eBookSecrets PDF

E-book SECRETS!
Page 1 of 420
eBook
SECRETS
How To
Create & Sell Your Own
Profitable eBook
On The Web
...
Using free and nearly-free
programs
BY KEN SILVER
We are at the beginning of an exciting new era,

like the gold rushes of last century.
Internet information is the gold of tomorrow...
And those equipped with this knowledge

will prosper.
The Tools are here, in these pages...
Let’s Start!
[ Page 1 ]
E-book SECRETS! Page 2 of 420
FREE MARKETING SECRETS

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Another Manual by Ken Silver:

“How To Make $100,000 A Year Part-Time
Creating Your Own How-To Manuals At Home.”
If you want to discover how I made over $1,000.00 and more a week through mail-order,
and how you can too, read this exciting 200-page PDF manual:
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Copyright © 1999 Ken Silver.

Every effort has been made to ensure that this manual is free from error or problems. Though I’ve worked hard
and long to provide accurate information, I can’t take any responsibility for loss or action to any individual or
corporation acting, or not acting, as a result of the material presented here. Some links and information presented
in this manual may change.
All Rights Reserved.

Reproduction or translation of any part of this work by any means, electronic or mechanical, including
photocopying, beyond that permitted by the Copyright Law, without the permission of the publisher, is unlawful.
MANUSCRIPT NOTES:
This copy is Revision 4, completed 23 February 2000.
KEN SILVER PUBLISHING

PO Box 22-183, Khandallah
78 Kanpur Rd, Broadmeadows
Wellington, New Zealand
[ Page 2 ]
eBook
SECRETS
How to use this manual
Getting About
This manual, in PDF form, is more than just a convenient way of reading your
document on screen. You get some superb ways of navigation that you’ll never see
in a printed book or even a webpage, using the Contents and Index.
If underlined blue text has either a standard http:// or www. internet address, then
clicking on the link will open a Netscape Navigator window. If you are connected to
the Internet at the time, then that web page will open.
Text coloured red or another color simply means I have put an emphasis in the
text for clarity.
Contents Pages
The Contents pages follow this page. You can click on any of the Chapter
contents and Subheading contents, or their page numbers, and you will be
immediately taken to the relevant subject on that page.
Note that the Contents page links are not blue or underlined.
Index Pages
The Index pages are at the back of this manual. You can click on any of the Index
entries or their page numbers, and you will be immediately taken to the relevant
subject on that page.
Note that the Index page links are not blue or underlined.
[ Page 3 ]
Navigating
Your Acrobat Reader program may have already automatically opened your
manual. Here’s how to change your viewing size settings:
To change the size of your PDF page

You have 2 ways to do this:
1) Sizing
At the bottom of your Acrobat Reader screen, you’ll see these sizing controls.
Click the one on the left (shown with the cursor on the control) to change the screen
size more accurately.
2) Icons
At the top of the Reader screen, you’ll see 3 icons.
Click on each one of these in turn and discover how the page increases and
decreases in size. Choose one that’s comfortable for your viewing.
Navigation Panel
Your screen may open with the bookmark panel open on the lefthand side of your
screen.
If this takes up too much screen, you can close it using the Navigation Panel icon
(shown below with arrow pointing at it).
Turning Pages
There are 4 ways to turn a PDF file page.
1) Use the Arrow keys on your keyboard. Use either Forward C or Back B or Up D
and Down E.
[ Page 4 ]
2) Use the scrolling bar on the righthand side of your screen.
Notice that when you click your cursor on the scroll button, the page number is
revealed in a small window close by it.
3) Bottom panel operation.
By using either side of the page counter window, you can ‘turn’ the page forward
or back.
4) Top icons.
Click on these icons to move forward or back.
Returning To Previous Pages

Click on this icon. It will return you to the previous page view, keeping your original
page size the same.
[ Page 5 ]
Contents
Contents
How to use this manual .................................................................................. 3

Contents Pages ........................................................................................3
Getting About ...........................................................................................3
Contents .................................................................................................................6
Before we start ..................................................................................................18

The Holy Grail ........................................................................................ 18
e-commerce income .............................................................................. 19
Getting dollars daily in your email ....................................................... 20

Your electronic empire ........................................................................... 21
No work, ever again? ............................................................................. 21
The e-publishing revolution ................................................................... 23
Digital delivery is the key ....................................................................... 23
The e-book advantage ........................................................................... 24
Using free graphics ............................................................................... 25
Personality - your success link .............................................................. 26
Your Wealth Line ................................................................................... 27
Working on your wealth creation ........................................................... 28
Automate your basics as quickly as you can ......................................... 30
Orders automatically .............................................................................. 31
Daily diligence ....................................................................................... 31
Operation internet! ................................................................................. 32
A quick and easy business ........................................................................ 33

Sparetime income flow .......................................................................... 34
[ Page 6 ]
Creating manual money ........................................................................ 35

Steps to start ......................................................................................... 35
More about pdf files ............................................................................... 36
100 million people use pdf! ................................................................... 37
Digital duplicates ................................................................................... 37
More about HTML .................................................................................. 38
Making the move to internet publishing ................................................. 38
Making the right move ........................................................................... 39
Lifetime learning .................................................................................... 40
The answer in selling information .......................................................... 41
My first taste of success ........................................................................ 42
A winner was born ................................................................................. 43
The business modelling example .......................................................... 43
The How-To business and competition .................................................. 44
Opportunity checklist ............................................................................. 45
Should You Write a Booklet, or a Manual? ............................................ 46
The little-known advantages of e-Information ........................................ 46
Sell e-info from your computer ............................................................... 47
The perfect business unveiled ............................................................... 50
A haven from business problems .......................................................... 51
Invisible benefits of your home business ............................................... 52
Common success traits ......................................................................... 54
Choosing the right business name ....................................................... 57

Select your name................................................................................... 57
Think globally......................................................................................... 58
Avoid initials........................................................................................... 58
How's that spelt? ................................................................................... 59
Names are high investment ................................................................... 59
How To Check A Name.......................................................................... 64
[ Page 7 ]
$1million For A Domain Name? ............................................................ 65

How to find a name - Case Study ......................................................... 65
CHECKLIST for choosing a new name ................................................. 69
Hints for successful names.................................................................... 70
Planning your e-book .................................................................................... 71

Speedy connections .............................................................................. 71
Solving the time problem ....................................................................... 72
Voice is the future .................................................................................. 75
Planning your eBook ............................................................................. 77
Work when YOU want to ....................................................................... 80
Do your cash and orders daily ............................................................... 81
Big or small e-book? .............................................................................. 82
Sophisticated markets ........................................................................... 83
Test before you start .............................................................................. 84
Suggestion 1 ......................................................................................... 85
Suggestion 2 ......................................................................................... 86
How to stand out from the crowd ........................................................... 86
Niche marketing .................................................................................... 88
What stage are your manuals? ............................................................. 89
The X factor revealed ....................................................................................90

The Y factor explained ........................................................................... 90
Proven, effective answers ...................................................................... 92
The 5 Pillars of Internet wisdom ............................................................ 92
The X factor ........................................................................................... 93
The brand of you ................................................................................... 95
Personalisation ...................................................................................... 96
7 Ways To Improve Your Credibility ....................................................... 97
The INVISIBLES that help your credibility ............................................. 99
[ Page 8 ]
Pricing your product ...................................................................................101

Pricing - high or low? ........................................................................... 104
Raising your manual’s price ................................................................ 104
Low prices ........................................................................................... 105
Writing - getting ideas ..............................................................................108

Dreaming up ideas .............................................................................. 108
Experience is the key........................................................................... 109
Developing quality ideas ....................................................................... 110
The 3-step formula ............................................................................... 111
Make a 1-hour Report ........................................................................... 112
Avoid subjects people already know ..................................................... 112
A back-end? ......................................................................................... 113
The subject is the secret....................................................................... 113
The “secret” ingredient mix ................................................................... 115
How to find a winning subject ............................................................... 116
The Internet will find your niche subject................................................ 117
Look past the stories ............................................................................ 118
16 manual ideas you can use.............................................................. 119
Selling ideas ......................................................................................... 119
Adapt an idea and bring it up to date .................................................. 120
How to turn every scrap of knowledge to your advantage .................... 120
Writing for different countries ............................................................... 122
Testing your manual idea ..................................................................... 123
How much time should you spend on writing? .................................... 124
How to write a money-making manual ............................................. 125

Casual style ......................................................................................... 125
8 Rules when writing for understanding .............................................. 127
[ Page 9 ]
Rules of writing .................................................................................... 129

# RULE 1: Big words must be changed to small words .................................... 129
# RULE 2: Confusing words must be changed to understandable words ...... 129
# RULE 3: Use short sentence lengths. The shorter the better. Now ............... 130
# RULE 4: Change Your Pace Often ..................................................................... 130
# RULE 5: Use Interrupters For Variety ............................................................... 131
# RULE 6: Use Link Words to Provide Flow ....................................................... 132
# RULE 7: Use Conversational Words Often ....................................................... 133
# RULE 8: Avoid Useless Starters ........................................................................ 134
How to overcome Writer’s Block .......................................................... 134
The 5 step shopping list system .......................................................... 135

Automatic structure ............................................................................. 135
You’ve finished!.................................................................................... 140
A Two-Step Proofing Method ............................................................... 140
Writing e-book titles and headlines that sell ........................................ 141
Attraction factor: the little-known wonder ............................................. 142
E-book layout basics ........................................................................... 143
Design rules of thumb ......................................................................... 144
How to create your e-book ....................................................................... 146

pdf - the answer! .................................................................................. 150
The pdf advantage ............................................................................... 151
Security and pdf .................................................................................. 152
Using Acrobat Reader ......................................................................... 153
Viewing pdf documents on the Web.................................................... 155
Reading pdf documents in a Web browser ......................................... 156
pdf help ............................................................................................... 156
Producing this eBook .......................................................................... 157
Producing pdf’s for your e-book ........................................................... 158
Can I produce my manual without a pdf program? ............................. 158
[ Page 10 ]
Website success ..........................................................................................160

The value of design ............................................................................. 160
Clutter increases interest, but at a price .............................................. 161
My answer ........................................................................................... 162
What your website needs to sell .......................................................... 164
Multi sites ............................................................................................ 164
Write a powerful website headline ....................................................... 165
Benefits ............................................................................................... 166
Believable benefits ............................................................................... 167
Improving your headline response....................................................... 168
Headline attraction ............................................................................... 169
Set the scene ...................................................................................... 170
Your web sales letter ............................................................................ 170
Long or short selling copy? ................................................................. 171
Selling points & benefits ...................................................................... 171
Increase your web’s sales copy readability .......................................... 172
More ways to improve your web text .................................................... 172
5 Ways to improve your website sales letter response ........................ 173
The P.S. ............................................................................................... 174
Sales Letter Workshop ........................................................................ 174
Get your readers turning the webpages .............................................. 176
The secret that Walt Disney used! ....................................................... 176
The Weiner principle in use ................................................................. 177
Deadlines as sales incentives .............................................................. 178
The ‘golden buyers’ prospecting tool ................................................... 179
Get the address ................................................................................... 180
The selling system ............................................................................... 180
Permission-based lists ........................................................................ 181
Sign-up persuasion ............................................................................. 182
[ Page 11 ]
The free email listserver ....................................................................... 183

Do-it-yourself administration ................................................................ 185
Your list ................................................................................................ 185
Commercial list problems .................................................................... 186
About AutoMail .................................................................................... 187
Testimonials ......................................................................................... 190
How to get full testimonials .................................................................. 193
Get a never-ending supply .................................................................. 193
The form approach .............................................................................. 195
Selecting the best ................................................................................ 196
Website keywords ....................................................................................... 197

Keyword types ..................................................................................... 197
Titles .................................................................................................... 197
Top 10 placing ..................................................................................... 198
TITLE KEYWORD SECRET #1 ......................................................... 199
Surprising Search Engine rankings ..................................................... 202
Counting your visitors .......................................................................... 203
Using traffic.......................................................................................... 204
Getting a free visitor counter ................................................................ 204
Analysis of visitor count ....................................................................... 207
Website evaluation .............................................................................. 208
Copyright And Piracy ...................................................................................211

Piracy statement .................................................................................. 212
Processing the order.................................................................................. 213

Credit cards ......................................................................................... 213
[ Page 12 ]
What are the barriers? ......................................................................... 214

A free secure order form ...................................................................... 215
My experiences with free order forms .................................................. 216
Card merchant services ....................................................................... 217
A free form setup ................................................................................. 217
Making the order ................................................................................. 218
Uploading your files ............................................................................. 219
The ftp software ................................................................................... 220
Operation ............................................................................................. 221
Setting up your shopping cart ............................................................. 222
The order process................................................................................ 225
Get a demo.......................................................................................... 226
The call centre option .......................................................................... 226
Alternative payment ............................................................................. 228
The best answer yet ............................................................................ 228
Can YOU use them? ........................................................................... 230
Banking tips ........................................................................................ 230
Build community & credibility with forums ................................. 232

Boards vs email ................................................................................... 233
Advantages of boards .......................................................................... 234
Why you need a forum ........................................................................ 235
Using free Discussion Boards ............................................................. 236
List of free boards ................................................................................ 237
Board features you need ..................................................................... 238
Trialing forums ..................................................................................... 239
How to promote your board ................................................................. 239
Writing forum headlines ...................................................................... 240
Make your headline an ad ................................................................... 241
[ Page 13 ]
Sample headings ................................................................................ 241

Revamp your headlines ....................................................................... 242
Promote your board ............................................................................. 243
Building encouragement ..................................................................... 244
Getting responses ............................................................................... 245
Controlling your board ......................................................................... 246
Getting your message out on other boards ......................................... 247
Other boards you can visit ................................................................... 248
More free boards ................................................................................. 249
Ezines - your marketing weapon ......................................................... 250

Ezine signatures .................................................................................. 251
Ezine launch ........................................................................................ 254
Titles that bite! ..................................................................................... 258
Promoting your ezine offers ................................................................. 258
Ezine samples................................................................................................ 264

CLOSING DATES ................................................................................................... 264
I’VE ALMOST SOLD OUT OF INFO-PACK RIGHTS! ............................................ 266
PRICING ................................................................................................................. 267
PRICE RISE FOR INFO-PACK ............................................................................... 269
GETTING $$$ RESULTS WITH LESS EFFORT .................................................... 271
I HAVE A CONFESSION TO MAKE TO YOU ........................................................ 276
IMPORTANT NEWS ON THE INFO-PACK OFFER! .............................................. 280
OVERSEAS BUSINESS ......................................................................................... 281
IT IS THE BEST MONTH I’VE EVER HAD... ......................................................... 282
THE BIG SECRET TO SMALL TRAFFIC SUCCESS ............................................ 285
HOW MANY WEEKS ALONG THE WEALTH LINE ARE YOU? ........................... 291
EXCLUSIVE OFFER! .............................................................................................. 294
TRAVEL THE WORLD WITH YOUR INFO-BUSINESS! ........................................ 298
BIRTHDAY TREAT!................................................................................................. 303
Marketing - THE hidden Key ................................................................... 306

[ Page 14 ]
Two simple words ................................................................................ 306

True Story ............................................................................................ 307
The positioning solution ....................................................................... 307
Site success ........................................................................................ 308
Revealing hidden content ..................................................................... 311
Persistence pays off.............................................................................. 311
Story - filling the barges ....................................................................... 312
The one-product rule ........................................................................... 312
Asking for the sale ............................................................................... 313
Learn from the Masters ....................................................................... 315
Increase your profits while reducing your effort .................................... 316
Revealing your income ........................................................................ 317
The free offer........................................................................................ 318
Banners - are they worth it?................................................................. 319
The Guarantee goldmine ..................................................................... 320
Refund test surprise ............................................................................ 321
Returns - how to keep them at Zero .................................................... 322
Refunding pdf files ............................................................................... 322
Returns checklist ................................................................................. 323
The follow up ....................................................................................... 324
The Email alternative ........................................................................... 325
How to write ezine articles ..................................................................... 326

Getting article ideas ............................................................................. 326
Brightening up your article................................................................... 327
Better article headings ......................................................................... 327
Your article signature ........................................................................... 328
Your article submission letter ............................................................... 329
Case Study - DEMC ............................................................................ 330
[ Page 15 ]
Interviews - compelling & powerful marketing!..................................... 336

Newsletter Interview 1 .......................................................................... 336
Newsletter Interview 2 .......................................................................... 342
Pyramid your publishing profits......................................................... 349

Spread the risk .................................................................................... 350
Improving Your Hit Rate ...................................................................... 351
Lifetime Value ...................................................................................... 352
Product Or Affiliate? ............................................................................ 352
Authorised Reprint Rights ................................................................... 353
eBook Rights ....................................................................................... 358
Letter to Authorised Reprint Rights buyers ......................................... 363
Bulletins ............................................................................................... 365
Selling The Rights ............................................................................... 367
Rights follow-up emails ........................................................................ 371
QuickTips Archive ........................................................................................ 378

