The more you can increase the value of what you’re selling, the greater your value proposition becomes, and the more you’re going to sell.

There’s one very easy way of doing this, but most people don’t take the time to do it, I think… because they get a little confused or scared about how to present it. Also, since it has to do with mathematics, and since many people aren’t comfortable with math, this instinctively gets ignored.

Let me show you a simple way you can use this technique.

If you are selling something that either helps people increase their income or saves them money somehow, the first thing you need to do is to show them the math.

So for instance, if every transaction you do yields $300, and it’s very reasonable that you can do one transaction a day, then you say something like this:

“Look, I can’t pretend to sit here and assume you’re going to be able to do this every day — after all, not everyone is that motivated, and some people just don’t have the time. But… let’s say you’re just going to do this on a part-time basis and you’re only going to complete two of these projects every week. You like your free time and this is just a part-time side deal for you.

Let’s say you’re only going to do 2 of these each week, and you’re going to take one week off every month. That means you’ll be making an extra $600 bucks each week, 3 times a month, for a total of $1,800 a month.

In just six months, that’s an extra $10,800 dollars… over a year, that’s more than $20 Grand! Not bad for a part-time gig, is it?

In just two years, that’s $43,200 dollars extra, part-time! (doing only 2 deals a week!)

Can you see where I’m going with this? The possibilities are endless!”

Now, can YOU see where I’m going with this? The possibilities really are endless, right?

So what have we learned here?

One, work things out from soup to nuts. Meaning, do your math…

Two, show your prospect how easy the math actually is…

And three, work the math out over an extended time period.

How long?

Long enough to make it real, but not so long it’s not imaginable.

Just the same way you can’t tell someone they need to burn 70,000 calories to lose 20 pounds, you can’t tell someone “over the next 15 years you’ll make…” In today’s day and age, sometimes even talking about next week is too much of a stretch for many people.

You get my drift, right?

Remember, the more you can increase the perceived value of your offer, the more people will respond to it.

Now go sell something, Craig Garber

P.S. How to get rich… and stay rich: http://www.kingofcopy.com/ssnl

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The other day we talked about getting paid up-front, and how critical this philosophy has been to the success of many businesses, specifically H. Wayne Huizenga, the founder of Blockbuster Entertainment, AutoNation, and Waste Management.

But the thing is, when you put your mind to it (or should I say “if” you put your mind to it), you can figure out how to use this concept in almost any business.

For example, there are a couple of brothers up in Portland, Maine — the Ready brothers, owners of Ready Seafood — who’ve turned their mundane Lobster business, into a personalized lobster food-gathering service, simply by pre-selling their catches.

They’ve completely re-positioned their business. Instead of them selling you lobster catches, you now get your very own lobster trap, and you’re entitled to all the fresh catches from that trap during the entire lobster season. Not only that, look what else you get:

• Own a lobster trap and all of the lobsters caught in it
• Monitor your catch online
• Ship your lobsters to whomever you choose, wherever you like, whenever you want
• Have your own lobsterman (They post periodic blogs so you are up to date with what’s going on and you “know” who they are.)
• Support the working waterfront and marine education (10% of profits go to the Gulf of Maine Research Institute)

See, by getting paid up-front, not only have they eliminated cash-flow as a problem, but they’ve changed the entire positioning of their business.

How can you get paid first, and perform after? Figure this out and you’ll make major leaps forward, very rapidly.

Now go sell something, Craig Garber

P.S. If you want to learn “positioning,” check out The Seductive Selling System. Not only will you learn how to position yourself at the top of the mountain, but you’ll also discover how to push ALL your prospects emotional buy-buttons as well. Make 2008 your best year ever, once-and-for-all, and get it right here: http://www.kingofcopy.com/seductive

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For 16 years I lived just outside of Fort Lauderdale, in a town called Plantation.

And one of the most famous businessmen to come out of Fort Lauderdale in recent times, is a man of Dutch descent named H. Wayne Huizenga. Through aggressive business practices, and an obsessive work ethic, Wayne Huizenga has amassed a veritable fortune for himself, and a slew of accomplishments to go along with it.

For example, Huizenga is the only person to build THREE Fortune 1,000 companies: national trash hauler Waste Management… video conglomerate Blockbuster Entertainment… and the largest car dealer in the country, the no-haggle AutoNation.

He also owns the Miami Dolphins (and Joe Robbie stadium) and he used to own the the Florida Marlins baseball team and the Florida Panthers hockey team, which means he’s the only person to ever own three different sports teams in one marketplace (two of them have won National Championships — hint: NOT the Dolphins).

Now take a look at these three businesses and the industries they are in:

Garbage… video rentals… and used car dealerships.

Can you figure out the one thing they all have in common?

Try and guess now…

Nope, not recurring revenue — but that’s a good guess…

Nope, not labor-intensive — but that’s another good guess…

Can you figure out what it is?

No?

O.K., I’ll tell you. The one thing each of these businesses has in common is that they get the money FIRST, before they deliver their products or services.

Make sense?

See, one of Huizenga’s philosophies is to get involved with businesses that have no receivables in them. And when you don’t have a receivable balance to watch, cash-flow is not an issue and “client financing” and “customer management” are not issues either.

And this is one HUGE headache less you have to deal with, isn’t it?

So you see why “get the money first” is good, no? Frankly, it’s one of the reasons I went into publishing.

Now between today and tomorrow, I want you to try and figure out how you can “get the money first” in your business. I’ll post any good ideas sent into me, and I’ll also tell you a story about a very unusual business that’s also profiting because they are “getting the munney first.”

