Thursday, August 31  

How TV Ads Can Shoot Your Competitors Sales Through The Roof

How TV Ads Can Shoot Your Competitors Sales Through The Roof

As a manufacturer or distributor of products there can be huge frustration in getting your product in front of your target market.

I have a distributor client who sells a health related product who is so fed up with super-slim margins, no retailer support and slow payments from retailers that he has (successfully) started to go direct to the public for sales via his web site.

As one of the owners of this company I'd often go into sport stores and ask after the cooling vest. A sales assistant would - 9 times out of 10 - tell me they don't stock it and that they'd never heard of it.

(That was despite the fact that I knew they did stock it and that this very same retail chain insisted on a $15,000 'contribution' towards their product catalogue where our product was 1 amongst 100, and they'd also insisted on hugely expensive point of sales posters that they never, ever displayed.)

The Manufacturer & Distributor Have a Tough Job

You see, as the manufacturer or distributor you have to do so much more than just make it and ship it.

You need to provide as much support as possible - in terms of point of sales material, advertising 'support', sponsorships, staff training, etc.

But all that often doesn't filter down.

• Point of sales material isn't displayed
• Advertising support results in miniscule ads
• Staff turnover is so high, or they're so disinterested, that it's completely wasted

Another Great Example

I just saw another great example of this.

I saw a TV ad for a product I am interested in. It retails for $130. The TV ad said to visit the web site for stockists.

So that's what I did.

I visited the closest stockist - a 12 minute drive away.

A sales member told me they don't stock the product. And then she tried to sell me a similar/competitor product.

2 Things Here

1. If they do stock the product then they've lost the sale.
2. If they don't stock the product the manufacturer/distributor needs to revise their stockist list on their web site.

TV Ads Sell The Competitor's Product!

Either way, this poor manufacturer/distributor is spending huge money on TV ads to have a hot prospect drive to a store and then be sold a competitor's product!

The manufacturer/distributor must be pulling their hair out.

(And they'll probably get complaints from the stockist that I visited saying that the TV ads did nothing for the sales of that product!)

Cheers

Brendon

Labels: business marketing

Wednesday, August 30  

Top 8 Ways To Positively Influence Your Market

Top 8 Ways To Positively Influence Your Market

As regular readers might know I do a little public speaking here and there. From business groups to community groups to schools.

Next month I have a few speeches on:

• a local university
• a local school's Business Week (to the entire Year 11 grade)
• a Gala Awards night

You know, it's funny how it works. I hope the people who listen to my speech get the benefit. But I always get a terrific benefit from doing speeches.

• I'm positioned as an expert in my field
• I'm seen by tons of people who are my target market
• I (sometimes) get paid
• When other hear I do public speeches (like you reading this blog now I guess), their perception of me as an expert is often enhanced

The Perception Is Critical

The perception of you/your business as expert is usually a very positive thing. The key to influencing perception is education.

Can an education strategy help your business?

Top 8 List

Here's my top 8 list on educating your market in a very positive way.

1. Write a book
2. Do speeches
3. Write articles
4. Write a newsletter
5. Start a blog on your web site
6. Get a gig on radio- or start your own when your radio gig ends!
7. Implement a Public Relations strategy - check out show # 34 here
8. Get well respected people to talk about you

Cheers

Brendon

Tuesday, August 29  

$1 A Shot - Money To A Worthy Cause

$1 A Shot - Money To A Worthy Cause

We have a few clients wander into our office over the day and a few have tried their luck!

You see, we have a golf putting machine that you putt golf balls into. For $1 you get to putt 2 golf balls from a line in reception.

The money goes to a charity.

And if you get 1 of your shots in the hole (and it doesn't pop out!) then I'll give you $5 from my pocket.

It's 1 go per visitor - I don't want you practicisng and getting good :o)

Tina's been practising - she's down $1 today. Thanks Tina!

Cheers

Brendon

Friday, August 25  

Kachiiiiiiiiiiing - Jack Sinclair Cleans Up!

Kachiiiiiiiiiiing - Jack Sinclair Cleans Up!

My daughter is playing hockey tonight. My wife and son Harry are up the road watching her.

Jack, my great 13 yo son, rode his bike down to the office. You see, he helps out by doing the cleaning of the offices every now and then.

As he rode down the road in the dark he ran over what he thought was a mobile phone. He went back and, sure enough, it was.