QuickTip #1: Here’s 7 Ways To Improve Your Writing ........................................ 378
QuickTip #2: The Publisher’s Letter .................................................................... 378
QuickTip #3: How To Find Best-Selling Products Without Effort ..................... 379
QuickTip #4: The Lowdown On Getting Testimonials ....................................... 379
QuickTip #5: How To Word Guarantees .............................................................. 380
QuickTip #6: Two Ways To Get More Out Of This Forum .................................. 380
QuickTip #7: Are You Deliberately Abandoning Your Market?.......................... 380
QuickTip #8: How To Make Your Order Form More Effective ............................ 381
QuickTip #9: How A Handwritten Signature Will Increase Sales ...................... 381
QuickTip #10: What Size Should Your Newspaper Ad Be? ............................... 382
QuickTip #11: Give Your Website An Oil Change! .............................................. 382
QuickTip #12: Make Every Selling Opportunity A Surprise Visit ...................... 383
QuickTip #13: Using The Filter-Down Theory To Make A Fortune ................... 383
QuickTip #14: Are You An “Ideas Dinosaur”? .................................................... 384
QuickTip #15: About Adult Writing ...................................................................... 384
QuickTip #16: Double Your Promotional Output Without Extra Work.............. 385
[ Page 16 ]
QuickTip #17: Weasel Words ................................................................................ 385

QuickTip #18: Three Webpage No-No’s ............................................................... 386
QuickTip #19: How To Profit From ‘Unwelcome’ Criticism ............................... 386
QuickTip #20: 5 Tips To Simplify Your Online Life ............................................. 387
QuickTip #21: How To Keep Up In The Information Age ................................... 388
QuickTip #22: Howe To Rite And Speell Beter .................................................... 388
QuickTip #23: Is Your Online Life Spent Hanging About? ................................ 389
QuickTip #24: Your Promotional Email Sig ......................................................... 389
QuickTip #25: How To Increase Your Ezine Readership In An Hour ................ 391
QuickTip #26: Use The Power Of Association To Build OnLine Business ...... 392
QuickTip #27: Talk Your Way To Success! .......................................................... 394
QuickTip #28: The Most Crucial Part Of Your Website Package ....................... 395
QuickTip #29: The REAL Secret To Selling Profitably OnLine .......................... 396
QuickTip #30: The 9 Rules Of Online Customer Service ................................... 397
QuickTip #31: How To Get Rid Of SPAM Automatically - FREE! ....................... 398
QuickTip #32: The One Big Problem That Halts Sales ....................................... 399
QuickTip #33: The Prime Reason For Net Business Success ........................... 400
QuickTip #34: You Are What You Read ................................................................ 401
QuickTip #35: The Weak Link In The Sales Chain .............................................. 403
QuickTip #36: Simple & Powerful Search Engines ............................................ 404
QuickTip #37: Management Guru Tom Peters Speaks ....................................... 405
QuickTip #38: Long or Short Text? ...................................................................... 406
Index ................................................................................................... 408
[ Page 17 ]
eBook
SECRETS
Before we start
THIS manual is about a journey... one man’s journey... MY journey.
Here I’m going to show how you can make a substantial income (yes - as I have
since 1998 on the Internet, and five years before that in mail-order), using simple
and freely-available programs.
Most of the tools you can use come at no or low cost.
This manual is not the end-all and be-all of selling. But the methods have worked
tremendously well for me. And better... they have worked where many thousands
of others have failed.
My own system is not infallible either. But put simply - if you are reading this to
get more information on the subject... and cannot possibly spend all the time
needed to collect all the available information together, or don’t want spend a
fortune - this is your answer.
The Holy Grail
Everybody wants to make money on the internet. It seems such an easy way of
bringing in a substantial income with little work, if done properly.
And the potential seems boundless - you’ve got enormous markets, millions of
people, and product (information) that is easy to produce.
There seems no reason why everybody shouldn’t succeed beyond belief.
But they don’t.
Most people - even the supposed ‘experts’ - are all at sea. I know this because on
many forums you see these people asking for the most basic advice:
[ Page 18 ]
• Web page designers asking for a critique of their web page (if they are
experts, do they really need to do this?)
• Experts of all varieties asking how they can increase their sales.
• Webpage gurus looking for ways to increase their traffic.
• More ‘experts’ giving advice that is inherently flawed.
e-commerce income
So this is the reason for my manual... to be a real, living, breathing insider’s

example of e-commerce success.
Taken from it what you need, and spit out the rest.
But always remember that the methods here are the exact ones that allows me to
make an above average income on the internet.
And just by following and using my system faithfully, you may copy my success
too. (But no guarantees mind you... it depends on the effort you put in, and to a
certain extent the skills that you use).
Now that I’ve got that part over with - and you’re still with me - then let’s get on
with it!
Ken Silver
The “How-To” Guru!
Wellington, NZ
Sept 1999.
[ Page 19 ]
eBook
SECRETS
Getting dollars daily in your email
So you want to make money in your own internet business?
Well, take my advice:
• Don’t give up your day job

• Don’t cash in your insurance for start-up funds
• Don’t anything else that ultimately involves running up a hefty debt or
overheads.
Without experience and a good guide, you’ll lose heavily.
The chances of you - and indeed, most people - succeeding in ANY business from
scratch without experience or advice is close to zero... more so on the internet.
eTip
If you have little or no experience in any business, steer clear of the so-
called business opportunities on the Internet. Many of them are directed at the
inexperienced novice, and full of promise, but no backup.
You’ll pour money into them without any great returns... I see it all the time.
So what’s the answer Ken, you ask patiently? How can someone like me make it on
the Internet?
The answer is right in front of you... you’re reading it now.
[ Page 20 ]
Your electronic empire
Let me pose a question to you...
What if someone said to you that you could make money without any of the risks
that traditional business has.
That you could run a business:
• Without overhead (or so small that it makes no difference)?

• Without working hands-on (because all production was automated)?
• Without taking any risk?
Even with just those 3 statements, you’d think twice, wouldn’t you?
It’s entirely possible.
No work, ever again?
Here’s an interesting scenario for you to consider...
In the next 5, 10 or 20 years experts tell us we are going to enter a new era... a
“Work-Free Society.”
And you could be among the wealthy “princes” and “barons” of this period... the
people who earn a lazy income by owning fully automated systems that provide all
the goods and services needed by people.
This is the scenario proposed by Michael Dertouzos in his book “What Will Be.”
It’s among many of the publications in my private library that discuss the future of
the computerized world and our part in it.
[ Page 21 ]
What Will Be: How the New World of Information Will Change Our Lives
by Michael L. Dertouzos
In his fascinating book published in 1997, Dertouzos discusses all sorts of

electronic solutions to our problems of health, business and play... though the
emphasis is on business.
That’s your interest, right?
And in one section he talks about these “barons” - as well as less wealthy folk - who
are making their living with a handful of automated machines.
eTip
Dertouzos says that the production of the world’s goods and services will
be largely in the hands of machines, which will be the principal property owned by
most people. And these people will do no work because they will get all the revenue
they need to buy their desired goods and services from the machines they own.
Does this ring a bell with you? Do you think it has already happened?
Yes!
This very same future ‘machine’ that produces all my income in this way, exists right
now and sits on my desk and yours... it is a powerful PC.
It is the same machine allows me to buy most of the goods and services I need,
including:
• Banking
• Groceries
• Information
• Entertainment
[ Page 22 ]
We are already living in the future! And you have a head start on the first wave of
this extraordinary way to do business...
The e-publishing revolution
In just the last year, a revolution in publishing has crept up on us... and now we
see it everywhere.
It is the e-book... an incredible opportunity for you as an internet publisher.
Look at the opportunity - once you have an e-book ready to sell, you immediately
knock all other forms of publishing out of the water:
• You now have only the smallest overhead costs. For just the cost of an internet
connection, you can be making more profit than in any other business - because
little of your money goes in paying out others.
• You get to make delivery fully automatic. When you sell your e-book
electronically, the whole process can be fully automated. You need never touch
your computer again, let alone go down to the mail box every day.
• You have a timeless work day, because your computer is working tirelessly for
you - day and night, reaching all over the world without your help - you need
never be at your ‘office’ unless you want to be.
Digital delivery is the key
I’m sold on digital delivery. After many years in mail-order, here’s why I think all
paper-based enterprise is going the way of the dinosaurs...
If you were to sell the same manual you are reading now by direct mail (mail-order),
you would need a minimum of:
• Several week’s stockpiled material

• Mailing and packaging materials
• A place to pack them - a warehouse or garage
[ Page 23 ]
• Extra time to make regular visits to your mail box

• Extra time to deposit checks, travellers checks and money orders into your bank
account regularly
All time-consuming, hourly-rated consumption. While I enjoyed doing this with my

mail-order business up till now, the internet is just so much more efficient.
And when you deduct the costs of mail-based businesses - both social and work-
related - your electronic business situated just a few steps down the hall in the
spare room is saving you a small fortune.
The e-book advantage
So what is the secret in e-publishing? And especially in this, the most profitable
area of all - the “how-to” manual business?
The digital information “how-to” manual e-business works best for you when
you package either:
Little-known
Useful
Hard-to-find
... information into an Adobe Acrobat PDF file.
Adobe Acrobat
http://www.adobe.com/prodindex/acrobat/main.html
[ Page 24 ]
It’s delivered from your computer instantly, painlessly, to almost anybody in the
world with a computer.
Think about it...
You don’t need the expensive, fancy perfect binding or printed colour covers of the
traditional book. Or all the typesetting, editing and printing costs and worry that
go with the commercial paper-based publishing world.
You can even choose to have as many illustrations in your e-book manual as you
can cram in.
Properly done, illustrations can be extremely effective.
And the best part is that illustration space is free! It costs you nothing except extra
file space to include as many illustrations in your e-book as you need.
eTip
Having internet-resourced pictures or coloured line illustrations are
the most profitable way to produce your booklet or manual. They add to the
professionalism and effectiveness of your manual.
This situation is completely the opposite of paper product - which causes you to
hire expensive artists and graphic prima donnas at outrageous prices.
Using free graphics
There are many free and subscription graphics websites you can select from:
Freesite
http://www.thefreesite.com/freegraphics.htm
[ Page 25 ]
One of the largest subscription sites is Artoday.com, which cost about US$25 per
year for unlimited use of their graphics.
One point you should watch for is that many graphics in these programs are not for
commercial use. “Commercial” means you will be using the graphics in media (your
e-book) that you will be selling.
Artoday
http://www.artoday.com/
There’s another secret I’m going to reveal to you in this manual, right at the start.
The little-known concept that will allow your e-book business to blossom and
flourish...
Personality - your success link
GOLDEN RULE: You’ll have the most success when you stamp your “how-to”
e-book with your own personality.
You’ll achieve enormous gains when you allow your own character to emerge
through your website and writing. Your individual style allows you to produce
original material - exactly what prospects are looking for the world over.
There’s no need to be a copycat.
You should resist the temptation to cut and paste other’s material.
eTip
While selling other people’s products has some advantages, it’s less
profitable than products you create yourself. You may get only around 10-50% of the
[ Page 26 ]
profit from other people’s products, but 100% of the profit from products you
control. The exception to this are Reprint Rights. These generally allow you to sell
the product as if it were your own, keeping all the income.
Many failed manual offerings on the internet are rehashed, diluted material from
other sources.
There is even an instruction manual available that tells you how to produce a
“manual in a weekend” simply by cutting and pasting material from many resources.
Or how to produce an audio tape product by just ringing up your resident expert,
and then selling the half-hour tape once it is edited.
These make for a weak product.
Worst, they do not bear your unique stamp and style. So while you may sell one
copy to a customer, you will not sell another.
And repeat business is important for your credibility and sales.
Repeat business is the mainstay of many operations... because it is infinitely

cheaper to on-sell an existing client than it is to woo a new one.
Your Wealth Line
I have had great success since 1998 on the internet. Sales just kept on pouring in.
At several points I raised or lowered the price, and my new price structures made my
Info-Pack sell like crazy.
I sold limited Authorised Reprint Rights (20) to my info-pack and quickly sold 12
in the space of a week. (So there are just 8 now available for this manual - and there
are several buyers still in the wings).
All this income has put me further along the Wealth Line.
What is this wealth line?
Author Robert Kiyosaki, who recently released his best-selling new book “The
Cashflow Quadrant” says that your wealth is defined by: the number of weeks
you can survive without working.
[ Page 27 ]
Cashflow Quadrant: Rich Dad’s Guide to Financial Freedom

Available from me at: http://www.ksilver.com/Books.htm
Here’s how you can work out your own Wealth Line with this example:
My last week’s income was $2,100. My overheads are modest (my wife says I’m a
tightwad!), and my internet business runs comfortably on expenses of around $70
a week.
Now, if you divide the week’s $2,100 income by $70, you get 30.
That’s 30 internet-operation weeks I can exist with that income.
Work yours out using the same formula.
eTip
The ultimate wealth strategy, according to Robert Kiyosaki, is to keep
income ahead of your overheads by controlling a business that operates without
you... then you’re truly wealthy. You do it through selling e-books on autopilot.
Working on your wealth creation
So what can YOU do now to improve your Wealth Line?
The following is an important part of the e-business success formula.
One of the two ways to achieve that happy state of a sizeable income, is to do what
I’ve been doing over the years, and what Robert Kiyosaki also suggests:
Reduce all outgoings and overhead to the smallest amount possible, while still
having fun.
[ Page 28 ]
Examples:
I only occasionally have the need for a cellphone (remember, this is an internet
business I’m running). So I use a prepaid call plan. That means no monthly
outgoings to worry about, and no unexpected cellphone call bills... and we all
know about those.
I have no personal debt or borrowings. The cash option is hard to maintain in
this consumer-driven world we live in, but the peace of mind is worth every red
cent I don’t owe!
I prepay my business tax as I go. This means no worrying times in the following
year trying to scratch up repayments.
I ride a motorcycle by choice - not necessity. And apart from being pure delight
to ride, a motorbike is the most economical way of getting about... by cutting
parking costs in the city to zero.
I sell mainly overseas. Our country (New Zealand) charges a goods & services
tax (GST) of 12.5% on every sale within our country. Because I sell my goods
outside the country, this tax doesn’t apply to my business.
The best bit comes next...
I get GST back on all business expenses by claiming all legitimate costs from
suppliers to my business. And the result is always a healthy refund at the end of
every 2 months when my GST is paid out by the Inland Revenue.
eTip
Tax write-offs like these are also the best reason for owning your own
info-manual business - even when you’re employed.
The other way to improve your Wealth Line is to sell low costing items... products
that cost a fraction of your selling price.
As I’ve said before (and to everyone that’ll listen to me), info-manuals in e-book
form are THE ultimate low-cost product, because:
There’s no overhead cost because you publish on demand, with no cost to you
except a local telephone call (in my country local calls are free. How much
cheaper can you get!)
You have low production costs... after you have spent capital to buy the
[ Page 29 ]
software, then digital products have the highest return on investment.