Now go sell something, Craig Garber

P.S. ONLY ONE DAY LEFT!

Would you like to generate more pre-qualified leads? Leads who are pre-disposed to working with you and who are eager and excited about giving you money?

Or do you have a particular issue about generating leads in your business that’s been frustrating you? Would you like me to PERSONALLY fix this for you, one-on-one? If so, then you MUST be on the FOUR HOUR lead generation teleseminar I will be hosting TOMORROW, December 12th. You get to participate on this teleseminar FREE, when you order Lead Generation Explosion — but beware, you have about a day left to do this!

If you are serious about your business, and about attracting better quality clients, then don’t walk, but RUN and JUMP on this RARE opportunity to have me working directly on your business by going to http://www.kingofcopy.com/leads

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If you enjoyed this, feel free to pass it on to a few of your friends and business associates. Or, simply have them subscribe themselves! Send them over to http://www.kingofcopy.com

So here we are, rapidly burning down the candle towards everything that makes up Christmas and New Years celebrations.

This is a VERY important season for retailers. Did you know, some retail stores do nearly 75% of their sales in just the last 60 days of the year alone?

It’s true! Christmas season for retailers is equivalent to Mother’s Day for florists and restaurants.

And the biggest ripoff this holiday season? No, it’s not toys from China — the only thing you lose there is your health, not your money — and I’m talking about financial ripoffs here…

Can you guess what the biggest ripoff is?

Yes?

No?

O.K., then I’ll tell you. The biggest ripoff is… Gift Cards!

Here, take a look at the stats on these things. Some of them aren’t even worth the plastic they’re printed on!:

For starters, it’s estimated that over $100 Billyun (yes, that’s Billyun, with a “B”) worth of these things will be sold, yet… approximately 10% of these cards will never even be redeemed!

That’s $10 Billion dollars worth of “free money” for many retailers. Money that was handed over, yet no goods were exchanged for it in return.

In addition, some of these cards have transaction fees and expiration dates that either reduce or completely nullify the card’s value altogether!

Sounds fairly one-sided, doesn’t it?

Just another rip-off, right?

No, in reality it’s not.

See, no one’s twisting anyone’s arm, telling consumers NOT to use these cards, and to instead to let them get lost at the bottom of their kitchen drawers… and no one’s forcing people to buy cards that have rip-off fees or hump charges in them, either.

The only people who call this foul play are the same people who expect someone else to bail them out whenever something goes wrong. Car breaks down? Why me!

Lose your job? Government should get you a new one, right?

Can’t make your house payment — it’s the lender’s fault. I thought I could own a 7-figure home and just pay $1,500 a month forever.

Right?

Capitalism is never bad, as long as everyone is laying their cards out on the table. Ignorance isn’t bliss, and as you know, it generally comes with a price as well. Hopefully, for most of us, we only have to pay that price once or twice — that’s called “tuition.”

If you find yourself paying it over-and-over again, that’s called “careless.”

Gotta go, have to run and go buy my mother-in-law her holiday gift card…

Now go sell something, Craig Garber

P.S. If you’re a capitalist too, and you’re concerned about stuffing as many greenbacks into your big fat wallet as is humanly possible, then you do NOT want to miss out on the article in Seductive Selling, about Upselling and Cross selling, where I show you FOUR sneaky strategies a VERY well-known publisher uses to make a small fortune! Test-drive it FREE and get $1,391 in bonus gifts, including not one, but now TWO FREE marketing critiques, right here: http://www.kingofcopy.com/ssnl

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If you enjoyed this, feel free to pass it on to a few of your friends and business associates. Or, simply have them subscribe themselves! Send them over to http://www.kingofcopy.com

Peter Drucker, who died at the ripe old age of 95 just a couple of years ago, was an influential business thinker, economist, and a university professor.

Drucker was famous for a number of his theories, including:

His theory about simplicity, which said, “Corporations tend to produce too many products, hire employees they don’t need (when a better solution would be contracting out), and expand into economic sectors that they should stay out of.”

Which meant, stick to the basics, and what you’re good at, if you want maximum success.

Another one of Drucker’s theories was that a company’s primary responsibility is to serve its customers and to provide the goods or services which the company exists to produce. In what was probably NOT a very popular comment, Drucker felt that “profit” is NOT the primary goal of business, but rather an essential condition for the company’s continued existence.

I’m not sure I agree with this comment, but I do agree profit won’t come unless you consistently provide and deliver the best (or best perceived) goods and services to your customers. Focusing on profit alone won’t create profit, since it’s merely an end product of what you create.

Hopefully for you, a HUGE end product.

Now here’s one thing Drucker said that is true. He said, “Whenever you see a successful business, someone once made a courageous decision.”

And this is why so few people actually succeed. Because, you see the “courage” part of the decision, isn’t in the decision itself, it’s in the action part, and the consequences part. If you’re not where you want to be, then chances are OUTSTANDING, you haven’t made enough (or any) courageous decisions. And if that’s the case, all the economic theories in the world won’t help you, because only YOU… can change… your future.

Now go sell something, Craig

P.S. TWO DAYS LEFT!! This month’s Audio Success CD Interview is with Brian Deacon, Bill Gates’ (yes THAT Bill Gates) former global VP of marketing, and… a man who went from literally ZERO, to a new business with a expected gross sales of $3.5 Million next year. Listen to this interview with your FREE test drive of the Seductive Selling Newsletter, right here: http://www.kingofcopy.com/ssnl

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If you enjoyed this, feel free to pass it on to a few of your friends and business associates. Or, simply have them subscribe themselves! Send them over to http://www.kingofcopy.com