We called the last number dialled and it was a young guy with his mate who were searching for the phone. They were in the area and called in to collect it.

One Happy Jack Sinclair

And here's one happy Jack Sinclair with $20 in his hand. $20 richer after the fellow gave him $20 for being honest. He's a great little kid and good on the guy for giving him $20.

Jack Wants To Waste It

He wants to waste it on something silly like camping gear.

I'm trying to talk him into coming to the pub with me now and spending it on beer.

Does that make me a bad parent?

Cheers!

Brendon

I Might Add Mel To The Brag Wall

I Might Add Mel To The Brag Wall

Here in the office we have what we call a 'Brag Wall' (pictured right).

In the reception area we have various things from clients hanging on the walls - framed letters, framed and signed photos, medals, framed and signed singlets and more.

David is a client of ours who owns Hammer Nutrition, a endurance fuel business. We've just popped up David's latest special on his site - which is a free t-shirt with every order above $100.

David Remembered Our Brag Wall

David remembered that we have our Brag Wall and dropped in a shirt for Mel to model for his site and a signed shirt for us to pop on our wall. Thanks Dave!

That's Mel modeling the signed shirt to the left.

3 Choices

I figure we have 3 choices:

1. Frame the signed shirt
2. Frame the photo of Mel wearing the signed shirt
3. Frame Mel wearing the signed shirt

I think I'll just frame the shirt - Mel's cooking is too good to miss out on!

Start A Brag Wall

I love our Brag Wall - it's a real source of conversation for people who come into the office.

And it gives visitors something interesting and relevant to look at (potential clients reading sincere thank you letters in the reception area is a good thing).

And it gives us a nice sense of a bit of history here in the business - after 8 years or so we have some interesting stuff up there.

Can you start a Brag Wall in your business? It's easy, cheap (we use $2 frames for our letters and certificates) and a real good thing to have.

Cheers

Brendon

Labels: business marketing

Thursday, August 24  

iPod Nano Racing Ahead

iPod Nano Racing Ahead

I've been meaning to get an mp3 player for a while now that records my voice. I think that would be real useful for making notes to myself.

Then I heard that Nike teamed up with Apple to produce a chip that works with an iPod Nano to track a whole range of things you do when you run. Sounds good.

I thought I'd hang out for that and then buy a microphone input to record my own audio (i.e. notes to myself, speeches, etc).

Can't Record With an iPod Nano

But you can't record audio with a Nano (as far as I can tell).

I have an iPod Mini. I purchased the attachable microphone jack last year for that iPod only to find it doesn't work on a Mini iPod. D'oh!

Technology Is So Advanced

Technology is so advanced that you'd think an iPod could record your voice. Methinks they can, but Apple is just jerking us all around so they can sell more and more attachments.

It's enough to turn me off iPods, but iTunes is just so darn easy to use!

Cheers

Brendon

Tuesday, August 22  

120,000 Reasons To Measure Your Yellow Pages Ads

120,000 Reasons To Measure Your Yellow Pages Ads

I just called into a client's business to say hello. Whilst I was there he mentioned he'd drastically reduced his Yellow Pages Phone Book advertising spend - from $120,000 pa down to the absolute minimum.

You see, this guy measures how his marketing is working - as we all should. And he found that over the past 2 years he was spending $120,000 on ads for gross sales of $146,000. That would mean a bit fat loss based on his margins.

My client is in an industry where I'd have thought Yellow Pages would work really well - but it hasn't.

Are you just assuming your advertising is working?

It's easy to check - just ask every single person who buys from you "How did you hear of us?"

Simple. Effective. And can save you $120,000 per year.

Cheers

Brendon

Monday, August 21  

If You Want More Email Readers Don't Do This

If You Want More Email Readers Don't Do This

If you want people to read you e-mail newsletter don't do this: don't send your newsletter out from Friday afternoon through to Monday 11 am.

Many people will be like me this morning - come in and download 1,752 emails. If it's not essential reading it gets deleted immediately.

Once I've attended to my initial morning emails I'm far more like to give longer consideration to emails that come in during the day.

Cheers

Brendon

Saturday, August 19  

Back To School Message & Brilliant Branding by Meg Cabot

Back To School Message & Brilliant Branding BY Meg Cabot

Meg Cabot (left) is one of the world's leading 'Chick Lit' authors. Her books detailing girls finding out they're long lost princesses and the like are devoured by millions across the globe.