You work at your own pace using asynchronous communication. (You’ll find
out what this means shortly). This method is also an efficient and low-cost way
to run your business.
Another way to boost your Wealth Line is to have several profitable income
streams. Once you have one, the rest are easy to start and run with the added
experience you’ve gained.
eTip
If you have several info-manual lines selling well, like me, and the
occasional Authorised Reprint Rights, you can live very comfortably indeed.
What are you waiting for! So how exactly do we do it?
Automate your basics as quickly as you can
It’s time-consuming, takes time and effort away from profitable marketing, and
yes - it’s often boring.
What is this problem?
It is fulfilment... the essentials of keeping your moneymaking operation going on a

day-to-day basis.
Replying to email
Creating new ezines
Checking up on your banking
Here’s some of the useful items I used to keep my little mail-order enterprise
humming along in the past, and I use a few of them for my internet business too.
But the truth is, an e-business uses considerably less resources than a mail order
business.
[ Page 30 ]
Orders automatically
For order entry, I used a Macintosh 1400c laptop loaded with a database and
personal information manager (PIM) program called Claris Organizer (now defunct),
and I also used a macro utility available for both Windows and Macintosh called
QuicKeys to automate all my daily functions.
QuicKeys
http://www.quickeys.com/
My software combination is a good basic system when you simply don’t have the
time to start from scratch. And I’d been running it daily for several years without any
problems.
Daily diligence
My mail-order operation was simplicity itself.
For example, after I entered all the name and address details from the paper order
form, a single key press for ‘cash’ or ‘check’ filled in all these relevant details: date
received, product, amount, follow-up dates. And the program puts the date a month
ahead for a catalog drop or a further follow-up.
Or if I received an enquiry, another QuicKeys macro set up the customer records for
a follow-up letter 3 weeks ahead.
As I opened the Claris Organizer database each day, my daily To Do’s were
waiting for me. Another automated macro sequence then checked off the
appropriate detail - follow-up or catalog - dated each record, labelled them, added
more detail, and printed out the envelopes.
[ Page 31 ]
All this while I am opening the mail or planning more growth periods.
There are untold variations, each as easy as running first through the sequence with
‘record’ set. Then the macro does it, even repeating as many times as I want.
Operation internet!
That was my mail-order business.
Now that I sell directly from the Internet, this electronic side of my operation is now
done on a PC loaded with Windows 98 operating system and Outlook 98 email
manager.
I use both Internet Explorer and Netscape Navigator as my browsers.
I’ve got a dial-in flat rate account with a national (New Zealand) provider: IHUG. This
service costs me about $45 per month.
The Internet Group

http://www.ihug.co.nz
For order processing, I have a local call centre, Corporate Call Centre) do the
credit card processing and bank deposits for me.
Corporate Call Centre

http://www.corpcall.co.nz/
eTip
Many call centres will do this important credit card authorization step for
you. I pay NZ$100 (US$55) a month for this service, but it is a drop in the bucket
when balanced against the inconvenience of constantly being on call 24 hours a
[ Page 32 ]
day to process the card yourself.
To allow buyers to order, I use a free secure order system. One of its convenient
features is an email notification, and I have set up the order messages go to my
call center.
You learn the exact details and how this is done in a later chapter.
The call center gets authorization for the credit card and sends an email to me
which triggers an autoreply to the buyer in my email program. This autoreply has
the PDF file location along with a welcome message.
This information goes off to the buyer when their credit card payment is approved,
often within minutes.
The files are retrieved in Adobe PDF format that reproduces the e-book layout
exactly.
It sounds more complicated than it really is.
Are you itching to get going now? :-)
eBook
SECRETS
A quick and easy business
This morning I added up the past day’s sales from my latest on-line promotion. It
came to $858.00.
Not bad for ONE day’s work...
In fact - I didn’t even have to work for this. Yesterday’s orders came in by email,
the credit cards were processed by my local call center, and the digital PDF
[ Page 33 ]
product information was sent to buyers within minutes.
A moneymaking system on autopilot. Marvellous.
Can YOU duplicate my success here?
Let me tell you, it’s easier than you think.
You only need an info-product. In my case it was my Info-Publishing Knowledge

Pack and this e-book manual.
Writing them has been surprisingly easy.
eTip
Some of the material for the Info-Pack I already had in the form of sales
letters and manuals for my other products. And about 30% of the manual was in
rough note form - material I had earlier researched and stored on my computer over
a period of a year. Stored material makes for a quick output.
Sparetime income flow
Back in 1997, after I decided that I was going to produce a how-to information
manual on mail-order, it took just 3 week’s part-time writing to get everything
organized. Because I used my unique ‘Shopping List’ writing method, the manual
was pretty much in completed form when I finished.
Then I tidied it up and polished it. That took another week of nights and a weekend.
So, in merely a month of sparetime work (I was still working as a wage-slave at the
time), I finished a 125-page manual.
I advertised it in a national newspaper, then later on the Internet.
Sales went through the roof, and have been strong ever since.
[ Page 34 ]
Creating manual money
Many hundreds have been sold over the internet... a sure sign of a quality product.
To improve the response I added the actual manuals I had been selling for several
years previously to make a Giant Bonus Pack. This brought the total number of
pages - together with some newsletters - to almost 300.
Have you got a month or less to put your work or hobby experience together for a
“How-To” manual?
Because once you spend this time (and it’ll fly past, I assure you), the bulk of your
work is done. The rest is cruising on autopilot.
eTip
Creating the manual is the hardest part. For us the experience is fun,
because we’re writing about something we know. That’s the nitty-gritty of the “How-
To” manual business... do what you know and the creativity just FLOWS!
The rest of the time you’ll spend marketing - and it’s a VASTLY shorter time.
I only spend a couple of hours a day on marketing my digital product - sometimes

much less. That lets me take a trip away when I feel like, as I did for four days
recently in Auckland, visiting my daughters and accompanying my wife as she
attended a seminar there.
My laptop allows me to answer mail each day and keep promotions going.
Believe me, the thrill of NOT having to ask a boss for time off, and doing EXACTLY
what I want still gives me a daily buzz.
Steps to start
If you have some in-depth knowledge on any subject - and most people do - then
I’ll show you how - in a step-by-step way - to make a profitable business. Even
while keeping your day job if you have to.
It’s a great investment in yourself. And in just a few weeks you could be in the same
position as Mike Murphy:
[ Page 35 ]
“I also wanted to congratulate you on your product ‘How to Write &

Sell Your Own Home-Made Information Manual’. My wife and I followed
your ‘Action Steps’ and in a very short period... produced a 96 page
spiral bound manual on ‘Finding the Best Care for Your Elderly Loved
One’. Thanks and keep up the great work!”
Mike Murphy, NJ
It could even take as little as a week, as another of my clients told me. That’s fast. I
read the rough draft of her 100 page manual and it was good, because she knew
her stuff.
It certainly helps when you’re conversant with your subject.
So, you can start to make a great income like me - $858.00 yesterday... a day that I
lazily spent shopping and researching internet satellite connection systems,
enjoying my personal freedom in the sun...
...or you can spend the time watching TV after a “hard” day, and getting no closer to
being independently wealthy or telling your boss where to go :-)
More about pdf files
To sell a quality product which you hope will command a decent price, you must
have quality design and graphics.
Even though many marketers say that it is the quality of the information that is
important - I don’t agree.
I think the perception and potential selling price of a well laid out manual is many
times higher than the same information in an email, HTML (webpage) or in a bare
text form.
eTip
A good layout is easier to sell because the end result looks more
professional. And so people will presume the information it contains is of a higher
standard too.
This is why I provide my manual in a PDF format. My manual is laid out in the same
style as a professionally produced book, and pdf is the most effective carrier to
[ Page 36 ]
get this exact reproduction to the buyer.
What if you want to provide your material as an HTML file? Isn’t that easier?
You could provide your material like this, to be viewed in a browser or on a website,
but you’ll have a few problems. One of the main concerns is the lack of quality.
That’s a big issue... bigger than it appears on the surface.
You see, because a lot of information is given away free or sold at low cost on the
net, you need to differentiate yours in some way in order to be able to charge a
reasonable amount of money for it.
So generally you need to provide high-quality output.
It stands to reason the more professional your info-product, not only can you
command a higher price - but because it looks better, you’ll have fewer returns.
100 million people use pdf!
Adobe announced their financial results for the second quarter of 1999:
“Acrobat had an all-time record quarter, making it the

company’s fastest-growing product. This success,
coupled with the worldwide distribution of over
100 million Acrobat Readers, solidifies Adobe’s Portable
Document Format (PDF) as de facto standards for final
form delivery and display of electronic documents.”
So what are they saying here in executive-speak? This: with 100 million downloads,
Acrobat Reader and PDF are your e-commerce solution!
Digital duplicates
But there’s one other reason why I prefer to provide PDF’s, as against HTML, and
why I think you should too. And that is convenience.
As you know, when you order my manual it can be sent digitally to you within
minutes. Not only that, but it appears exactly as if I had sent a printed copy to you
[ Page 37 ]
by mail.
My objective with PDF products is to get it to the buyer as quickly as possible,

and allow them to print it out too if they want - maybe using Kinkos - so that in a
matter of hours they have a perfect copy in their hands.
Kinkos
http://www.kinkos.com/
So speed plays a big part here too.
More about HTML
While you can use HTML for your e-book - it’s the way most websites are produced -
there are problems when you use it...
HTML has these big disadvantages:
There are margin problems when printing

You cannot replicate wordwrap or gauge paragraph length accurately
It often prints more slowly
You lose page numbers, and subsequently cannot have a contents page
It gives lousy kerning (spaces between letters and words)
It is generally not as easy to read onscreen or paper as a result of all these
problems.
If you are producing a manual that needs some serious reading on or off screen,
you would do well to stick to PDF as your medium.
Making the move to internet publishing
How appealing is an internet publishing business to you? Do you dream daily

about severing the corporate cord and making it ‘on your own’?
[ Page 38 ]
I did. Here’s how I quit the rat race for good.
Believe it or not, one of my prime motivations came from a Hewlett Packard printer
magazine advertisement.
Hewlett Packard
http://www.hp.com/
All the ad showed was a door - some executive’s panelled door - and it had a note
pinned to it.
It was addressed to the boss in a letter format, complete with date. And in a bold,
very large font that practically covered the page were the words:
I QUIT!
Ahhh! What a satisfying action to take. And what a clever ad... it must have stuck
in the thoughts of millions of office workers at the time too. Whenever I saw that ad
in the period I was working as a wage-slave, I smiled quietly to myself... imagining
how that note would come across to my own bosses.
So back in 1998 I took the step from full time work to a home publishing
business. It has been the best move of my 30-year working life.
Now I preach to the unconverted, telling them there IS a way out of the rat-race.
But there’s a secret to successfully taking this step to financial independence, and
not many people know how to do it right:
Making the right move
Most entrepreneurs-to-be start by figuring out a business that they can run... one
that’s aligned with their skills. Invariably they look around them and see ‘real-life’
options like
[ Page 39 ]
Retailers
Wholesalers
Manufacturers
So they think, “Well, it obviously takes substance to run a business.”
And so they run off to the bank and spend most of their redundancy payment or
savings on all the visible trappings of business:
• Storefront
• Fancy desk
• Stock
• Staff
• Networking
• Advertising
... and so on.
Now, from my self-employed years (15 of them) as owner of two community

newspapers, I saw how everyone else ran their businesses in the two towns I
operated my papers in. From home businesses to major chains... all the
businesses in the towns appeared in my newspapers either as news or advertising
at one time or another.
And it was a eye-opener - like having a lifetime’s business education wrapped up

in a quick couple of year’s accelerated learning.
Lifetime learning
I thought I learnt a lot about business during the time.
Wrong.
Did I take note of all the failures, the problems of overhead and staff I saw around
me every day in the businesses my journalists reported on and my ad salespeople
serviced?
[ Page 40 ]
No - not for a very LONG time! It took many years for me to suddenly wake up one
day and think: I’m doing this completely wrong... and worse... so is everyone else!
Even after I sold the two newspapers I owned, it took another few years working for
others to get the real picture. Yes, even up until then I was STILL not getting it right.
Then, like the end of an apprenticeship where you finally realise the training you’ve
been doing is starting to get you concrete results, I found The Answer. I suddenly
discovered the solution to the common drawbacks of conventional business:
Overhead
Escalating costs
Provisioning stock
Huge communications bills
Wasted time, and more.
The answer in selling information
It was doing what I’m doing now - selling information.
Not just any old mail-order method, done by conventional and cost-crippling
methods, but a unique direct mail format that actually cost
_ Nothing to set up, and

_ Nothing to operate
No stock, no overheads... no costs until the sale was made!
So I developed this special business with multiple incomes (very important, that
part) that I started about a year and a half before making my career switch.
Having refined this concept, I worked on it for a while. The first year I didn’t put
much effort in... and results were good, but could have been better.
As I gradually realised that this business might be the answer to quitting my dreary
day job for good, I began to put more and more time in.
[ Page 41 ]
Yes, I “slaved” away at it - until eventually I was spending almost an HOUR a night,
mainly in fulfilment (packing orders and stuffing promotional letters), and a few
minutes each week setting up my advertising. It was easy and satisfying work.
And best of all, it was bringing in more money than my full-time job some weeks.
My first taste of success
I started small, back in 1994.
On a whim, I decided to try out a project I had left on the back burner for a number
of years. I placed an advertisement for a successful financial system I had
researched and developed. The small display advertisement cost me $43 for
national coverage in a Sunday newspaper.
Nothing happened for a few days, and I was ready to write the venture off as an
experiment in futility.
Then, on my next visit to my post office mailbox, I discovered a small bundle of

envelopes.
I was excited then, because my one-step advertisement had asked for payment
with order. So I knew each one of those envelopes contained money.
It got better.
More orders turned up each time I visited my box.
eTip
I can estimate how many orders I will take from a weekly newspaper ad
by using this formula: 50% of my total orders will come in within 5 days. Half of the
rest of the orders will arrive within the next 5 days. The balance will come in over the
following 2 weeks. So in the first 5 days I can quickly see my approximate totals, and
that tells me how I should run my next advertisement.
The following week I found that the mail delivery had been delayed during my test
period. So a week after my first small bunch of orders arrived, a larger number - 63
in total - crammed my mailbox.
Each contained cash or checks for up to $39.95.
[ Page 42 ]
I set to that night and sent the material out. As the mail in my box grew daily, I
started to collect each day instead of two times a week.
In less than three weeks, I received:
87 orders
93 additional enquiries
Sales that totalled $1,632.00!
A winner was born
I was on my way. And the income flow showed no sign of stopping.
If you’ve ever sat down and looked at your deposit forms, and realised that for just
a few hours in one week you had made as much as working FULL TIME in a job
you hated, complete with a psychopath as a boss (they all are, aren’t they?) you’ll
appreciate the depth of feeling I experienced at that time.
So by the time it came to move careers, it was a painless action, both emotionally
and financially.
The exit from my day job was long and convoluted because I had marketing skills
that couldn’t be replaced quickly - it took a little while to find a replacement for me -
but after a long 8 weeks I was on my own again.
Now I’ve made it my full-time ambition to help others get the same heady rush
that comes when you’re doing WHAT you want, WHEN you want, on an income that
equals or betters your past one.
The business modelling example
No matter what you do, the first steps are to:
1) Select a business model that takes very little time to administrate. I started with
mail-order, but selling over the internet is perfect now.
2) Make sure your enterprise incurs only a little overhead (the killer of all
conventional business).
[ Page 43 ]
3) And finally, test it - without risk - alongside your job until, in a final joyful moment
of truth, you discover your job is redundant! You are now earning more in your
business then you ever did in your job.
I never say “I have to work now.” Instead - “I’m going to have fun now.” Quirky, but it
typifies the attitude me and many other self-employed have.
The How-To business and competition
Competition sometimes stimulates folks in business. But from what I’ve seen over
the years, it can cramp them up too.
As you have read up until now, I’ve had 15 years of joyful self-employment, along
with a handful of recent years working at places like Saatchi & Saatchi, and a
couple of other big companies.
I can tell you - the people there, my work companions - were NOT a happy lot.
The pressure to survive and get business by any method in a falling economy
turned them into the typical disgruntled worker we see everywhere.
eTip
The human toll in a competitive environment is tremendous. Stress is
prevalent in over 80% of all jobs, as employees fight for survival in a competitive
workplace. You won’t have any of that in your stress-free internet business.
Some entrepreneurial types thrive on competition. I did, in the newspaper world for
a long while, as my staff and I were beating the weekly deadlines.
Then I figured that to live longer, be happier and therefore share a higher quality
of expression to those around me, I should be looking for a business that was
essentially noncompetitive.
I tell you - it took a LONG time to realise this. Years, in fact.
I did a lot of searching. At the end I could count on the fingers of one hand the
businesses I came up with... that produced a good income, yet were so tightly
niched that they had no competition.
Property was one of these. (“They don’t build land any more sir, buy now!”). Rightly
[ Page 44 ]
organized, property ownership gets you residual (read ‘no-work’) income, capital
appreciation if you bought right, and a huge investment that is paid off by the
tenants.
Add tax advantages to that too.
All in all it seemed a good option... but my heart wasn’t in it. Maybe it was too slow-
moving... I had to wait quite a few years before seeing any return - unless you were
a wheeler-dealer.
What I did find (and I’ll be brief here, because I’m not intending to blow my own
business trumpet), was the ‘how-to’ info-manual.
Opportunity checklist
On my checklist of opportunities for businesses that required:
Little time input

