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A Forgotten Secret Marketing Tool
By Terry Williams

The SENSIBLE way to Earn Repeat Monthly Income Receive our free, no-obligation literature which shows you how to develop a profitable home business with high-demand products and services pruchased regularly by others in home businesses. Send for your free copy today! Hamilton A. Plummer - T.H.A.P. Enterprise - P.O. Box 7768 - Washington, D.C. 20044-7768 Fax-On-Demand: 508-992-2376 - Doc.#1010 (3/97)

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FREE REPORT "How I got 15 Free Web Pages on the Internet!" How YOU can get Free Pages, too! This Report is FREE! Send this ad to: Christensen's, 999 N. W. Sycamore Ave., Corvallis, OR 97330 (Or E-mail: GChrist95w@aol.com ) (3/97)

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HOME BUSINESS REVOLUTION SWEEPS ACROSS AMERICA Earn $2,500 /wk filling orders for: NATIONAL BRAND MANUFACTURERS Kellogg's - Betty Crocker - Nabisco - Kraft - Oscar Mayer - Folger's - Minute Maid - Quaker - Lipton - Pillsbury - etc...National Manufacturer's distributed over $427 billion in GROCERY COUPONS last year and you can NOW become a Distributor's Rep.!! IMMEDIATE CASH FLOW SEND: S.A.S.E. + $6.00 SHIPPING & HANDLING for an application and a FREE start-up kit...with easy step-by-step instructions of all sales dates for triple coupon redemption at all supermarkets nationwide!!! SEE: www. coupons@azink.com APPLY: National Brands Coupons 806 W. Turney, Dept. M, Phoenix, AZ 80513 (3/97)

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SAVE UP TO 90% EARTH FRIENDLY CLEANING AND AROMATHERAPY PRODUCTS Full Money-Back Guarantee!! Free Gift with Purchase - Free Distributorship - Free E-mail Newsletter - For FREE info write: K.B.P.D. - Dept. TRGT - 118 Green Pine Way - Easley, SC 29642 http://www.putpeel.com/kbowen.htm (3/97)

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CASH BACK! when you order our big mail. Rush $1.00 Now! Publisher: D.L. Hatfield - Box 187 - West Baden, IN 47469 (3/97)

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THE MISSING LINK GOD'S "HEALING OILS", truly one of the greatest gifts to mankind. They are Immune Stimulating, Antiseptic, ANTI- viral-infectious- bacterial- microbial -tumoral- fungal- cancerous. Anti-oxidant are 60% more powerful than Pycnogenol. 84 "Super" colloidal minerals! Free Doctor's Tape: 1-800-550-6223 JL, 723 New River Dr., Jacksonville, NC 28540 (3/97)

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OPPORTUNITY KNOCKS! $50,000 YEARLY THROUGH DIRECT MAIL NETWORKING. Details for this ad and one f/c stamp: GARRISON ENTERPRISES, USNG# D00053, P.O BOX 347, MONETT, MO 65708 (3/97)

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"RESTORES" for stressed, depressed, addicted, add/adhd, insomiac, persons. Safe, natural alternative to harsh drugs. Nutrition therapy for the brain. Info. line 800-737-8161 Fax-On-Demand 908-521-0393 Ext 177 Use ID# 547-120 (3/97)

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NETEL LONG DISTANCE PHONE SERVICE, 9.9 cents/min. 24 hrs./day 7 days/wk. Start with a $100 bonus. Use ID# WR 120292 Ph. 888-333-8353 (3/97)

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"BYPASS BANKS" with their Run-arounds, Restrictions, Rejects and Red Tape. We offer Mortgages and Loans of All Kinds By Mail. Fast and Simple. Send LSASE for Full Information to: STAN BROOKS, 144 HC 31,PHIPPSBURG, ME 04562 (Good in USA only) (3/97)

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ESCAPE THE RAT-RACE! Join Great News International the GREATEST HOME BUSINESS in the world today! FREE DETAILS. CALL:(800) 576-5019 TODAY (3/97)

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TAHITIAN NONI JUICE is highly regarded for its medicinal qualities. For personal use! To make money! Or both! FREE DETAILS. CALL: (800) 576-5019 TODAY (3/97)

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EARN $5,000 + PER MONTH - Part time as a member of Ultimate Success Network Group FREE DETAILS. CALL: (800) 576-5019 TODAY (3/97)

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FREE NUMBERS, LONG DISTANCE AND PREPAID CALLING CARDS. Use or market as Agent. FREE INFO (800) 576-5019 (3/97)

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NTERNET ADVERTISING You don't need a computer! FREE DETAILS. CALL: (800) 576-5019 TODAY (3/97)