Meg has developed a web site that adds fantastic value to her brand and, without question, her book sales.

Her web site is smart, sassy and talks to her audience superbly.

Back To School Message

As an example, check out her brilliant 'IMPORTANT BACK-TO-SCHOOL MESSAGE' post about pervs.

Not Just A Paranoid Dad

As a dad of a 15 yo girl (who loves Meg's books) you kind of appreciate the same message I try and instill being instilled by someone else who is a role model to my daughter - it's not just a paranoid dad trying to help his daughter through life safely.

And as you read more of Meg's site you'll see where she mentions the messages she is trying to get across in her books - everyone is different and that's great, you don't need to be part of the "In" crowd, keep safe, etc.

It's About Adding Value

It is a huge site superbly done - adding value for the reader. It's a great example on how any business should develop their site - think about what site visitors might want and give it to them in a way that further positions you/your company as credible, nice, expert, concerned, etc.
Brilliant Marketing

Meg's site is simply brilliant marketing. Her fans get a wonderfully personal and detailed site (Meg Cabot Book Club, a VidLit, Photo Album and much more) and when a dad like me happens to read it, I see that she reinforces the same positive messages I'm trying to articulate.

It All Means This

• It means I'm much more likely to buy my daughter Meg Cabot books.
• And my daughter is much more likely to buy Meg Cabot books.
• And maybe the world will be a better place.

By the way, I emailed Meg to ask if I could use the above image off her web site. In her reply she asked me to say hello to my daughter - who was very chuffed and who is an even bigger Meg Cabot fan now.

Simple stuff that makes a big difference.

Cheers

Brendon

Thursday, August 17  

Getting Ready For Expansion?

Getting Ready For Expansion?

One of my oldest clients (Andrew) has just been announced as the major sponsor for the new national Rugby League team (like American football) here in Australia.

He's a local business with just 2 outlets in this city. So why would he possibly sponsor a national team?

Good question. 2 possible answers:

1. He's not very smart!
2. He's really smart.

The correct answer is.......................................... # 2.

He's very smart. So there has to be a good reason.

Getting Ready For Expansion

And that reason would have to be expansion.

What's a very effective way to get state and national exposure to aid credibility just before you expand your business?

Yep. Become a major sponsor of a national sporting team in one of your country's biggest sports.

Instant profile. Instant credibility. Instant/effective branding.

Cheers

Brendon

P.S: And I'm not giving away any trade secrets here. We do Andrew's web site only. The expansion bit is just obvious and he mentions it himself: "Sales will benefit by a greater exposure, sense of community and provide possible plans for further expansion," Mills said.

More Information

ABC Brick Sales Titans

Tuesday, August 15  

How I Beat One Of The World's Best Triathletes

How I Beat One Of The World's Best Triathletes

1995. Surfers Paradise International Triathlon.

The two- (2) big drawcards of the race were triathlon legends Mike Pigg and Simon Lessing.

Mike was one of the best-ever triathletes on a bike and had a career envied by many.

Simon was from Great Britain and was one of the world's best (if not THE World's Best at the time).

After the two- (2) kilometre swim it was a 70 kilometre bike ride, taking in a few laps of Surfers Paradise and Broadbeach.

I was absolutely flying on the bike leg along the boulevard of Surfers Paradise. Perfect day. perfect blue ocean to my right as I headed north.

Mike & Simon Pulled Alongside

When up alongside pulls Mike Pigg. And Simon Lessing.

I wondered how long I could keep up with these guys.

I put the foot down. I am cycling as fast as my legs will take me. Pigg and Lessing are still right beside me. We're 3 abreast.

I go harder. They're still there. I go harder again.

Me, Mike Pigg, Simon Lessing.

Then I hear it. The sound of victory over one of them.

Pssssssssssssssssssssssssssssssssssssssssssssssssssssssssss

"Shit!" said Lessing.

His Tyre Deflated In 2 Seconds

His tyre deflated in about 2 seconds and he had to pull over to the side of the road and fix it.

I was long gone by the time he'd fixed his puncture and restarted.

The Moral of The Story
The moral of the story is that sometimes you need a lot of luck to stay ahead! But preparation helps.

Cheers

Brendon

Monday, August 14  

79 Year Old Tops YouTube

79 Year Old Tops YouTube

One of the top viewed YouTube videos this week has been by a 79 year old man - geriatric1927. A very humble old guy chatting about things that annoy him.