Almost no capital
No stock or overheads
No worries
... came the best advantage of this type of earner as I’ve mentioned... no
competition!
It’s because as a how-to manual creator you’re in a niche market, using your own
brain stuff... and so you effectively have no competition or duplication!
My life has become SO much more relaxed now without the daily stress and grind...
or the constant searching for opportunities... that I immediately break out into
enthusiastic print whenever this subject comes up.
Why can’t people figure it out, I don’t know!
How many heart attacks and how much premature aging does it take to realise that
the answer to a pleasant and even profitable existence is not increased
competition - but LESS!
And the best way is through full control over your own circumstances.
[ Page 45 ]
Should You Write a Booklet, or a Manual?
What’s the difference?
Size mainly. A booklet can be a shortened, condensed version of a manual.
There are a few important differences for us as successful e-book makers. For
example, booklets tend to have abbreviated information. Often this is not enough to
make a quality product.
But a larger manual can cover the whole area needed for your readers to become
experts.
So, you can produce either product, but in my experience manuals are better
income earners.
The little-known advantages of e-Information
Information and how-to e-manuals easily slip into the top slot for successful
internet products. They are:
Very easy to produce. If your interest or hobby can be made profitable, you’ll
love every minute of it.
Done in your free time. What’s the cost of sitting down for a week, or even a
month, and tapping out a manuscript in your spare time? For most people who
would normally spend this time lazing unproductively in front of a television
screen - nothing! Information manuals are the purest form of commerce...
straight from your brain to paper.
Very profitable. Remember, your readers are paying for the rarity of the
knowledge you present them. A secret formula, hard-won experience, unique
method... these are all the best reasons why your e-book product will succeed
where ordinary products - novels or other fiction work - barely make money for
their authors.
Unstoppable! Yes. No-one can break the “manufacturing” cycle because you
have neither special manufacturing techniques, special dies, forms or patented
procedures. Everything you need and use is on your desktop.
[ Page 46 ]
You can make a good living in this little-understood business. My product profit
margins are huge. That’s right... I can produce a $20-$90 e-book that sells like wild
fire for not much more than my time over a few weeks.
You have no competition from anyone. You can even take my ideas and wring
every last drop of value from them - use them fully to your heart’s content - without it
affecting my income one bit.
You’ll discover that my style of business works well, undeniably. You can work
comfortably, and...
Spend as much or as little time as you like, knowing that all your work will be
productive
Work part-time until you can afford to splash out, or
Make the fascinating business of e-books your own full time enterprise
Each day I sit down at my computers in my home office, still surprised at the
profitability of this unique business. It can be a:
Zero start-up cost

Zero overhead
Zero investment business
... like no other I know.
Sell e-info from your computer
E-information selling is easy and profitable to do:
#1. Instant e-orders! You can start receiving money as soon as you go on-line. After
emailing out one of my promotional ezines, I started getting orders only 15 minutes
later.
#2. You may not even need a sophisticated computer. Do you think you need a
Pentium III with speech recognition? Not so. You can produce an e-book with a low
cost, bare-bones 486 and a 14.4 modem. It is not the equipment you have that
makes the success in this fascinating business, but the value of the information
you give.
[ Page 47 ]
#3. Untapped markets are out there waiting. If you’re writing a “how-to” e-book
about an area in which you have gained a lot of knowledge, and furthermore there
is very little out there on your subject, then you have an enormous marketplace.
Millions upon millions of prospects. You can be sure that your information will be
welcomed by the people you are trying to reach. And they will tell their friends and
acquaintances. On the net, word travels fast.
#4. E-books are simple to produce. Producing a digital information product

requires research and time, but very little money. What you are really selling is your
skills. The medium you use is the least costly of the process. You are putting years
of acquired expertise in files.
#5. E-books cost nothing to test. That’s the best reason of all!
#6. You have no real competition. Do you know how I can confidently promote this
manual and help you along too, even while we are in the same type of business? It
is because our markets are so diverse, our information product so specialised,
that we will rarely clash.
You’ll quickly find you have more ideas for an e-book than time to produce it. In 10
minutes, and with my manual, you can come up with a dozen ideas that will each
easily find a new market, and enough sales to last a lifetime.
#7. New ideas never stop coming! Every day I think of a new idea for a how-to
manual. With my help, you will too. Whether you write it from your own experience,
or research and write from someone else’s, it doesn’t matter.
#8. E-books produce income almost forever. Simple information products

produced at your home computer can provide a stream of income for years and
years.
All you need to keep your output current is to look through them occasionally and
update any affected pages. The next file save will make your manual fresh to your
next round of readers.
eTip
Maybe a phrase is not popular any longer... so just write it out of your
manual and it’s updated on the next file change. And this 400+ page manual takes
just over 1 minute to convert into a new PDF e-book. Already I have done one large
revision and added an extensive index just a fortnight after publishing it.
Unlike published books that have a short shelf life, your e-book manuals coast on
happily for years, giving up-to-date information whenever it is sold.
[ Page 48 ]
#9. It is the ideal moonlighting income. Keep your day job. This e-business can
be operated in just a few spare hours a week, if you so desire. It needn’t interfere
with your main job or occupation. The extra income is a real bonus if you want to
spend time elsewhere.
eTip
If you want to get bigger, you use the extra money you receive to build
your business quickly by buying new equipment - without needing to draw on your
daytime job wages.
#10. You can operate anywhere. It doesn’t matter where you live... city, town,
village, or in the desert. This business can be operated anywhere there’s a phone
line. What other business do you know that can be run freely in any country, around
the globe? You could never expect a restaurant business, or any other of the
thousands of other small business types to succeed while you were absent. The
beauty of the internet enterprise is its portability.
eTip
I went halfway around the world to Britain a couple of months ago, taking
just my trusty laptop. I was able to operate my business flawlessly using just a
phone line.
If you shift house or district - or even country - then your email and orders follow you
there. Want to operate from another state, or country? Not a problem.
#11. You have total control. You control everything. There’s no need to depend on
anyone else except your ISP.
Even then, finding and signing up a with another Internet provider is normally not a
problem.
You have no boss, no employees. Just YOU, making all the decisions and keeping
ALL the profits.
#12. You work your own hours. Most entrepreneurial types like to work their own
timeframe. You and I are no different. Only your customers matter when it comes to
how long and hard you spend at your computer. If you need a holiday and have a
laptop, you can continue working wherever you are in the world!
[ Page 49 ]
The perfect business unveiled
In my search for the perfect business, I came across many close-runners. These
businesses appeared to have more advantages than not. But they always fell apart
when I tried to match them to my ethical and organisational template.
Get-rich-quick schemes are everywhere on the net. But almost all of them fail in a
major way to provide any sort of true, honest, lasting value.
Not the e-book manual business.
This home-based computer business beats virtually every other type of enterprise
for the solo entrepreneur:
I’m a late night AND an early morning person, and it’s amazing how much I can
complete this way. But sometimes I need a break, and take it when the fine weather
beckons.
Sometimes I climb the small mountain behind our place... other times I may take a
motorbike ride for an hour to clear my head. The business doesn’t demand I work
today - I do! And that’s infinitely better.
If you want the advantages of working alone, free from office politics and rush-hour
traffic, you’ll love this business.
You have no boss - at last.

You make ALL the decisions.
You’ll work your own schedule, have complete control over all aspects of your
empire.
You chart the course of your own enterprise... AND reap the rewards.
eTip
Did you know most traditionally-published authors receive less than 5-
10% of the book’s retail price for all their years of work? That’s barely $3 for a book
that sells for $30. All because they leave it in the hands of others. When you - a
solo operator - do the work (and easy, comfortable work it is too), you get to keep the
lion’s share of the profit. My e-book net mark-up - money in fist after costs
deducted - runs as high as 99%!
[ Page 50 ]
A haven from business problems
Many people, particularly writers, fear personal selling of any kind. Some find the act
of persuading others to buy a chore. The true number of people skilled in selling to
others on this planet is very, very few indeed.
In your e-book business, you never need physically interact with a customer if
that’s your wish. All your communication can be controlled so that you never have to
speak to them... by putting only your email address on all your correspondence and
advertising.
Yes, you will have to face certain people occasionally... your bank, sometimes. But if
I choose to - (and I often do) - I can:
Bank by automatic teller machine or the Internet

Get my daily balances by the bank’s voicemail or Internet system
Have all payments made from my credit card
The advantages for you here are not for breaking contact with the rest of the human
race, but more for operating as - and when - YOU want.
A kitchen table, a spare bedroom, the garage. Any of these locations don’t add a
cent to your operation’s overheads... unlike a storefront, an office or a warehouse,
which eats hard-earned money day and night without cease.
Forget the “real world.” Don’t worry at all about:
Balancing your unpaid statements and invoices

Entering customer invoice detail
Printing invoices and statements every month
These standard business practices are not for you when you run an Internet
business. Many people look without success for an easy-to-run business. You have
found it!
And you get payment in advance. This surely must be the best reason of all for
taking up the e-book business.
No credit problems
[ Page 51 ]
No invoice queries
No cash flow upsets
Invisible benefits of your home business
Here’s a small - but to me, important - benefit of having a home-based Internet

business.
I’ve had conventional small businesses for many years, including:
Art gallery
Pizza parlour
Community newspapers
Photo portrait gallery
But all of these businesses had a serious flaw for me... I couldn’t do what I liked,
when I liked. Oh yes, I went away for trips and seminars and the like, but when you
have staff there is a SERIOUS obligation. If you’re a lazy boss - so will be your staff.
If you’re sloppy... ditto.
When you are a boss, you have big obligations. You are subtly forced to:
Show by example. That means you have to dress as you want your staff to
dress, show up early and leave late. (But never in the digital Information Manual
business!)
Smile often. A boss with a frown strikes fear into worker’s hearts. They don’t
know whether their job is on the line - or just that you are suffering from an upset
stomach.
Solve daily people problems. No matter how efficient your other business runs,
when you have staff there will always be bickering and problems. Office politics
and different personalities combine to make most workplaces a hotbed of
unresolved hiccoughs.
Work at the pace you expect your staff to. Lazy bosses and their businesses
usually don’t last long. Mine was successful because of my perfectionism and
hard work practices. But what a personal cost!
[ Page 52 ]
Fortunately I was a workaholic during these times... no problems there.
Other bosses could put up with these responsibilities as a trade-off for getting
business done though others... but I was never happy being top dog under these
conditions. No real freedom. Many obligations.
OK, what’s my point?
Well, I’ve had my own businesses, and I’ve worked for others... (And NEVER
again!)... but I am getting the most excitement ever from this simple, seemingly
simple invisible advantage in my own home enterprise which I’ll describe to you
now.
Our country has a Daylight Saving regime. You probably know the thing... twice a
year everyone turns their clocks back or forward an hour in order to gain extra
daylight.
As well as not seeing any great advantage in doing this, I had the equivalent of
jetlag every time it happened. I got headaches, listlessness, fatigue. And I’m no
skinny weakling either.
These were real ailments that affected my life for at least ten days, twice a year.
So, here’s the big thing.
In my life now as an independent home business publisher - relying now on no-

one else’s timetable - my delight is being able to ignore Daylight Saving! Almost
completely!
My watch is set to ‘normal hours’ which I use to wake and sleep and eat. The rest
of the clocks in my house are set to ‘daylight saving hours’ so that I can conduct
business at the right times with the rest of the world. (And my wife can get to work
on time after I cook her breakfast :-)
No pain, no problems.
If you were to ask me what constitutes the best example of freedom in your own
business... I would say for me now, this does.
Common success traits
[ Page 53 ]
Over the years I’ve been fortunate to have rubbed shoulders with a lot of
successful people, in many different fields.
As a journalist for 15 years, I can tell you this occupation gets you to some strange
places, and you meet a whole bunch of different folks.
And because business has always been my hobby... I had a more intense interest in
this area. I noted that many people successful in business had common
characteristics... not the typical “I wanted to know what made people successful
and asked them to tell me why” style you see in many get-rich books.
No, subtle - not mainstream or obvious - attributes.
Here’s a few of the successful traits that caught my attention over the years. All of
them can be learned... you just need to recognise what they are:
1) They do the detail stuff no-one else likes to do. Successful people:
Keep up-to-date accounts

Cover their legal butts
Acquire knowledge outside their field to speed things along
It’s part of a controlling process that lets them steer their ship in the direction they
want it to go.
Many years ago when I was doing business with one of our country’s richest
property investors, I observed he always paid my account within a couple of days
after my bill was sent to him, without fail. And the check was always written in his
own hand. No slipping it off to his accountants... this man made sure I got paid. He
took control over the dirty details.
This fact still makes an impression on me after 20 years!
2) They’re sharp on detail. In almost all cases successful people have dotted
their i’s and crossed the t’s. There are not too many typo’s in their writing. Which
brings me to an important factor about successful people...
3) They are literate. They can twirl the English language around in writing and
speech to get their message across. Compare this to many discussion posts you
read with loose spelling and grammatical burps.
eTip
I’m not saying all writing has to be perfect - we’re in a wholly casual
[ Page 54 ]
media here with different rules - but you need to know how to use words to your
advantage You can learn it though - isn’t that a relief! :-).
4) They act fast. The best of the bunch are responsive - they answer emails within
a few hours. In contrast, I’m still waiting for a simple yes/no answer from two emails
send to another big name. (In fairness, email’s not that reliable... I have to give the
benefit of the doubt here).
And that speed trait also means...
5) They are pro-active. This is maybe the biggest success factor in my observation.
They are DOERS. Rarely spectators. They keep moving, testing, trying,
reactivating old events and trying new ones.
It’s not something forced on them as an external motivator. These guys move as a
result of a force within themselves.
6) They bounce back. I’ve taken a few hits in the past... crashed a business, had to
swap my Mercedes (the only car I owned that I sold for MORE than I bought it for!)
for a Honda Civic, and then climbed back up again. Stronger than before.
A friend of mine owned 125 residential homes in Wellington, then was caught by the
early 1990’s property crash and lost the lot. You guessed it - he’s back.
Failure is not the killer for successful people - their attitude to it is.
7) They are intensely focused. I’ve seen evidence of phenomenal drive (and tunnel
vision) in successful people. Good? Bad? Who knows... but what’s the alternative?
Shall we stop talking about your potential success and get moving along on how
to do it?
You bet! :-)
[ Page 55 ]
[ Page 56 ]
eBook
SECRETS
Choosing the right business name
New business owners--and even experienced people in business--often don't realise

the power of a correctly selected business name.
Naming your business is one of the most important marketing decisions you're
likely to make.
Your business name is a strong selling tool as well as being a descriptive way to
advertise you. Properly selected, a well-chosen business name can:
• Strengthen your business image

• Attract customers from competitors
• Act as focus for expansion.
But, for many people choosing a name is often an emotional decision rather than a
logical one, and one in which most everyone claims to be an expert.
These pointers apply mainly to a physical address, but are relevant to for your
internet presence.
Select your name
When you first start looking for a trading identity, you should:
• Use a name that is as unique as possible

• Avoid choosing a name that may damage the reputation of companies already in
the marketplace.
[ Page 57 ]
Such far-reaching consequences seems unlikely for a firm that trades under the
name of Joe's Mufflers.
But a New Zealand company calling itself David Jones Hamburgers (the name David
Jones is an Australian department store chain), may find itself closed for business.
This is because the Australian company advertises in magazines sold in New

Zealand, and could plead damages to what, in legal circles, is termed 'spill-over
reputation'.
Think globally
With relaxed trade barriers, and the Internet, an entrepeneur can become a global
force overnight.
The most important factor in overseas marketing is the right name. If a name
doesn't look or translate well, it can harm your business and make entry into new
markets difficult.
Even if you don't think that international expansion is possible, be safe and choose a
name that you don't have to change.
• ABC Namebank International based in Manhattan

• Alias Product & Name Laboratory in San Diego (fee US$4,000-10,000)
• Nametag International Inc of Minneapolis
... are companies which specialise in choosing names which are phonetically
pleasing in 20 languages.
SONY and KODAK are names that have these phonetic advantages, and which also
sound the same as they are spelled.
Avoid initials
The main disadvantage to initials is the telephone and directory listings, where
there can be confusion over whether the name is to found under its first letter, or the
main name.
Example: would “B Dalton Services” can be listed under B or D?
[ Page 58 ]
Watch for grammaticals, apostrophes and articles of speech. “The” before names
also adds difficulty to finding a name:
L'Shop, D'Image
The Body Shop
A Cut Above
... are some examples. Will you look them up under L, D, T or A? Or S, I, B and C?
How's that spelt?
Spelling the business name should be easy. Because customers will address
letters, write checks or look for your name in the phone directory, you should
avoid easily misinterpreted and complicated names. Obvious?
Ateononic Products and L'Anchardene Centre are almost impossible to spell

correctly for everyone but the owner.
Names are high investment
Your name is a major financial investment to your business, even in a virtual e-

book business. Think about the way any change of name will affect other areas in
your business if you are an active promoter:
• Signage on shop fronts, vehicles (including descriptive number plates), posters,