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TURN A $39.00 ANNUAL SUBSCRIPTION INTO $2600 OR MORE A MONTH! Let us show you how. Send $1.00 P&H ($2.00 outside U.S.) Details: J.F. REINBOLD, POB 424 DEPT. 1188-9, MORGANVILLE, NJ 07751-0424 USA. Have a Fax? Call 914-888-2425. Ask for Doc.#408 (3/97)

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FREE SUBSCRIPTION to "E-SAPP MAILER." New E-mail advertiser with the possibility of becoming an e-mail newsletter. Sent via e-mail message with "SUBSCRIBE" in the subject line to MailLee@AOL.COM. http://www.bbac.com/n1068.htm (3/97)

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TEN ADS FOR FIVE DOLLARS! Ten 1" or 2" Ads in "THE FREEDOM OF SPEECH ADSHEET". Now Just $5.00 and 5 F/C Stamps. MICHIYO HORIKOSHI, 31 WEST 71ST STREET #404, NEW YORK, NY 10023 (3/97)

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FREE REPORT! "HOW TO AVOID MAIL FRAUD" Our sixth year helping people succeed in mail order. We GUARANTEE your satisfaction. DANLEE MARKETING, P.O. BOX 616W, PUTNAM, CT 06260 (3/97)

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MAKE " $1,000,000 IN A 100 DAYS" GUARANTEED!!! Or else my company will pay you $100 Cash for trying. Absolutely LEGAL, Easy & Fun to do, no gimmicks! Send $3 for Shipping & Handling of Package to: MAYCHIC INC. 545 8TH AVE., SUITE 401, DEPT. 1TE, NEW YORK, NY 10018. (5/97)

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THE "NET" CLUB Ultimate, Internet Advertising/MLM, with automatic downline builder http://www.bbac.com/n1005.htm (05/97)-O.K. OPP.

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FREE DETAILS! Earn A Monthly Income Of $4,000.00 Or More Just By Giving Away Free Calling Cards. This telecommunications company is dedicated to you success.. We offer a low, flat long-distance rate as low as 8.9 cents per minute and can earn as much as 24% on your customer's calls each month...Free auditing plus so much more...Send for details.. LSASE...to: ZSL, 5901 Montrose Rd. #1104N, Rockville, MD 20852-4705 (08-97)

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9-To-5 TERMINATOR (Fast monthly income) Mention this Ad for details. D.D. Palmer, 706 U 754 N.W., Lincoln Hillsboro, OR 97124 (05-97)

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WE PAY $10.00 CASH For Each Name You Send Per Our Instructions. It's Easy And Fun! Rush LSASE To: Creative Programs PO Box 6214 Clearwater, FL 34618 (05-97)

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Postmaster Found Perfect Opportunity! Join with me today. First call our Information Line at: 1-800-677-1207 ext. 1287 Then call my number and leave your name and address: 1-800-790-8061 (05-97)

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How To Collect TV, Movie, Sports & Music Celebrity Autographs FREE By Mail Booklet Send $5 for easy to follow instructions and celebrity address list. Ace Coffin Records PO Box 193 Winterport, ME 04496 (05-97)

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THE ULTIMATE DATELINE!! Meet New & Exciting People Locally Or Nationwide. Listen Or Record Personals, Leave Personal Replies, Talk Live One-On-One. Call: 1-900-860-7444 EXT 353 $2.95/Min 18+ Ttone Only. 24 Hrs. Avalon Comm. 305-525-0800 (05-97)

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The "Net" Club - No Computer Needed! Your own FREE Web Page and Internet Advertising. Earn up to $4,113/Mo. from 3 wide x 6 deep MLM. Send 2 F/C Stamps for Complete info to: The "Net" Club, ID# N1005, P.O. Box 2508, Calcutta, OH 43920 (3/97-Shanks)

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NCREASE YOUR WEEKLY INCOME! With $10 And $5 Bills Daily In Your MAILBOX. Monitored Plan Turns $5 Into $500,000 All CASH In the Simplest & Easiest Way Imaginable. Details Send (LSASE): OPP. Box 501 Hixson, TN 37343-0501 (03-97)

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Help save the Rain forests. Every time someone purchases RainForce products from Life Plus- they help preserve Nature's largest Natural Health "laboratory". WonderGel - for relaxing, deep penetrating, pain relief. Also effective for sinus headaches. (05-97)

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Hot New Product, The Final Drop Dispensing Cap sells like wildfire at Fleamarkets. Get you share of the profits! For FREE information and wholesale prices e-mail WiseChoice@Juno.com (03/97)

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YOUR AD HERE
For Millions To See!
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Your Classified Ad Here Only 60 cents per word. For a Full Month. . . Plus Back-Issues!
E-mail to:
HomeMoney Classifieds

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Follow Up Marketing takes on two separate entities. First there is follow up with your existing customers and second, there is follow up with your potential customers. Many online marketers out there do not use these two tools to their benefit and it probably costs them thousands of dollars every year in sales and profits. So lets take a look at these two methods of marketing and find out how to use them to your benefit in your marketing efforts.