Check out his First Try here. He's done about 8 videos now.

He's getting in excess of 40,000 views of each of his videos.

Brendon

Friday, August 11  

What Everyone Ought To Know About Search Engine Rankings

What Everyone Ought To Know About Search Engine Rankings

It pays to be # 1 ranking for the keyword you're targeting. Really pays. Really, really pays.

A post over on Earners Forum details some data crunching from the recently (and short lived) data release from AOL.

Total Searches: 9,038,794
Total Clicks: 4,926,623

Click Rank # 1: 2,075,765
Click Rank # 2: 586,100 = 3.5x less
Click Rank # 3: 418,643 = 4.9x less
Click Rank # 4: 298,532 = 6.9x less
Click Rank # 5: 242,169 = 8.5x less
Click Rank # 6: 199,541 = 10.4x less
Click Rank # 7: 168,080 = 12.3x less
Click Rank # 8: 148,489 = 14.0x less
Click Rank # 9: 140,356 = 14.8x less
Click Rank # 10: 147,551 = 14.1x less


3.5 Times More Clicks At Position # 1 Than At # 2

I always knew you got you lots more clicks if your search engine ranking was # 1 - we managed a # 1 ranking for a long while on one of the most competitive product searches on the web.

When we dropped from # 1 we measured very closely the change in the number of visitors coming from search engines. It was a lot. Not as much as the data says above, but close.

The bottom line?

Number 1 is a lot, lot better than number 2.

Cheers

Brendon

More Information

Earner's Forum | Jim Boykin's Blog | AOL Data Release Info

Labels: search engine promotion

Thursday, August 10  

How Brands Get Affected By Word Of Mouth Marketing

How Brands Get Affected By Word Of Mouth Marketing

A few days ago I mentioned, as I often do, how good ACT! is as a relationship management database. I've used ACT! for years and love it.

I use a relatively old version on my computer (Version 6.0) and it runs like a dream.

What I didn't mention in my post about ACT! is that the latest versions have been a big problem. They've been so resource intensive that they really slow computers down.

I tried a recent version on a computer here in the office last year and it was a nightmare.
We ended up taking it off because it made that computer almost unusable.

None Of That Is Scientific

Now I've added all that because of an email I received from a regular reader, Ryan.

And I was thinking as I wrote my email response to him that none of what I've said is based on scientific analysis.

• I've heard that ACT! slows computers down.
• I put ACT! onto one of our computers and that computer slowed right up (I didn't investigate whether the ACT! software was the reason the computer slowed up).

But that's the power of blogs and the power of word-of-mouth marketing.

Even though I can't scientifically back up what I've said, lots of people read this blog and will be influenced somewhat by what I've just written.

A personal review - where the writer/speaker doesn't gain from saying what they say - is extremely powerful.

How can you positively influence word of mouth about your brand? (One way would be to start a blog like this one.)

Cheers

Brendon

Wednesday, August 9  

Google Goes Offensive With Click Fraud Allegations

Google Goes Offensive With Click Fraud Allegations

Google has come out swinging in the ongoing issue of click fraud.

On their Inside AdWords site, Google basically says "Click fraud measurement numbers have been exagerrated because the clowns making the allegations are using flawed logic and processes."

Read the full article here.

Cheers

Brendon

Labels: search engine promotion

Should Have Mentioned Google Webmasters

Should Have Mentioned Google Webmasters

In relation to Matt's video below I should have mentioned that Google has launched Google Webmasters.

It's a centre console where you can do a whole lot of work including:

• submit site maps,
• check crawl reports,
  
• report any Google problems,
  
• review penalty reports andmuch more.

Well worth a look if you manage a web site.

Cheers

Brendon

Labels: search engine promotion

Google's Matt Cutts Talks Webmaster Tools

Google's Matt Cutts Talks Webmaster Tools

This is # 13 is a series of videos by Matt where he answers common questions about webmaster tools. Check Matt's site out at www.mattcutts.com/blog.




Brendon

Labels: search engine promotion

"Thought You Might Be Interested in This"

"Thought You Might Be Interested in This"

A fax came through this afternoon from a debt collection agency. They were offering their services to us to follow up on slow payers.

Scrawled at the top of the fax page was a handwritten "Thought you might be interested in this."