• Stationery: letterheads, shopping bags, labels, invoices
• Design: cost of designer and design fees
• Long-term advertising: phone and trade directories
• Loss of goodwill: if your business has been trading for some years, the name
attracts and builds a reputation. That is often recognised as an asset in the
eventual sale of the business.
The choice of a business name falls into thirteen categories:
1) Personal names
2) Descriptive names
[ Page 59 ]
3) Geographic names
4) Made-up or artificial names
5) Americanisms
6) Alliterations
7) Trend names
8) Clever names
9) Anomalies
10) Phrases
11) Unique names
12) Complex names
13) Fanciful names
1. Personal names
Some small business owners use their own names, initials, the combined elements
of their first and last names of spouse, children's names, or phonetic names.
Examples:
• Smith Developments
• CeeJay Plumbing
• Jackann Services
• Suzy's Boutique
eTip
Selling a name? If you are searching for a name that will survive an
ownership change, you should avoid personal names.
There are some advantages in using your own name if you have a quality
reputation in your trade or area, and the business is a service or retail outlet.
National retailers Noel Leeming and Wellington's LV Martin are examples where
the name reinforces the personal touch of the owners.
[ Page 60 ]
Sometimes a personal name becomes the name of a product; Henry Ford and
Ford, for example. Forbe's business magazine and Betty Crocker (cakes). Others
become strongly linked to the identity of their owners, such as Michael Hill
Jewellers.
eTip
Exceptions. It is common for professionals such as accountants, doctors
and lawyers to operate under their own names. As a professional partner with other
solicitors or accountants, it is usual to list the principle’s names, for example: Bedell,
Faring and Clarre.
The disadvantage for professionals comes when a partnership changes as young

and growing practices invariably do often. The names have to be changed on
stationery, signs and other standing advertisements such as the Yellow Pages and
business directories.
The public recognition factor in recognising the firm as the same one also plays an
important part.
2. Descriptive names
These are names which position your company's service or goods by describing
exactly what you do. They are often the best way to communicate your business
immediately and easily without explanation.
Some retail examples are:
• Speedy Mufflers
• Poor Students Painting Service
• One Hour Photos
• Death By Chocolate
However, a flower shop in a New York railway station called the Terminal Florist
suffered from an unfortunate misinterpretation of their name when people
subconsciously linked it with death.
3. Geographic names
There are some advantages to a place name, especially in local businesses, but it
also may prevent an out-of-town customer from using your services.
[ Page 61 ]
If you run an internet webpage design service called Newtown Pages, a potential
client a few states away might not use you because your area is too limiting. They
may think you offer “local” services rather than global ones.
Geographic names in general:
• Limit business expansion to your named area, but

• Strengthen local ties with clients in that area.
4. Made-up or artificial names

Contrived names like AAAAAA Internet Service - designed to gain an alphabetical
listing advantage in phone books and classifieds - often find it difficult to gain
strong customer recognition.
5. Americanisms
Americans are famous for a number of innovations in business names:
Mr . . . this prefix often preceded the business description. Mr Muffler, Mr Fix-up

Mister as in Mister Donut.
Lil' . . . abbreviation for 'little'. Used in Lil' Orbit
R Us . . . Originated from Toys-R-Us chain in America.
U... as in U-Move Hire.
6. Alliteration
This is the recurrence of the same initial letter, or sound, in several words of a
phrase:
• Horace the Florist

• Betty's Beautiful Boutique
• Fred's Fabulous Frankfurters.
7. Trend names
Following a fashion or trend is dangerous for a long-term business name plan.
Groovy Things seriously dates a fashion dress shop, as most people would
assume it started in the late 1960s.
[ Page 62 ]
For a period in the late 1980s many large and aspiring New Zealand companies
used Corp (short for corporation) as part of their business name: GoldCorp,
CoalCorp, EquityCorp.
A Wellington central city lunch bar cleverly took advantage of that trend by naming
their business LunchCorp.
International is another name that has very little impact, since it is widely used.
8. Clever names
Hairstylists are renowned for using this style of name selection:
• The Mane Attraction

• Hair Today
• A Cut Above
Risque (risky) names like Knobs & Knockers (for a shop specialising in door ware)
may invite comment and good name retention, but because of its slang and earthy
humour may not appeal to a section of the general public.
After all. there are very few businesses that can afford to select only a small
portion of the population.
Any name which alienates the masses restricts your customer base.
9. Anomalies
There are words and meanings in business names that automatically reveal the
opposite:
• Modern ... attached to a name nowadays invariably means dated.

• A Class Above ... is usually not.
• Enterprise ... has lost its original meaning and generally signifies a business at
the low end of the market.
• Lord and Villa ... are over-used words and do not now give the appeal of
distinction,
• Inn ... as in Wander-Inn Milkbar is very dated now.
• Shoppe ... Le, and similar French-sounding names now have a dated appeal.
[ Page 63 ]
10. Phrases
• Art for Arts Sake

• Maid in a Minute
11. Unique
NoName Building Supplies, with the slogan that aptly explains why: "No name,
just a better service."
12. Complex
International Orifice Intake Restrictive Management Systems Ltd, could be more
simply effective as Global Dieters.
13. Fanciful
A fanciful name is the best form of trademark. But this is generally a non-
descriptive and meaningless name which does not take any meaning and relies on
substantial promotion before it is linked with the firm in the customer’s mindset.
These names are often computer-generated from enormous lists of possibilities

until one that is suitable and unregistered is found:
• Kodak
• Nike
• U-Bix
are examples of a fanciful name.
How To Check A Name
Name duplication. Look in the internet and all phone directories for any listing in
your proposed name. Complete national sets of phone books are available at most
libraries.
Register before using. Register your name with your country’s equivalent of the
Companies Office. It is possible that an enterprising person may have registered the
name previously, particularly if it is likely to be used in certain areas, and therefore
be a costly business to obtain it.
[ Page 64 ]
This happened with the New Zealand Party name in the mid-80s. This new political
party eventually had to pay for the already registered name after considerable
expense in promotion and advertising.
It is also common with domain names.
$1million For A Domain Name?
What's in a name? At least $260,000 so far, and maybe more than $1 million if the
name is Drugs.com says news service InfoBeat.
Eric MacIver, a 21-year-old Internet entrepreneur in Mesa, Arizona, stands to reap

the windfall from drug companies' bidding for rights to the Internet domain name to
which he owns the exclusive rights.
Intense bidding under way for the name highlights the competition among
companies seeking the right name to lure customers in the increasingly crowded
world of electronic commerce.
By Wednesday afternoon the highest confirmed bid was $260,000, but several large
drug companies and well-heeled speculators had expressed an interest in bidding
before the auction closed Friday evening.
It eventually went for $860,000!
http://www.infobeat.com/stories/cgi/story.cgi?id=2560578441-ad6
How to find a name - Case Study
(Although this case study is for a physical business, rather than an internet one, it is
included as an example on using a process to produce a name).
Let’s say you want to establish a courier business. You operate one van under your
own name, but eventually want to develop a national group through franchising. You
have decided the name must represent speed and reliability first, all-hours and
service second.
[ Page 65 ]
Step 1. By checking on the internet and in the telephone directory, you find many
names that you would be unlikely to duplicate because of their proprietary character;
Courier Carriers, Ansett Couriers, Barlow's Freight Services, DHL International,
Twin Lakes Couriers.
Other names that are generic, and likely to be duplicated are: Fastway Couriers,
City Couriers, NZ Couriers, Sprint, Office Express, Kiwi Express, Roadrunner,
Speedy.
Step 2. You search a thesaurus (a dictionary of alternative words available in local

libraries) for similar names for delivery, and find these:
consignment
conveyance
dispatch
distribution
handing over
surrender
transfer
transmission
You think none of these are suitable.
A further try under parcel brings:
bundle
carton
pack
package
allocate
deal out
dispense
Another word, move reveals:
advance
[ Page 66 ]
go
march
shift
carry
transfer
transport
activate
shove
prompt
urge
None of these choices seem to fit, but two names with a little promise could be:
• GO It fits the speed criteria but not reliability.

• URGENT Suitable only for speed, but does not indicate the hours.
A possible combination may be:
• URGO COURIERS or
• URGENTO COURIERS which suggests a fast Italian service, but let's look
further.
Step 3: Random search. You take a pen, open a book or telephone directory at
random, and with your eyes closed, place the pen anywhere on the page.
The word it connects with will be used to develop a list of 10 other random-
association words.
eTip
(Do not choose another random selection in the hope it might be easier.
The success of this method is tied up with the need to complete the list of words
so that we can produce a courier link).
Let's assume the word you have chosen by blind selection is 'range'. The names
you may generate could be:
[ Page 67 ]
1 home (from the song Home on the Range)

2 stove (another word for range)
3 get-about (ranging about)
4 distance
5 horizon
6 steers
7 land
8 cattle
orbit
reach
Nothing suitable here for a courier firm, so we try another. For the next strike you
find 'reliable':
1 sure
2 steady
3 always
4 on time
5 guaranteed
6 tried
7 accurate
8 trust
9 dependable
10 safe
Your possible selection of names from this method could be:
• Safetime Couriers (combined from No. 10 and No. 4)

• Allways Speedy Couriers (from No. 3 with the addition of another letter).
And previously from Step 2:
[ Page 68 ]
• Urgo Couriers
• Urgento Delivery
We are now aware of the considerable creativity it takes to generate a satisfactory

business name.
CHECKLIST for choosing a new name
Does your proposed name pass this checklist test?
[ ] Are there possible conflicts with other names? Check:
• internet search engines

• telephone directories
• product catalogues
• trade directories
• other business listing in your chosen field
[ ] Have you avoided negative connections? Your name should have a positive
ring, and make people optimistic and happy about dealing with your company.
[ ] Is your business name unique? Make sure you won't be confused with another
company which possesses a similar name.
[ ] Have you looked ahead when you are selecting your business name? Evaluate
the widest range of possibilities for your company before settling on a name.
As an example, Acme Oil Filters will limit your business to selling filters, whereas
Acme Oil Consortium has more potential for expanding your product range under
the same name.
[ ] Is it a descriptive name which also contains a benefit about your business?
[ ] Does your name sound attractive and is it easy to pronounce? Test it on

others to find out how it sounds when they attempt to pronounce it.
[ ] Is your name distinctive? You want it to be different and unusual enough to

maintain your own distinctive identity and reputation.
[ Page 69 ]
[ ] Is it brief? Noteworthy names are often brief and to the point.
Minnesota Mining & Manufacturing is known more effectively as 3M. An

American chain of stationery suppliers are known as Staples.
Hints for successful names
Here are a few more pointers on names:
• Once your name is fixed, don't change it. It takes an enormous amount of
energy to reposition names in the public mind.
• If you want to reposition the business from a previous owner who damaged the
business's reputation, then consider carefully before you do. Each year the
investment in your name recognition grows more valuable than you realise.
• Even 20 years after changing his name to John Grinnell, country singer John
Hore is still known better to many fans for his original name. He changed it
because he wanted to succeed in the United States where the name sounded
inappropriate.
• Don't hold a public contest to choose a name. Often it requires you to make a
selection of the best name which could be of a very low standard. You may also
risk alienating the people - potential buyers - who spent time and trouble thinking
up their entries.
[ Page 70 ]
eBook
SECRETS
Planning your e-book
When you start selling your e-book over the internet, you’re going to notice one
huge difference between the web and a similar mail-order enterprise.
It is, simply, the amount of EXTRA effort you have to invest to sell on the web in
various ways.
Here’s why...
Speedy connections
With mail-order or direct mail, your buyers rarely send you a letter or any other
form of correspondence.
Sometimes a fortnight has gone by without me receiving as much as a scrap of

paper from any of my legion of many thousands of mail-order customers.
And the reason is obvious.
It takes them a LOT of effort to:
Find some paper

Type or write on it - including all the polite paragraphs that society dictates we
use
Find an envelope and stamp
Trudge down to the post office or mailbox (probably in the pouring rain!)
Contrast that to the internet.
While your buyer or prospect is scanning the net for signs of life, a thought about
[ Page 71 ]
you pops into their head. Quickly they bring up an email screen, and 3 minutes later
a complex question comes shooting down the line to you.
Maybe you have sent an ezine to 5000 subscribers, and 750 visit your website.
This generate sales, sure, but also 125 emails along with it... inquiries like:
I live in Venezuela. What price is it here?

Can I get support for your product?
I wanted to buy your product, but your order form keeps rejecting me.
Can you advise me when an upgrade for your product comes?
This happens all the time. It is one of the unique and powerful BENEFITS of
being electronically linked.
To them, maybe...
But it is a two-edged sword for the marketer trying to move info-manuals out the
door at an ever-increasing speed. We have to devote valuable marketing time to
answering questions which takes us away from selling. But we recognise that our
customers:
Sometimes need a response from a “real” person, rather than an autoresponder.

Don’t have time to look up your FAQ (frequently asked questions), or can’t find
them.
Want to build a one-on-one business relationship with you.
Solving the time problem
So how do the skilful marketers in this business - you and I - avoid it, or at least
turn it to our own advantage?
There are a few ways.
It is important to be prepared in advance. And EXPECT these interruptions to

happen.
Expect that selling on the internet will be vastly more time-consuming than most
other forms of business.
[ Page 72 ]
On the internet you’ll deal with MORE people and have MORE TO DO daily than
with the slow, convenient mail-order side of your e-book business. Don’t resent it or
brush them off with autoresponders... this is all part of the wonderful internet
connection.
The rewards are greater for the people who respond to their prospects and
buyers.
eTip
In my experience, only 50% of the businesses I email to reply promptly.
Most of them take 2 to 4 days to get back to me. When you answer in less than 2
hours - your reputation for good business gets an immediate boost!
So persist with promptness... give a speedy reply, and use these following Time
Tips to get the most from your time at your keyboard:
Use your inquiry replies as material for your ezine. Put the replies that you’ve
spent loving minutes or hours over into your ezine as useful information. You
simply change parts of the reply so that it can stand on its own as an article.
If you write articles for other ezines, reuse these replies as a basis for your own
ezine articles.
Use ‘form’ replies. These are various standard statements you find you use all
the time. Short-cut the effort you need to type them out again and again by
cutting & pasting these into your correspondence. They can be:
- phrases
- sentences
- paragraphs
... all pretyped, ready to go. For example, I have this sentence entered in my
autotype program:
“Let me know if there’s any more information I can help you with.”
I produce it by typing “lmk” and a useful text expander software program does
the rest.
eTip
Use these following handy autotype programs to hugely accelerate your
work and productivity;
[ Page 73 ]
For Windows:
ShortKeys
http://www.shortkeys.com/
For Macintosh:
TypeIt4Me
http://www.hebel.net/~rettore/TypeIt4MeIndex.html
Use short-cuts for various words. With the autotype program, I merely type
common words I’ve entered into its dictionary... words that I use a lot, have
unusual formatting, are long or are easy to spell wrong, like: business,
entrepreneur, Info-Pack, info-manual. Simply typing the first 2 or 3 letters in
each word lets the program expand it.
[ Page 74 ]
Produce prewritten Special Reports from all sources. Let’s say you have a
forum of your own. Gather all the useful information from it, and compile it into a
Special Report.
You’ll be amazed how much material you’ll find there, much of it exceptionally
useful advice from other experts in your field. Just make sure your forum has a
qualifier at the top of the message board that states all material within becomes
the property of the forum owner.
FAQ’s are a great timesaver. Many of the common questions you get over time
can be compiled into a giant ‘answer bin.’ Refer your questioners to it as often
as you can, and watch your spare time grow!
Another short-cut for your e-book... use excerpts from other manuals or books,
with written permission from the authors of course. You’ll find the information
will add considerable status to your own material by association. And it will
save you a lot of writing time.
Voice is the future
Even if you are a skilled typist, consider getting a voice dictation product. I use
Dragon NaturallySpeaking:
Dragon NaturallySpeaking
http://www.astvtech.com/index.htm
[ Page 75 ]
It has increased my typing speed from approximately 40 words per minute to triple
that.
You’ll find that not only does this program improve your typing speed - because
you are dictating straight to the screen - but words that you may stumble over
because of the spelling are automatically corrected.
Now I can ‘say’ words like antioxidant, entrepreneurial, dispensation,

receivables... and they will all be spelled perfectly in an instant.
In fact, I make no spelling errors at all now. Imagine what my English teacher
thirty-five years ago would have thought about that!
eTip
Of course, words are a tool, and you must learn to get the most from
your tools as you can... so sometimes you have to ignore the wisdom of teachers.
Not only has my “typing speed” increased dramatically, but the temptation to use
“big” words has increased also. This is not a good thing however... you must
remember to keep your e-book reading comprehension level reasonably low so
that your work reads easily.
To use Dragon NaturallySpeaking (I consider it the best product on the market at

this time), you need the following:
System Requirements
Minimum: 133 MHz (Recommended: 250 MHz) Pentium® Processor, IBM®

compatible PC Windows® 98, Windows 95, or Windows NT® 4.0
Memory Requirements
Minimum: 32 MB (Recommended 96 MB) for Windows 95 or Windows 98, 48 MB for