Follow Up With Existing Customers

There have been quite a few studies completed on this topic and the underlying message they reveal is that many businesses do not follow up with their existing customers. Take a moment with a piece of paper and pencil and figure out your advertising and marketing costs. Make a list of where you advertise your product or service. Most of you will have on your list, newsgroups, online classified sites (both free & paid), newsletters, web sites, banner advertisements and also regular newspaper classified advertising.

Now just take one of these advertising mediums. For example, newsgroups, since thousands currently advertise on them and they are free. Well not necessarily! Even though it doesn't cost you to place the ad, there are other costs you must consider. There is your Internet Access, your time to write the advertisement and sales letters and your time to access the newsgroup and place the advertisement. So lets say, for example, that it costs $19.95 for Internet Access and 10 hours to write your advertisement and sales letters and 1 hour to access and place your advertisement on the newsgroup. Bill your time at $20/hr. That totals $239.95. That's quite a bit of money right!

Now lets say you make some sales and created $500 in profits from those sales only considering the cost to produce and ship your product. Now take out the advertising and marketing costs of $239.95 and you made $260.05 in profits for those customers. Not bad for one day! But don't forget about the $239.95 as it cost you that amount to get those customers. The point here is that it costs every business quite a bit of money to create a sale and a customer.

Now you just added a new product to your product line and begin to advertise it just as your other product. Those costs we just discussed might be a bit lower as you don't have to spend as much time on preparing advertisements and sales materials since your getting better at advertising and marketing. But your response might be lower, because it is a new product, increasing the costs of advertising and marketing the new product.

Why not lower your costs and have a better than average chance to produce more sales? How you ask, by FOLLOWING UP with your current customers. Don't you like to shop at the same places? Yes we all do because if we are treated right and received a good product or service, then we will come back and buy again and again and again. However, many online businesses seem to forget to send out a mailing to their own customers! These are people who determined that your initial product and company were better than your competition and bought from YOU! So ask them to buy again! You can make special offers to existing customers or whatever marketing offer you want, but DO NOT FORGET THEM. You increase your chances of repeat sales which will lower your advertising costs and create more profits!

Simple, effective and powerful, following up with your customers WILL produce results.

Follow Up With Potential Customers

Now the second piece of the secret, following up with prospects. This is where I get quite a bit better closure ratio than I do from my initial offer. I receive responses every day telling me that they became my customers mainly because they received some follow up. My customers go on to tell me that they look at many different offers and many businesses just email the information and they never hear from them again, while I take the time to follow up a number of times. Many potential customers like this type of carefully planned, understanding marketing technique. It shows that you are concerned about your business and want to create happy customers instead of looking for the quick buck.

You need to take some time and make some initial decisions in developing your follow up process as you don't want to make your prospects feel as if they are being harassed or pushed into making a decision. So let me give you a few tips to go about following up with potential customers that I have found very effective.

1. Determine the number of times you want to follow up with each prospect. Base your decision on your pricing and degree of difficulty in explaining your product or service. A general rule of thumb is the higher the price and complexity of your product or service the more times you will need to follow up.

2. Determine how often you want to follow up. The same rules above apply here. You want your prospect not to forget about you but you also want them to have some time to consider your offer.

3. Set up a follow up tracking system. Make a system of exactly how you are going to set up your follow up system and how to keep track of what your are doing and where you are at with each prospect.

4. Develop your follow up letters. Take some time and carefully write these letters. You want to pass along to your prospects that you are only trying to ensure they fully understand your product and offer so they can make an informed buying decision. Don't use hype, just provide facts and possibly add bonuses or special offers. Remind them they were interested in your product or service and requested information in the beginning of your letter and make your subject in the email something that refreshes their memory of your product or service. This will make sure they don't think you are sending them unsolicited emails.

5. Your last follow up letter. In this letter make sure you thank them for considering your product or service and let them know it will be the last letter they receive from you and take them out of your follow up files. If they want you to continue they will let you know.

6. Always honor the prospects request. If they ask for more information then by all means provide it and if they ask to be removed then make sure you do just that. If you don't, you will have just created some very bad press and they will let their friends know about it. Remember a happy customers tells 3 and a mad customer tells 10 and on the Internet you might even multiply that by thousands.

So there you have it a simple and effective marketing technique that is easily implemented and can produce incredible results. Don't let this become "A Forgotten Secret Marketing Tool".

You can receive this and many other useful profit making tools and techniques in my book "Discover Online Marketing Success: Electronic Marketing Success Secrets". To receive more details send a blank email to emsecrets4@intersuccess.com. Terry also publishes a free, bi-monthly, online newsletter "Internet Marketing Issues". For a free subscription, email SubscibeIMI@intersuccess.com, or visit http://www.intersuccess.com/imi/.

Copyright 1997 By Terry Williams & Associates. All Rights Reserved

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