There was a very difficult to read signature under that.

The Oldest Trick In The Book

That's the oldest trick in the marketing book! You scrawl "Thought you might be interested in this" on the top of the page so the recipient thinks it comes from a friend. And thus, it's more likely to be read.

Man, I'd be too embarrassed to use that old technique!

Cheers

Brendon

Tuesday, August 8  

Where We Are

Where We Are



Our offices are in the square in the middle of the map. Click it for details.

Cheers

Brendon

Monday, August 7  

Selling Tinea Cream - Showing You Care

Selling Tinea Cream - Showing You Care

As a marketer I see a lot of situations where a company identifies a key area on which to market the business around.

• It might be price - Walmart
• It might be a personality - George Foreman Grill
• It might be a lot of things.

And let's face it - a lot of products people sell aren't exactly - hemorrhoid cream, tinea products, etc.

But there are some ways to make them more attractive. Take Dr Blaines' tinea site for example. Now, the vast majority of people don't care about tinea cream. But I'd venture to say that Dr Blaines does.

You see, a bit of reading on his site turns up this:

"My diabetic dad visited a second-opinion podiatrist in Northern California because he could no longer trim his jungle rot-thickened nails, as he termed his condition.

He was immediately hospitalized with bilateral foot infections, fungal septicemia and diabetic ketoacidosis. Both legs were amputated and he later died."


Now that would be a guy who cares about tinea. And that would be a guy I'd trust to develop quality tinea products.

That would be, I imagine, a key way to market the tinea products - by telling people why he takes great pride in developing the best tinea products possible.

There's always the risk of appearing to exploit the tragedy of the story, but handled with sensitivity I'm sure it would be fine. After all, it is a very powerful story.

(And, of course, the people involved would need to feel comfortable with the story too.)

How do you show you care about your clients? Why do you care?

Brendon

Pay Per Click Ads - Do You Make This Common Mistake?

Pay Per Click Ads - Do You Make This Common Mistake?

I was chatting with a client just now about his Google AdWords campaign - he was asking why the ads seem to take a few days to work.

That was easy - it's something I see a lot.

You'll have a solid ad spend on day 1, but you don't make any sales for 3 days.

You keep up the ad spend and finally start getting some sales on day 4.

So why didn't those first ads work?

They Did Work

Those first ads did work.

You see, what's happened is that the buying cycle behaviour of the target market was such that they take 4 days to buy (something pretty common for many markets in my experience).

If we had of stopped that client's pay per click ad spending after 3 days (as some people do) his sales might have looked something like this:

Day 1: 0 sales
Day 2: 0 sales
Day 3: 0 sales
Day 4: 8 sales
Day 5: 2 sales
Day 6: 1 sale

Different Strokes For Different Folks

It can take different people varying amounts of time to move forward to buying. And that time can sometimes be a lot longer than you think.

So if you're running pay per click campaigns, ensure you give the campaign enough time to work.

Click here for more info on pay per click advertising campaigns.

Cheers

Brendon

Friday, August 4  

How To Get Links To Improve Your Search Engine Rankings.....Maybe

How To Get Links To Improve Your Search Engine Rankings.....Maybe

Getting quality links to your web site is an essential part of achieving high rankings within search engines.

Here's an email I received this week:
=============

We are willing to remunerate you with a once off fee of AUD$100 for placing a link to www.xxxxx.com from your links page.

Alternatively, we could buy some advertising on your site for a yearly payment of AUD$200 as outlined below:

Option 1 - small line of text with links placed on one page.

Option 2 - we create entire page about our site (with a promotional message which is to be approved by you). We would provide you with such page, which you just upload to your server. You would need to link to this page from anywhere on your site.

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

I Said "No"

I said "No" because I don't want to sell links my web sites. I think that would dilute the site's importance in the view of search engines and reduce the value of this web site over the years.

But - it was a solid offer. Well written, simple offer that would, I'm sure, be attractive to many people.

But be warned, Google doesn't like you doing it (buying or selling links). Click here for Matt Cutts' (Google Authority) take on buying and selling links.

Cheers

Brendon

Labels: search engine promotion

The Secret Of Higher Search Engine Rankings With 1 Simple Change

The Secret Of Higher Search Engine Rankings With 1 Simple Wording Change

See this page: Web Designers for Brisbane and the Gold Coast

See the title tag - that's at the very top of the page. It's the words "Web Designers for Brisbane and the Gold Coast".