Windows NT 4.0, additional 16 MB when running Corel® WordPerfect® or
Microsoft® Word simultaneously with Dragon
[ Page 76 ]
Hard Disk Requirements
Minimum: 180 MB (Recommended 240 MB)
Sound Card Requirements
A Dragon Systems’ certified or equivalent 16-bit sound card or built-in audio system
with input quality equal to or greater than the Creative Labs® Sound Blaster® 16.
Planning your eBook
E-books are really simple to write once you do a bit of basic planning. But it is oh-
so easy for the whole concept to overwhelm you at times with all the detail you
handle.
You a writing a paragraph when suddenly an associated idea pops into your head.
So you write it down off to the side, and that triggers another one. Before you know
if you have a collection of unassociated ideas - and nowhere to put them.
So it is pretty important to have some guidelines. My shopping list form of writing

will help you tremendously. But there is no substitute for getting your house in order
at the start.
eTip
It is no secret that most productive people use goals and a to-do list...
these are essential to bring order back into your life.
Goals and a to-do list are my essential ingredients too. Here’s how they work for
me:
Directly in eyeline on the corkboard above my laptop in my home office, I have a list
in 48pt bold. (The font is Impact, if anyone’s interested :-)
These are the 5 F’s... the part of my business ‘conscience’ that kick-starts me into
action each morning:
1) Forecast
2) Finance
[ Page 77 ]
3) Filing
4) Fulfilment
5) Fun!
1) Forecast.
First I review my daily and long term goals and the day’s appointments ahead.
I’ve used Claris Organizer for the Macintosh for the past couple of years to do this...
it’s a marvellous personal information manager which I also use for my client
database.
Now that I have a PC as well and now use it for my main production work, I used
Microsoft Outlook 98.
While this program is not as effective as Claris Organizer, it works OK.
Each day I review the to-do list. As my life is very much simplified these days, there
is not much on at all. Most of my business is automated, so that leaves me free to
do more creative things. As we go along in this manual you too will learn about the
tools I use to achieve these results.
2) Finance. No business exists in a cash vacuum. I NEVER miss getting up-to-the-

minute balances here with my bank’s internet service.
ASB Bank
http://www.asbbank.co.nz
I use it for accessing my account daily and paying my bills on-line.
I hate debt. And because of this I get great service from my few suppliers as I pay
immediately on the invoice received... none of this 20th of the following month stuff
that drags every business into a quagmire of debt and makes them dependent on
their bank overdraft or loans.
Quicken finance program software for both PC and Mac is perfect for me, and I
always know my cash position every day.
Intuit Quicken
http://www.intuit.com
[ Page 78 ]
I am connected to my bank’s electronic system... everything I need to do at the

counter there can be done through the Internet. This includes downloading my bank
statement to Quicken.
3) File - or Fail!
A messy desk makes for a messy mind. Don’t believe the people who say: “I can find
anything quickly in my junk pile.” They are not as efficient as a clear desk person.
For me this stage logically comes after paying my bills, when the paperwork is
completed, and I file everything then. However, as I now produce most of my
material on screen, I have very little paperwork... a truly paperless, staffless
office.
But old habits die hard - I still have a small pad of paper and the pen to jot notes
down as they come to me. At the end of the day whatever is important is transferred
to my computer diary, and the paper thrown away.
4) Fulfilment.
This is the mechanical part of the business: filling orders manually where needed,
answering email and other correspondence. I try to answer email in 24 hours or
less. In most cases I get an answer off within a couple of hours.
5) Fun!
Now this is not the goofing off stage. That comes after the work has done. This is
the part of the day I really enjoy... writing new Reports and Manuals, planning
new business. In a curious paradox for me, work has finally become Fun!
Oh, there’s one other: FEAR. The fear of failure drives many entrepreneurs on to
greatness. My fear is having to work for a boss again... that keeps me riveted to the
essentials, and on track!
And one other ‘F’ time management tip - important as any other is FOCUS.
If you have a clearly defined goal - tunnel vision, whatever - then I’ve found anything
that doesn’t contribute to your core focus quietly slips away to the background.
Automatically. Just like magic. It works!
[ Page 79 ]
Work when YOU want to
Asynchronous communication... your short-cut to success!
This term needs an explanation first, but we’re lucky - it is simple enough once you
know and apply it to your internet business. And even better, it is a short-cut to
effectiveness for everyone who have busy routines.
There are actually two parts to this word - separated by just one letter - and I’ll
explain the smaller one first:
Synchronous Communication - It’s where you and the person you are contacting
are speaking or reacting in real, ‘synchronised’ time. Examples are
_ Telephone calls
_ Face to face talks
_ Internet chat sessions
_ Video-conferencing
_ Speaking over intercoms
... get the idea?
This can be a good method of communication, and a lot of people won’t have it
any other way. They say they are most effective this way.
Fine. But it is only useful when you are a radio talk host, or a real-time helpdesk
operator, or a ticketbox seller.
This is because you have to be in a place where you can be contacted... ultimately
at your client’s convenience - not yours.
But most of us in the home office do not have to generate an immediate response
within minutes. That’s the beauty of the internet business.
That brings us to the problem’s answer...
Asynchronous communication. That’s when you don’t have to be in the same

spot, or in the same timeframe, as your client.
[ Page 80 ]
eTip
If you want to become effective enough to make good money from your
business, you don’t want to be at everyone’s beck and call. In fact you shouldn’t be,
because it leaches your time away in tiny increments that quickly add up to a wasted
day. A phone call here, an email there - before you know it, your day has run out of
hours - and you along with it :-).
I go to a great deal of trouble to balance the two forms of communication, but try to
eradicate the most time-wasteful so:
First - so I can always be available to my clients, so they are more than satisfied
with my service.
Second - I can operate my business so that I can work effectively. I do this by

‘chunking’. This means that the work I do is power-packed into clumps or chunks of
time. I work best without interruption (and many writers do), so chunks of time
are most effective for me.
Asynchronous communication is possibly the only way that you’ll be able to get
your work done.
So, what are some of the tools of asynchronous communication?
_ Letters
_ Email
_ Fax
_ Voicemail
_ Secretary (an expensive option... I really hope you don’t have one for your home
enterprise!)
Each one of these are an invaluable resource, because they allow you to work in
blocks of time, convenient to you. Work now to eliminate all synchronous
communication from your working life to get your time under control.
Do your cash and orders daily
In almost every aspect of business you are advised to keep on top of the flow of
orders and banking. Now, you can do that monthly, even weekly. But I recommend
[ Page 81 ]
you do everything DAILY.
Here’s why:
It’s too easy to get behind if you leave it any longer. And procrastination (putting
things off) will sink any business quickly.
Most people who put off today’s work think like this: “It’s only a day. I’ll catch up
easily enough.” So one day stretches into two, then three, and before you know
it, one of the most important parts of your business - after your customers - cash
monitoring - is hopelessly behind.
It is imperative you know DAILY where you are, both fulfilment and financially.
Most bank managers tell stories of small business people who are months
behind in their accounts. They have to apply for emergency loans when they
discover they are short. They could have prevented it by knowing their cash
situation all the time.
Although these problems are less common for you in the automated e-book
business, it is very good practice to keep ahead of everything in business.
Daily diligence makes for satisfied customers.
Big or small e-book?
It’s tempting to start off with a small booklet “just to see what happens.” So what is
the difference between a Manual and a Booklet? The difference is mainly content
and size.
Generally speaking:
A manual may be 60 pages and more

A booklet goes to 20, maybe 30 pages
The subject tells you too. A complex or detailed topic which needs full explanation
to give the full details is best put as a manual.
However you could use a part of the manual and use it as a booklet.
Example: A manual could explain how to operate a printing press, but a booklet
would describe part of the press’s folding operation.
[ Page 82 ]
Sophisticated markets
Can you aim for a higher academic or intellectual market? Let’s say in:
_ Banking
_ Stocks and shares
Can you pitch your manual to these top-level markets?
My answer is definitely yes - creating and selling a manual can be done at any
monetary level... whether you’re providing a general banking advisory service or a
top financial investment strategy.
The changes to ramp up a manual to give it a higher value are often a simple
matter... for a paper-based product you can publish it in a 3-ring screenprinted
hard cover binder instead of a light cardboard spiral-bound version.
eTip
For an e-book, you may need to publish expensive manuals on CD-ROM
to give them the “status” to match your asking price. The higher quality cover
packaging is needed to give your more expensive material the “reason” for charging
at a higher rate.
A caution: Even if your advanced information is totally unique, it does take a

stronger selling effort to convince your prospects to accept an info-product in, say,
the $200-500 dollar price range.
To succeed here you need any of these:
• A recognised background
• Experience
• A leadership role
... in your industry to launch a high-level info-product successfully.
To improve your sales rate with these higher-priced products, you should include
‘extra’ value add-ins in your sales package like
[ Page 83 ]
• Video tapes
• Audio cassettes
• Newsletter
• Personal consultancy
These will give your total offering a high value profile.
Test before you start
You haven’t started writing your manual yet, and now you want to know whether it
has the appeal that will make it a winner.
Here’s one idea you could try before you commit further with your valuable time
and energy.
Write down a number of titles for your manual, maybe 5 or more. Because it is a
manual title, use instructional “How-To” titles.
They might be similar to these samples:
• How To Assemble Kitset Furniture From PVC Piping

• How To Make Cheap PVC Furniture With Just A Hacksaw And Glue
• How To Get Rich Making Easily Assembled PVC Furniture
(I’ m sure with a bit of creativity and time you can think of better examples).
Now look at your list of titles with a critical eye:
• Can you see any title showing as a strong player in the marketplace?
• Does any title have a compelling appeal?
• Does any title answer what many your audience - in this case homemakers -
need?
• Do any titles adequately answer a problem that your market may have?
[ Page 84 ]
eTip
Put yourself in another person’s shoes when you do this - someone in a
similar position to you before you started your PVC furniture project. Would your title
answer your own questions about doing it, that couldn’t be solved by a book at the
library?
Now for some practical suggestions...
Suggestion 1
Trial your booklet.

If your title passes the title test and you think it worthwhile continuing, why not trial
your manual as a booklet first? Here is an economical way you could test your
market out in a small way before spending valuable time and money.
Write a 16 or 20-page A5 e-booklet. Because it has a slightly different slant to your

proposed manual by offering short advice segments, you should title it along these
lines:
_ 10 Tips For Making Money With Home-Made PVC Furniture
_ 7 Ways To Make PVC Furniture At Home For Money
Advertise your booklet at a low “premium” price.

Make your booklet price low enough to cover costs, but also make it an attractive
proposition for anyone to buy. I would think the $5-7 range would be suitable...
maybe using a 5-cents-off pricing structure, i.e.
• $5.95
• $4.95
This is a test to see if your manual will have any sales merit. When you measure
response, you should bear in mind that lower-priced informational products will
sell better than those higher priced.
So your figures might have to be adjusted later to make allowance.
[ Page 85 ]
Suggestion 2
Try a Tip sheet.

For an even lower cost test to quickly gauge your market, send out a free tip sheet.
Using the titles you developed as a guide
_ Write a 3-5 page information sheet on your subject

_ Offer it by email free on your website
Then use the responses to see if this subject has potential in the marketplace.
eTip
If 200 people respond to your free offer, remember that maybe half or
more of these will be the “something-for-nothing” opportunists. The rest could be
potential buyers of your manual.
How to stand out from the crowd
This is the Holy Grail of internet selling... the secret of REALLY accelerating your
information product sales.
It is so obvious - yet few people take notice of how to do it.
I touched on it in the previous chapter.
Take a look around you at all the websites that deal with making money with
information. There are many, many thousands of places to go to.
What do you notice about their websites, generally?
• They’re anonymous. Here you’ll find most sellers with no backgrounds, no

history that you can verify. You may not even find the author’s name.
• Their material is often impersonal. Many sell prepackaged information from
various ‘bulk’ providers... “600 Moneymaking Reports on CD.”
So, what does all this suggest?
It’s this. In your successful internet information business there are a number of
[ Page 86 ]
steps you need to take to counteract all the SAMENESS out there. You’ve got to
find a way to make yourself stand out from the crowd. To personalise your
presence.
Too many “look-a-likes” on the web today means an ordinary message is quickly
going to get lost or ignored.
This is the way to break out of the mould:
1) Inject your Unique Personality (UP) into your product!
You need to draw on your individualness. Don’t worry about copying what others do
in their writing... you know they won’t be getting the same results as you when you
burst out of your cocoon with unique phrases and powerful words.
eTip
When I’m writing - either sales letters or manual text -I’ve often gone back
over my copy lavishly written in the heat of inspiration, and thought about replacing
some of the passionate words with ordinary ones. But when I do, the copy reads
like the same tired old material you read everywhere. Instead, I go back and replace
some of the dying, lacklustre words with fuel-injected, turbocharged ones!
2) Don’t be afraid to spill the beans about yourself
Tell your audience about your personal problems and pitfalls as they relate to your
writing and product. It makes you more human... and less anonymous - that
dangerous place where faces and backgrounds don’t matter - where your material
looks the same as that from a spotty 13 year-old, and no-one knows the length and
breadth of your experience.
3) Describe your background

Everybody has a background... you have too - even if you don’t think it’s appropriate
for the subject. Think about many of the sites you visit - how many of them go
beyond the drab and boring corporate background?
What you want to see - and so do many others - is evidence of a living, breathing,
human being behind the web interface. Someone they can trust not to run off with
your credit card details, and to send you the goods in a timely manner.
This is so obvious, yet is the most basic premise. It is one secret that is ignored
99% of the time by everybody.
[ Page 87 ]
Niche marketing
The next stage of the e-book production puzzle is how to find a true niche
market.
Niche marketing is the best way - and maybe the only way - to make money in the
home-made information manual business. It is important to define your markets
very closely.
In my business, I publish and sell manuals and other information products in a wide
area... the field of “people who want to make money.”
Just about everybody could be my customer.
But when this circle of interest is too wide - as it is here - it’s essential that it is
narrowed down.
eTip
A niche about the breathing habits of the South American speckled frog
could be too closely defining, as well as having a limited audience... but a niche for
people who want to make money on the internet is too big in the other direction -
you need to be more specific.
A niche for people who want to create and sell “how-to” information manuals
represents a good market for you.
And a specialised product sold to a niche market can command a much higher
price than a general product sold to a mass market.
CASE STUDY: One Australian company publishes and markets very specialised
business material for chiropractics, as well as other general material. But the
specialised part of their business is more profitable than their broader
publishing business. Why? Because there are only 8,000 chiropractics in the
country. Their names and addresses are readily available from directories and as a
compiled rental list. They are a very closely targeted niche market that is perfect for
this publisher.
In writing sales letters, targeting websites and using other marketing messages
addressed to a niche market, you can speak their language, talk about their specific:
[ Page 88 ]
Needs
Interests
Experiences
Desires
This is so much more effective than both a general, or too tightly defined segment.
What stage are your manuals?
Are your products in RESERVE, or in CIRCULATION? Marketer Bill Myers has this
unique way of comparing your unpublished work to money in the bank...
Like many publishers, I have a number of projects that “only” need a few more
week’s work before they are ready for the marketplace. Interesting and exciting
projects they are too.
But while they sit there, waiting for my final tidying actions, they are in RESERVE.
Just like money you deposit to your bank.
Your bank takes it, happily, and gives you 5% interest. All the while they are
receiving 10% because they move it around the country or globe to the best
investment spots.
So, while your own publishing project sits in your idea bank, you have not
realised its full potential.
The answer is to get it moving, into CIRCULATION. You don’t have to be the one to
start the moving process. Just get it started... by either:
_ Writing it. This is the purpose of this manual.

_ Selling it to someone that will do the footwork necessary to kick it into
action.
_ Selling the reprint rights. After all, it’s better to have 50% of something -
than 100% of nothing.
But let’s assume you really want to start your own e-book. Let’s move on to
exciting ways to develop it.
[ Page 89 ]
eBook
SECRETS
The X factor revealed
There is one secret you need to know in order to make a success in the e-book
business.
It is a factor that is almost totally ignored by every commercial site on the net.
I call it the “X” factor because it is so important.
Before we discuss it in detail, you need to know about another big influence on your
sales figures I call the Y Factor. (What! Are there any more factors Ken? No... these
are the only two).
The Y factor explained
This factor incorporates the X factor as an essential part of its operation. To explain
that further, understand what happens on a failed website.
Imagine this... you decide you want to sell your e-book on a website.
Everyone has told you how easy it is, and as you go through the process in setting
up your site, you agree.
As this is just an experiment (you don’t want a spent too much time on it if it is going
to fail) you select a free site from one of the many providers. Too bad your domain
name...
[email protected]/superhomepages/23347~mypage.html
... is a bit long.
However, you figure if you get people into your site through a link, then they won’t
[ Page 90 ]
need to type it out. Your first mistake.
On your website you link to many dozens of useful references on dog biscuits.
In the spirit of the internet, you cram in as much free information as will fit your
page. After all, everyone says you’ve got give away free information in order to get
customers.
At the bottom of your page, you set out ordering information in an attractive box,
and ask your buyers to send you a check. Your second mistake.
Over the past year you have subscribed to several ezines about increasing
traffic, so you decide to put some of these ideas into practice.
You register for 800 search engines and directories through a free service. Then
you spend quite a few days placing free classifieds, and to finish at all off, you
write to other similar sites and asked if they will link to you. Your third, fourth and
fifth mistake.
Then you sit back and wait. And wait... Your last mistake.
After a month of receiving virtually nothing, you start making inquiries on related
discussion boards. Your post titles look like everybody else’s:
Help! Need traffic!!!!!!

