP-set by this but...

"YOU" is the most profitable word in sales and marketing - ONLY beaten by "FREE."

You are using "FREE." (Good start)

You are NOT ASKING your subscribers and prospects what THEY want.

I

I

I

Nobody cares what YOU or I want.
Nobody cares what AutoLISP is. Or that you give it away for FREE.

You may wish to put a CHECKLIST on your wall.

LOVE
Fear
GREED
Pride
Guilt

These are the Emotions your prospects CARE about.

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

Please notice how many YOU's are in the ABOVE section - before you read on. Get in the habit.
We do follow our own advice. (Sometimes we forget too, though.)
===========================

Here is how to ASK.

How to create a Questionnaire. Based on what your prospects TELL you they want to READ. You write E-zines and books ONLY on those topics.

Step I - You ASK Prospects what the want.

Step II - You create and sell them that thing.

Sounds simple.

But it takes heavy duty EMPATHY and research to write the right ball-park questions and then ASK the questions and then ANSWER based on what they say they WANT.

Here's an actual Case Study that has made a client a few Extra $100,000. Conservative cuz he makes $50k profit from one home sale.

======================================
Can YOU Help Me Get Home Owners To
STOP SLAMMING Doors and Phones On ME?

A quick project for a foreclosure investor.

He complained scared home owners (Just told by the bank they are losing their homes) were SLAMMING doors in his face when he knocked and ASKED to buy their homes.

He didn't know what to do when 100's HUNG up in his ear on the phone.

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

We said, "Let's ASK the SCARED home owners what THEY want."

Gary said, "They won't TALK to me long enough to ASK."

We said, "No problemo. A millionaire mentor has already solved that problem. Here's what you say."

RING
RING

Hello?

Gary: "Yes ma'am. Can you HELP me? I don't want to waste your time. But I need your help!

Lady: What's wrong?

Gary: "My boss is CRAZY. He's out to get me. He's got me calling people on the phone to ASK stupid questions.

"Will you help me keep my job?

Lady now laughing: "Ok. Ok. What's so terrible
this big bad boss has you doing?

Gary: "Thank you. Well, see, he's running this BIG full page newspaper ad. And he wants to give away some FREE REports. You know. To sort of bribe people to call in.

"He's out having a beer. While I've gotta' call 100 home owners and ASK them which of his 25 STUPID Rpts is their Favorite.

"If I read down the list QUICK, can you tell me the one YOU like best? Then I promise I'll go away.

SMILING Lady - "Sure. I have a few minutes. Read me these STUPID Report Headlines.

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

Ok.

STOP.

As Gary reads down the headlines it comes out that his boss buys, sells, builds homes and apartments. But Gary never reveals he KNOWS the lady is in trouble.

In 72 calls the #1 FREE Rpt winner by far that foreclosed home owners wanted was:

"The 10 Biggest Mistakes Home Owners Make When Selling Their House & How I've Solved Them."

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

Now that we KNOW what the scared foreclosed home owners really WANT.

I wrote the Report. A non-boring Rpt with Pizzazz.

STEP II - Gary calls his 72 voters back to Thank them and offer to send them a Free copy of the Special Rpt. A Thank you Reward - for their help.

Not a cold call.

STEP III - The #2 most requested Report is offered at the END of their FREE Rpt.

IV - Yet another REASON WHY to call the home owner and offer something VALUABLE - they really, truly want.

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

This kinda' - sorta' REALLY - separates Gary from all the other rapscalians, sharks, lawyers and debt consolidation rodents harrassing the home owner.

They start asking questions and talking to Gary.

"You" plus "FREE" plus "ASK" are magic.

You can see we've gone on way too long in an effort to answer with a specific example.

So let's end.

You can see a letter full of "What's in it for you writing" - each of 4 audiotapes selling for $125 EACH at one of our current Ebay auctions.

"What Billionaires Know that Millionaires Don't"

A - We've been lucky enough to chat with a couple billionaires - Paul Meyer and Ken Varga

B - PLUS - Our 'billionaire watching club' finds dozens of billionaires DOING things they don't tell us about in their books. The secret BIG money stuff, of course.

Glenn Osborn
Millionaire Mastermind Marketing Association

P.S. - You'll notice - I'm not a hi-tech type. So the directions to the Ebay auction are here and in the optional link - below.

Something should work. (If not- my Ebay seller ID is gomarket1

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

http://cgi.ebay.com/ws/eBayISAPI.dll?ViewItem&item=2945996028&category=1468&rd=1


http://cgi.ebay.com/ws/eBayISAPI.dll...gory=1468&rd=1

Jos:

I answered that question in my October, 2000, issue of the "Business Lyceum e-Letter."

Maybe you'll find the answers you need there.

Jim


October 2000 e-Letter