I changed that a couple of weeks ago (check that post out here - see the comments below. There are only 2 to read). The titled tag used to be something like "Tailored Web".

Google likes good quality title tags. And the title tag "Web Designers for Brisbane and the Gold Coast" is much better because it's descriptive for what that page is about.

Google likes title tag. They look at title tags when deciding what to rank your web page should someone search for a term related to your site.

Higher Search Engine Rankings Within Days

About 4 days after I made that title tag change my rankings for when someone typed in "Gold Coast Web Designers" went from 96 to 44. Not quite enoiugh to bring out the champagne for but an excellent increase for minimal effort.

Make the title tag related to what the page is about - that way it's useful for the visitor and helps the search engine give better results.

For more search engine rankings advice check out the SEO Book Review here (and here as a video).

Cheers

Brendon

Labels: search engine promotion

Who Else Wants To Learn Search Engine Secrets The Easy Way (From About The Only Person Who Can Truly Tell You)?

Who Else Wants To Learn Search Engine Secrets The Easy Way (From About The Only Person Who Can Truly Tell You)?

Anthony, our programming/all round web whiz, has made learning search engine secrets even easier.

You see, Anthony (right) has just watched some of the Matt Cutts series of videos (Matt is a Google Engineer with a tremendous knowledge and understanding of how Google search works).

And Anthony has made notes, along with some comments, on what he sees as the big issues. It will sure save you some time.

Thanks Anthony.

Click here for the video reviews
Anthony's personal site
Anthony's page on this site
Matt Cutts' blog
Copyblogger post where I stole the idea for this heading (part of a series of headline posts)
Cheers

Brendon

Labels: search engine promotion

Thursday, August 3  

Our Best Performing Ad Over The Years

Our Best Performing Ad Over The Years

This has been our best performing newspaper ad over the years for our web services (click for the pdf version).


Why?

Why has it worked better than the other ads? Well, it has a few good things:

• A solid headline (not great, but it's okay)
• Credibility - award-winning & testimonial
• Free report for call to action
  

Can you use the same sort of things in your advertising?

Brendon

Wednesday, August 2  

"Imagine if doctors were paid by drug companies for the advice they give."

"Imagine if doctors were paid by drug companies for the advice they give."

I'm just about to speak with a Financial Management guy who has set up a (terrific) web site and wants some strategic and general web advice

I've been thinking of the way to differentiate him from his competitors on his web site when I saw he had this quote posted: at the top of a page:

"One of the hallmarks of a true profession is that the professional is paid by the client, not a product provider. Imagine if doctors were paid by drug companies for the advice they give,"

RMIT University adjunct professor in financial planning Wes McMaster (quoted from Money Management website, article 'Taking Back Control', 20th October 2005).

My client goes on to say that his firm does not accept commissions - the only fees they receive are the ones from clients.

That's Brilliant Marketing

I'm not sure if he realises it, but that's brilliant marketing.

He has encapsulated in one quote the fear of many people seeking financial service advice. And that is that the advice will be tainted based on commissions the advisor is receiving.

I'd make that a major focus of his marketing strategy. Can you directly address the main fear of your market and reassure them that you'll save them from that?

If you can, that will be brilliant marketing.

Cheers

Brendon

Establishing Credentials Before You're Allowed To Buy

Establishing Credentials Before You're Allowed To Buy

Pre-qualifying prospects can be an exceptionally effective way to engage and 'excite' your target market in an effort to encourage them to buy.

If your offer sounds exclusive or that criteria needs to be met before the potential buyer is 'allowed' to buy, then the perceived value of the product or service increases. And, often, so do sales.

I've been racking my brains for a good example for a potential client we'll be doing some marketing work for shortly and I've just got this:

The criteria for membership in our group is quite demanding and, frankly, not everyone is accepted. In fact, those ultimately chosen are among a small percentage of applicants. We don't accept just anyone.

Invitations to join are extended only to those who demonstrate the required basic understanding of the processes we employ and who have the temperament and resources to effectively utilise the skills we teach.

I can't take the credit for those 2 paragraphs entirely.

You see, I've just read Denny Hatch's Business Common Sense and Denny quotes from a 1984 American Express direct mail piece that I have edited and added to.

Tell people they're not allowed to buy and quite often they'll become desperate to buy!

Cheers

Brendon

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