Can anyone help me?
My site is not working!
You get a few sensible replies, but because the answers from others are very
similar to what you have already been doing, you join the growing throng who
bleat that “the web is not working for me.”
I won’t go into detail about the mistakes in this example.
But you have seen a traditional and timeworn failure route for people trying to sell
from a website.
And yours is doomed to stay that way unless you get some new ideas.
So what is the answer?
[ Page 91 ]
Proven, effective answers
Well, one of the proven ways to get both traffic and sales is a path that I have
followed with success. If you have read my track record you will know that in the
space of just a few months I sold over 700 digital Info-Packs at upwards of
US$97.00 each, as well as 12 Reprint Rights at US$900.00 each.
Even more surprising, I did this without:
_ Search engines
_ Free classifieds
_ Trading links or
_ Any of the traditional routes that most people take
How did I do this... especially when I was selling a package that appeared very
similar to many hundreds or thousands of others on the internet?
The 5 Pillars of Internet wisdom
You need a combination of just 5 essential items together with the all-important,
crucial X Factor.
Each of these parts is absolutely essential - they play an integral role in your
success plan. Leave any one out, and you may as well go back to our failed
example, or dig ditches for a living.
These five items are:
1) A track record
2) An effective website
3) An opt-in ezine on your website
4) A discussion forum
5) Credit card processing
Underpinning all these pillars - as well as the sophisticated marketing program

which I explain to you detail in this manual - is The X Factor.
[ Page 92 ]
The X factor
This X Factor strategy can be explained in just one word... a word that appears so
simple and transparent that most people will write it off as not being that important.
eTip
Understanding this word as it applies to your e-book business - and your
whole attitude behind it - is absolutely critical to your success. It is the reason for
mine.
That word is: CREDIBILITY

How does “credibility” apply to you?
It may be “just a feeling” that your prospect has about you through your website...
or how you prove your claims on income, your proven experience in the field, or
your proven ability to show others how to succeed with your product.
Let me give you a true life example...
I’d been in touch with a gent from Canada, a potential client. Nice guy, friendly, and
he’s net-smart too. He wanted to buy my Info-Pack, but also wanted more
information - as a confirmation - as well.
During our emails, this savvy marketer asked me a revealing question... ”How can I
tell you’re not the usual huckster I see everywhere on the net?”
Now that made me think.
My first instinct was to say, “Of course I’m not one. Look, I’ve done this, done that,
achieved this, succeeded here... how could you or anyone possibly doubt my good
intentions?”
Then I looked at my website material.
And finally discovered the problems I had triggered in my prospect by using:
_ All the usual, tired mail-order industry buzzwords
[ Page 93 ]
_ A standard ‘by-the-book’ layout like thousands of similar “get-rich” sites

_ Careworn phrases that could have been plucked from any get-rich-quick
source
In an instant I saw everything from my client’s eyes. It was true - at first glance I
looked like everyone else who were trying to sell overpriced, me-too items.
And the revelation was an eye-opener for me.
So I set to work again on my website pages:
Rewriting
Reworking
Relooking
... doing these things at every point to see whether it matched my ideal of a
‘huckster-free’ environment.
It was hard, wrinkly-forehead work, and took a while. But the results were startling.
I began to discern a different attitude from clients, judging from the emails that came
with their orders.
The most exciting and positive aspect of what I had changed was confirmed in an
email I received one morning from an overseas buyer who said:
“Finally, a breath of fresh air just blew across the internet from New Zealand!”
He found my site different enough, and it showed.
Fresh content... not recycled, repolished, has-been material... is what drives and
fuels client satisfaction in this business. I’ve learned that.
But it’s hard work.
A sore back, tired brain sort of effort is needed to bring true originality to your
work.
Not only do you have to dive deep into your personal experiences for truly
innovative material, but you have to clear other material from your subconscious.
Many times I write something... then like a bolt of lightning the realisation comes
that it is similar to something else that impressed me a while back.
[ Page 94 ]
Out comes the ‘delete’ button, and I try again.
Yes, generating fresh content can be a talent-driven exercise that few possess. But
it’s also 99 percent perspiration and essential for credibility.
It is not easy work at all.
But the closer your content matches your own personality and style, the
greater your credibility.
You now have something that is not a carbon copy of other’s work. That’s why the
copycats that abound everywhere around us rarely succeed.
Let your personality shine through, and your credibility rises.
The brand of you
Why is personalisation so important to credibility? According to Newsweek’s 1999

on-line study, 82% of new web users preferred to use a site with a known brand
name, rather than one they were unfamiliar with.
Newsweek Magazine website

http://www.newsweek.com
Obviously the quicker you become a “brand” the better off you are.
eTip
Like Coca-Cola, Microsoft and USA Today, a brand name is a powerful
influence. That position doesn’t come easy though - brand names take years to
build and require millions of dollars. Fortunately you have a slightly easier job :-)
All you need to do is follow these simple instructions to build “YOU” brand
credibility:
Do what you say you are going to do. Reliability increases credibility.
Follow-up on all responses. Remember how email from most companies takes
[ Page 95 ]
a couple of days to reach you? Surprise your prospects by delivering a

response in hours instead. Your credibility will be enhanced.
Stay in your prospect’s attention zone. While this doesn’t directly affect
credibility, the longer you are being seen in the marketplace, the more
credibility rubs off by you simply being there. Others fail and disappear... you
keep going... you are gathering credibility.
Doing this successfully translates to getting in front of your prospect as many
times as possible over long periods.
Personalisation
The more personal and close you can get to your prospects, the more they’ll trust
you. Not only will they trust you more, but you gain that trust quicker by getting
personal.
So how do you work this personality magic?
eTip
Getting personal is one of the few secrets that no one on the Internet
seems to realise. You’ve got to get personal, and to do it there is no substitute for
sharing parts of your life to others.
Now, I’m not talking about opening your purse strings and exposing your finances
- though I have done that with some success.
When your prospects feel they consider you as another member of their (distant)
family, you are succeeding. So your writing should fully reflect your personal side.
Here’s an example of something I wrote in one of my ezines (also mentioned earlier

in this manual but worth repeating) that does that:
Examples:
I only occasionally have the need for a cellphone (remember, this is a mail and
internet business I’m running). So I use a prepaid call plan.
I have no personal debt or borrowings.
[ Page 96 ]
I prepay my business tax as I go.
I ride a motorcycle by choice - not necessity.
I sell overseas.
I get GST back on local expenses by claiming all legitimate business costs.
I shared my business practices as well as some personal issues with my readers.

Now they know a little more about me... all part of the great puzzle gathering
process. I become closer to them, and so they trust me more.
7 Ways To Improve Your Credibility
Here are 7 practical ways you can increase your credibility.
1) Tell your prospects how long you have been in business.
Because information is so easy to gather on the internet, there are many people
with zero business experience under their belts who claim to be experts.
Don’t be mistaken for one of these frauds. Even if you have no experience at all, and
are starting up for your first day, there are many ways to instill confidence into your
prospects and buyers.
You must increase your prospect’s confidence in you with:
_ Diplomas gained
_ Certificates acquired
_ Experience in detail
It’s rare that anyone with less than 2 year’s experience in their field can gain
readers confidence on the internet. I’ve been successful now for 5 years off-line, and
because of my expertise, much of that experience transfers to the internet.
But any beginner can do it too if they have qualifications or experience in their e-
book subject field.
[ Page 97 ]
2) How much information can you give your readers without payment?
If you’ve gone to the discussion boards and some other, selected marketing
forums, you’ll know that a lot of good value is given out for free. The best
marketers have more information in their heads than can ever be used up in a
lifetime, so they are willing to give a lot out.
The more you are able to give away, the higher your credibility.
3) How many exclamation points can you find in your sales material?
Amateur promoters and marketers think that exclamation points add excitement to
their material, and the more the merrier. In fact, the more exclamation points they
use, the less credibility their material has.
4) Take the response time test.
How quickly do you respond to email questions? Prompt responders are also good
for business... and being successful in business means getting a quick response
back to your enquirer.
5) Give proof - the final frontier!
How can you prove an income claim? Like me, you can show actual earnings.
For example, I put a scanned check from my call center on my site so you KNOW I
make the money I claim. Belief and credibility go hand in hand.
Scanned check
http://www.ksilver.com/Income_Example.htm
6) Testimonials
There’s no doubt that the testimonials get results in our business. But there are
special ways to make them more genuine and credible. You’ll find details further
on.
7) Articles
[ Page 98 ]
Even with the huge number of published books spewing out on the market today,
merely having a published book gives enormous credibility.
Many business people have used and exploited that fact to increase their credibility.
An article is just a mini-book.
The INVISIBLES that help your credibility
The most valuable experience you can have in your e-book publishing enterprise
can be gained by being down on the trading floor with SMALL businesses.
Here’s a short story to illustrate why:
You know I owned two community newspapers for about 15 years. In the small
beginnings I sold AND wrote AND typeset all the stories and advertisements
myself. On a Mac Plus, way back in the early 80’s.
This in order to produce a 16 to 24-page, tabloid-size weekly, and it was hard work.
That was a true learning experience. Long nights... sometimes two days at a
stretch without sleep... then missing a printing deadline by an hour and having to
drive three hours, at night, to my local newspaper printer up country.
Hard graft indeed. (It is a similar story to the one I used to tell my kids about walking
20 miles to school over stones and ice in barefeet. However, that one was stretched
for entertainment’s sake!)
When I went back the following week to sell my advertisers a repeat of their ad, or
with another advertising proposal, the success of my previous week’s effort was
written all over the business owner’s face. Good, and bad.
Yes, I quickly learned what worked, and what didn’t. Creating and writing 30-50
ads a week soon completed my sales education!
Know what worked overall? Nothing!
Surprised? I was...
I discovered the success of my ads were more strongly linked to more than the
advertiser’s product . . . in reality strong sales were more directly connected to the
business’s existing reputation and credibility than my advertising.
[ Page 99 ]
So even while my ads were good, they weren’t really the reason for the enormous
sales or income for those businesses. My ads instead were more an extension of the
business’s personality.
eTip
Whatever I did in the ad was pretty much irrelevant - except to showcase
and bring product to the buyer’s attention. Not convince them. And it’s true for many
advertisements.
The real success was the way these ads connected people to the credible business.
It was this INVISIBLE credibility factor that really got the business, I saw.
It was:
The credibility of the store that did the advertising

The belief (credibility) in the founder/promoter/owner
A good credible reputation and attention to service
Those were the strongest factors in their business success.
Build credibility and a good reputation first in your e-book enterprise, and you
sell much more without worry - and a lot less effort.
[ Page 100 ]
eBook
SECRETS
Pricing your product
Finding the right price for your e-book is a puzzle, no doubt about it.
Too low, and you leave profit on the table

Too high, and you never realise your sales potential until you lower the price
Apart from calculating your breakeven point - the point at which your expenses
equal your sales - there is no known formula that will give you the optimum price.
Getting the price right - at the highest point preferably - will be something that only
experience, testing and a gut feel will tell you.
You need to have a decent margin - not only to allow you to live comfortably, but
also to be able to have the time and freedom to explore new business. This in
itself has a cost which most people neglect to build into their own product price.
Setting the price
Here are a few ground rules that will help you figure your e-book pricing:
Work out what prices you will test first. Let’s assume you have written a
manual on badges for collectors. Ask yourself:
- what scarcity value could I give it?
- what is the competition for my manual?
- what is my market size, and how compelling or valuable is the existing

information in it?
[ Page 101 ]
Research other, similar publications. What price are they marked at?
Ask what the market will bear. One marketer sells a home study course for
$995. Your e-book may not fall into that extreme price range, but if the
information value is high and your audience sophisticated enough, then it is
justified.
Use common sense to guess at a figure. For example, one of my information
manuals sold well for both $39.95 and a reduced, condensed version for $20. It
just depended how I marketed it at the time. Both were profitable because the
expensive manual had 60 pages, while the $20 condensed version was a 16
page Report. The reason both succeeded was that the information value was
exceptionally high, because the material was not available elsewhere.
Now work out the production cost of each manual, excluding your time spent
writing it. You’ll have a list something like this:
SOFTWARE
Email $30
Graphics program $300
MANUAL
Writing time @ $50/hour $1000
Production @ $50/hour $700
-------
TOTAL $2300
Now divide this figure by the numbers of copies you expect to sell.
$2300 divided by 1000 = $2.30
This is your out-of-pocket cost per copy (OPC).
Your rule of thumb for pricing can be simple, let say 10-20 times your OPC. So,
multiplying your OPC by the first figure, 10 times, gives us this selling price:
$2.30 x 10 = $23
Or, the higher figure of 20 times:

$2.30 x 20 = $46
This will give you a basic idea of your e-book’s value as a stand-alone product.
You can increase the price by using front end products. A front end product is
one that can be bundled with the manual and adds to its value, such as:
[ Page 102 ]
_ Audio tapes (for mail-order only... a WAV file is not the same)
_ Special Reports
_ E-booklets
_ Voucher for a period of your expertise
_ Extended guarantees
Another way to calculate a selling price is to look again at your manual and try to
eliminate waste or surplus material. To reduce your OPC (and therefore increasing
your profit), you can:
Get more text onto a page by reducing the white space, and so reducing the
number of pages.
Eliminate unwanted text by editing it thoroughly, or removing unnecessary
sections. I did this to produce a small report which was condensed from a full
size manual without reducing the core information content.
Split the contents where applicable, and sell as two separate products.
Lastly, you can price competitively. Compare your e-book to similar products on
the market. If necessary, buy a sample in order to make an accurate comparison.
Judge how your material fits against theirs and adjust the price accordingly:
1) Using your favourite search engine, make a list of sites that look similar to your
own.
2) Visit these web sites to check that they are comparable to yours.
3) Check to see if the web sites provide pricing, and also check comparable:
- delivery times to yours
- product structure
- quality
Pricing - high or low?
There are really no rules when it comes to pricing. However, keep in mind that it
is your customers who will tell you what price range they find acceptable.
[ Page 103 ]
If yours is too high, they won’t buy. And if your price is too low, your prospects may
wonder if your product is of suitable quality - and may not buy it either.
eTip
Most successful products depend on high margins instead of high
volumes. That’s because the higher the number of sales that in low-priced products
need to break even, the more likely they will fail when they don’t meet the sales
figures.
High volume generally requires:
More advertising effort

Much more fulfilment (order filling if you don’t have an autopilot system)
More labour on your part (answering questions and enquiries)
It all contributes to higher overhead, which pushes the volume requirement even
higher.
With a higher profit margin, you usually only need to make a few sales to break
even. And it is always easier to make a ‘few sales’ (regardless of the price), than it is
to make a high volume.
Raising your manuals price
Many of the comments I get from experts in my field of marketing say my price has
always been too low. I agree with them, but I have elected to keep it low down on
the price scale. I believe it allows more people the opportunity to get into this
profitable business for a reasonable investment.
I am a volume seller.
But let’s say your buyers need more than just your e-book. For them, just reading a
manual isn’t enough... they need greater hands-on experience and direction that
only you, as the author and expert, can give them.
The answer? Give a personal consultation bonus for x hours. This mentor
approach is one important way you can raise your e-book manual prices to a
realistic level.
[ Page 104 ]
Low prices
Many new information producers like lower-priced products because they seem
easier to sell. But most sales of information products in e-book form would need to
be exceptional to make any money at sub-$10 prices - even if the process was fully
automated.
Figure that for every sale you make, you’re going to have to pay a credit card
processing bureau $3 to 5 each. So immediately your e-book would have to sell for
$10 minimum to extract any form of profit from it.
To reach any mass volume in sales, you would need to advertise and promote
heavily.
So even if you could do this using free advertising on the internet, you still need a
heavy investment of time. And it’s unlikely that you’ll be free from customer
support... there will always be
Questions
Returns
Deals
And people always seem to want personal answers, no matter what the price.
Either way, low-priced products won’t let you bask much by the side of a pool
without demanding some input from you or your money.
eTip
If you really want to sell low-cost products, the best idea is to use these
as bonus reports for your main product. This way they’ll give more added value to
your package.
In brief, low-cost information products won’t make you rich, but they can be a great
stepping stone to higher profits.
However, higher priced products have their own problems too:
1) You can’t immediately push a $20 product to, say, $147 without adding an
[ Page 105 ]
enormous amount of value to it. No-one in their right mind will receive what they
perceive as a low-value product at an inflated price.
The effort needed to rise the selling price to a different price-point is huge. It takes a
special product.
Not just marketing

Not just increasing the number of items in a pack
But looking at the unique value it gives and seeing how it measures up against the
rest.
2) It takes a very strong e-book info-product to sell at a high price on today’s

market, when you look at the free information already available.
Free stuff drives down the price for similar material. And especially in areas like
ours - internet marketing - which is chock full of copycats, many similar ideas have
been repackaged and are often straightout rip-offs.
But among it all “How-To” material still thrives... people still need the hands-on
explanation that a good do-it-yourself product gives them. That’s encouraging,
isn’t it!
3) The bigger the experts in a field become... the more influence they have... the
more people take notice of their working methods and ideas. And so the less
effective these ideas become.
There is heavy dilution. So the chance of their ideas working well for everyone is
greatly diminished. When everyone is doing the same thing - following Corey
Rudl’s advice for example:
Corey Rudl
http://www.marketingtips.com
- effectiveness drops all round because he has a large percentage of the available
market. Everyone is following the same advice.
So what’s the answer?
Providing original material is one of the solutions, both for “How-To” manuals
[ Page 106 ]
and other areas.
Already some of the bigger ezines will only accept articles that are exclusive to
them... that have not, and will not, be repeated elsewhere. This is similar to the
newspaper world - the exclusive press release gets the best attention.
eTip
Ignoring the gurus might be the other answer... people whose ideas are
in vogue at the moment. Their ideas actually generate more competition, not
reduce it, because of their mass usage.
Find out what everyone is doing, and do the opposite. That works.
Another point. It’s easier to have a high-price product and sell it for less, than the
other way around.
My Info-Pack is an example. The marketplace value sits at well above the $100
mark. In fact I’ve been told I’m throwing business away at the current prices of $39
and $29... it should be double or triple that.
I’ve resisted so far because sales have more than made up by the volume that the
low prices returned.
[ Page 107 ]
eBook
SECRETS
Writing - getting ideas
Of all the problems that a starting writer of “how-to” manuals has... the one that has
caused more inquiries and the most discussion wherever I go is this:
WHAT CAN I WRITE ABOUT?
Maybe here you’ll find out!
Dreaming up ideas
So many people claim they cannot find a subject. That they do not have
experience in anything. That of their current experience, no one will be interested.
For these people the solution is obvious... put together a “directory” or “digest” of
other people’s information.
Here’s how:
Imagine compiling the world’s greatest resource of light bulbs... you simply gather
together information on
_ Light bulb sizes

_ Bulb shapes
[ Page 108 ]
_ Power requirements
_ Manufacturers
_ Types of fittings
_ Novelty bulbs
_ Industrial bulbs
_ Lighting for stadiums
_ Christmas lighting
_ Stage lighting
_ High intensity
_ Low intensity
... the list goes on and on.
Then to put such a directory together is easy. To publish it all you need to do is:
Open your browser, choose a search engine, and type in “light bulb.”
Start collecting links for everything you see there.
Divide the links up into categories and sub categories.
Write to the manufacturers for additional information, and add that as you receive
it.
Before long, you will have one of the most prolific and successful websites
dealing with light bulbs.
All it takes is a little work and patience.
Experience is the key
But as I have mentioned previously, the most effective subject is one that you
create from your own experience. This means that the “twist” you put on the
subject is highly individual.
And therefore it’s more likely to be successful.
[ Page 109 ]
If you consider yourself an average person who can’t find a info-manual subject
while holding down a standard nine to five job... here’s my answer.
Any occupation - even one that doesn’t involve a skill of some sort - can be used
as an e-book subject.
Even if a job involved collecting rubbish for a living, anyone could write a manual
on making money from collectibles they found in at the local tip and selling them
in flea markets.
Sometimes we are so close to the things we do and experience, that we can’t see
the forest for the trees. What seems ordinary to us can be a wealth of knowledge
for someone else.
Recently I was talking with a friend of mine who runs a motorcycle training school.
He was telling me he had been surprised at a lack of knowledge in some basic
riding operations by some riders he had considered quite skilled.
But he had been so preoccupied at teaching a high skill-level course, that some
basic knowledge areas - that he assumed everyone would know - went unnoticed.
Because of his greater experience and skill level he was out of touch with the day-
to-day stuff.
Now he has identified the gap that will help these people in a forthcoming
manual... covering those points. So, he has produced an information manual
from a lack of knowledge!
Developing quality ideas
I was speaking last night to a real estate friend who wants to change his unsettling
up-down career... to follow his interest in writing.
To start his new part-time career he had bought my e-book manual on self-
publishing, which then came with a monthly 8-page newsletter. And he was telling
me off. “You’re giving away too many secrets... cut it down a bit otherwise you’ll
have nothing more to tell people.”
“They’ll soon know everything you know, and compete against you,” he said.
But at what stage do we marketers actually “give away the farm”? How much is
[ Page 110 ]
TOO much free stuff? Will people know that we still have more secrets inside our
head to release to them?
My real estate friend had the answer after we debated a while and he heard what I
had to say.
eTip
For those of us who’ve been in the marketing business over many years,
we will never be able to release all the knowledge we have. There’s just too much
continuing real-life experience to ever run dry. Especially if we’re constantly
looking for new ideas, new experiences, new ways of doing. The more you create,
the more your knowledge increases because it integrates with what you already
know.
So the more you get, the more you can give. And you’ll never run out of ideas as
a result.
The 3-step formula
Here are the 3 simple steps for producing a successful “how-to” information
manual:
1) Choose and research your subject.

2) Write the manual.
3) Produce your manual.
1) Choose and research your subject.
People love getting “how-to” information. And the beauty of this business is that the
flow of new ideas and clients wanting this form of useful information from your
mind never stops.
Each day you will have more “how-to” ideas than you will ever be able to
complete in a lifetime.
Think about your present area of expertise. “But I’m not expert at anything!” You
say. Wrong. Think a minute. Perhaps you:
[ Page 111 ]
Have a knowledge of fly fishing.

Can fix certain rare types of machinery.
Have built a summer house.
Can restore old vehicles.
Made money using a computer in a different way.
Maybe you - like me - have ridden a motorcycle without serious accident for
several decades.
All your experience can be translated into real words on a page. And anything
you write on a “how-to” subject will be in demand.
If you want to write about how to raise bonsai trees, you are not looking at a mass
market of millions of readers, but still many hundreds of thousands of
individuals. Interested enthusiasts who want to know more about the subject. All at
a profit for you.
Make a 1-hour Report
If you want a quick Special Report to go along with your manual, use this method:
Interview an expert. Simply write some questions defining the areas you need
answered, and send them to a willing subject. They will be willing if you can
persuade them that your promotion will bring them extra publicity.
This method works because free publicity is an effective sales tool, and many
authors know this. You’ll be surprised how many respond positively to your proposal.
Avoid subjects people already know
To succeed you must avoid a subject that people can access quickly. No-one
wants to know:
How to operate a word processing application or
[ Page 112 ]
How to organise an office, or even

How to clean your home efficiently
But a manual explaining how they can profit from these operations might do the
trick:
How to Start and Run a Computer Training School Part-time.

How to Operate A Profitable Office or Home Cleaning Business.
Based on your experiences, these subjects will be a far better choice.
A back-end?
In the past, when selling direct mail products it was important to think about
developing the sales “back-end” - even before you started your marketing or your
writing.
“Back-end” means additional, related products you can sell to your customers once
they have bought from you.
A back-end was necessary because in the mail-order world there are relatively few
products that would make significant profit by themselves. And the costs of
marketing them are high to start with.
eTip
With the low costs of Internet marketing and selling, this is no longer
the case. You don’t need a back-end. Today you can sell items for only a few dollars
that will make money for you through volume sales.
The subject is the secret
The Internet is relatively new. And the opportunities you see today are often short-
lived... like morning mist, they are gone by sunrise.
[ Page 113 ]
So to illustrate this next point, we have to refer to paper-based products as our

example.
Walk your fingers through the opportunity classified pages of magazines like:
Entrepreneur
Success Magazine
Popular Mechanics
You’ll see page after page of small classified ads. Now go back a year or two, or
more, in the same publications, and count how many of those ads you see now.
There will be very few left.
However, the offers that continue year after year are the type of information
products that are succeeding, bringing in their authors a comfortable living each day
in the mail.
Now look at the subjects that work.
Breeding Rare Goldfish For Profit

How To Build a Ram jet Helicopter
Refilling Toner Cartridges For Profit
How To Make Money With Your PC!
How Recycled Tires Make You Money
Duplicate these evergreen types of moneymaking topics, and you are on to a

winner. It’s a well known fact that people want and need that kind of information
that tells them quickly and simply:
How to make money (easily, preferably)

How to complete a project
How certain information can change their life
This information translates easily to the Internet. The net is simply another form of
marketing “how-to” products.
[ Page 114 ]
The secret ingredient mix
You must have this secret recipe to sell your “how-to” manual. All the people
who contact me asking how they can improve their information product suffer
from this pressing problem.
I’m asked a lot about the how-to topics that have the most success. People who
are planning and writing manuals want the quickest route to the top.
There is only one way. Using it, you can turn practically any topic into a best-
seller. The answer is blindingly simple.
It is:
Money, and how to make it.
Incorporate that concept into your subject and you’ll never be short of buying
readers.
_ How to make money raising worms

_ How to profit by building tree houses
_ Make your computer an income cash machine
_ Home business money sending faxes to physicians
_ Hanging curtains for easy profit
_ How to use your television for extra income
But often people ask me - “What if I don’t want to write about moneymaking
subjects? What if I want to write about knitting jerseys, making sofa coverings or
computer tips? ...”
Then I have to say - you will get that much further ahead if your topic
concentrates on the subject so dear to practically everyone’s hearts - making
money from the knowledge you give them.
So here’s how you can turn ordinary subjects into new, appealing money-subjects:
Original subject - Knitting jerseys.

New subject - “How To Knit Jerseys For Profit.”
Although much of a manual on how to knit will be taken up with the ‘mechanics’ of
knitting, you’ll do much better if you can tell your readers the way to profit from it.
[ Page 115 ]
Original subject - Making sofa coverings.

New subject - “How To Create Appealing Sofa Covers That Sell Like Wildfire.”
Original subject - Computer tips.

New subject - “How These 10 Free Software Packages Will Rocket Your Internet
Business To Success.”
Whatever way you plan your “How-To” manual, don’t forget to involve the
moneymaking process into it... it will pay off with increased sales!
How to find a winning subject
Your success in your e-book subject will depend on the basic needs of people.
You need to ask:
What do people really want?

What knowledge do you possess that will help them?
What problems do people face on a regular basis?
How can you solve their worries?
The closer the match to their pressing problems, the happier they’ll be. And how will
you find that? By finding out:
#1. What’s in demand?
What are people buying already that fits your expertise?

What sells most readily through the internet?
Does that information match your skills?
The wider the area of interest in your subject, the more sales you will gather - within
reason. But you often won’t know how popular your e-book will be until you start
selling it.
Don’t rely on what sells through the shops. Retail marketing is hugely different to
the type of sales you and I are making. In fact, if you can find your specific idea in
[ Page 116 ]
book form, in a store, then my suggestion is to give up on that idea and find
another.
The rarity of your idea is a great advantage to your selling strategy in how-to
Manuals.
#2. Is There A Wider Audience?
A minor niche subject, or tiny part of a larger market is fine, but by itself it won’t
make you enough to live on. You need a mass niche. Believe me, it will take you all
your time to sell to this wider market, and you may never run out!
My small display ad in the Sunday News for my mail-order had been running since
1996, and it still drew a respectable number of enquiries each week several years
later.
And my website selling information manuals supplies me with a comfortable living

without much work at all.
Both subjects covered niche subjects for a wider audience.
#3. Is There A Regular Information Cycle?
Forget writing a manual on events that occur infrequently. The information will not
be compelling enough to sustain a regular business.
You may be able to get some sales on advising “How To Be A Profitable Super
Santa,” but come January it will be a cold 9 months ahead. Likewise, the Y2K
(Millennium Bug) problem means your manual will have a use-by date that can’t be
extended much beyond 2000.
The Internet will find your niche subject
Use the Internet. You know already it is a huge source of untapped resources.
Here’s how you can use it to generate subject ideas:
First, I look through Amazon for a book on my subject.
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Amazon
http://www.amazon.com
When you find a title, do some “lateral thinking” about it ... for example on golf. Here
are some ideas that spring from a book on golfing legends: “The Golf War Stories.”
• How to Completely Correct 72 Tough Golfing Problems In 60 Minutes or

Less, And How to Profit from It!
• The 90-Minute Golf Pro... How To Play for Profit.
• How To Make A Fortune Selling Golf Accessories.
eTip
There are many ideas you can get for manuals just by looking at the titles
of other books. So don’t try to “wring your brain dry” trying to come up with
something original. Let others spark the income ideas for you.
You don’t just have to use the Internet to generate ideas either. Why not use your
local library or magazine stand?
Simply pick up a special interest, or niche market magazine, and let your brain go
free with things that you can sell to the readers.
Look past the stories
Don’t sell the readers information that they can already get in the magazine text.
Instead, look at the ads.
Look for ads that repeat over and over again. What product is that ad selling? Now
develop your manual to compliment the product in that ad. You know it will sell,
because people are buying the product - based on the fact that the ads repeat over
long period of time.
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16 manual ideas you can use
Here are more manual ideas for you. Use these to spark ideas for yourself - they are
proven winners in print:
Start A Home Collection Agency

Plans For Kid’s Projects
Operate A Profitable Mini Billboards
Start A Buyer/Seller Bulletin
Home Business Directories Make Money While You Play
Tire Recycling - The Coming Business Boom
How To Buy Cars For Profit
Recondition Batteries For A Sparetime Income
The Banker’s Secret - Mortgage Reduction Opportunity
Cash In With Opportunity Books
Closet Remodelling Cash
Use Your Pick-up Truck To Gain Cash
There’s Money In Weekend Craft Shows
How To Buy Government Surplus
How To Operate a Successful Wedding Video Business
Starting A Profitable Home Cleaning Service
Selling ideas
Here’s some tips for turning a mundane subject into a selling one:
• Information that brought their owners in over X (100,000) dollars a year

• Information that is industry-specific, directed to sectors that have a history of
freely spending promotional or advertising money. If your manual is targeted
towards, say, restaurants, it has a better chance - even though the potential
audience is not as large as the general business population
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• Information that can be completed in X (7,10,21, 30) number of days. Most

people seek speed in their dealings, so this would appeal to the hidden ‘get
rich quick’ desire in all people
• Information that can be completed daily, with a 3 month’s supply contained in
the manual, like a correspondence course
Adapt an idea and bring it up to date
Many years back a book called “Root’s Letters” was published. It was a collection
of letters sent by a gentlemen called Henry Root (this was unlikely to be his own
name!) who wrote to famous people and celebrities asking for their opinions on
ridiculous subjects.
He published their replies... some were very interesting. It was a popular book at the
time, and a classic way of a quick response product you could adapt and use
today.
In another idea, an enterprising writer sent a small check (one dollar) to a number
of celebrities, and then monitored his bank account to see who cashed it. The
results were published, and of course made a brilliant press release that was picked
up around the world, and catapulted sales into the stratosphere.
Can you adapt either of these outlandish tips to your “How-to” proposal? If you
don’t have the advantage of national or global credibility, you need to position
your idea in a different, sometime extreme fashion in order to get noticed.
How to turn every scrap of knowledge to your advantage
For those of you who have bought my Info-Publishing Knowledge Pack will know
that part of my early success some years ago has been with a proprietary lotto
system.
I placed the full Lotto manual as part of my Info-Publishing Knowledge Pack, as a

practical, helpful resource. It’s put there so that others can base their own info
projects on my success.
Some of you may dismiss the manual... you may be against gambling, or prefer that
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I had a more ‘professional’ info-product to use.
But you may be surprised at this next comment.
I’m not a gambler at all.
In fact, the Lotto project was an intellectual project which grew to have a life of its
own. Back in the mid-90’s I became fascinated with the idea that “How-To” manuals
on this form of winning could be ethically marketed. And so this project was born,
and succeeds even now as you read this. Yes, orders for this manual still keep
appearing even though I discontinued the newspaper advertising some time ago.
In that Lotto manual I strongly stress that investors take a good hard look at their
money management and why they should not overextend their resources. I’ve spent
much more space and concern here in my instructions - more than I’ve seen
anywhere - advising people on these crucial fund management matters.
It’s because I feel a strong moral obligation to ensure that this type of ‘game’ stays
just that - a game. In fact, if I get a desperate letter begging for results, or one that
shows a naive view of winning expectations, I won’t sell the system to them. And so
because of my attitude, I can count on one hand the number of refunds for the
Lotto system I’ve made in the last year (with two fingers closed!).
This, against thousands of sales.
eTip
If you follow the same ‘principles’ through with your own manual - no
matter what subject you select - you will experience the same success rate.
Use my lotto manual as just a formula to base your own manual.
Let’s look at the facts: I was the most successful seller of a lotto system in my
country. No-one has even come close to my sales figures, as far as I can tell. Why is
this, even when there are so many similar systems about?
What is it that has shot my system to success, while others sink without trace?
It’s because of the marketing methods I use.
These are universally applicable principles. I could equally write about:
• Free helicopter pilot training

• How to launch a successful community newspaper
[ Page 121 ]
• Surviving 35 years without a motorcycle accident (fingers crossed!)

• Running a profitable pizza parlour
• How to travel the world on a pittance
... some of the many things I’ve experienced in my lifetime.
And I could make each one into a profitable manual.
Here’s how you can turn my lotto manual example into a winning example for your
own manual...
You’ll discover that in the Lotto example I use a strong ‘get-the-reader-involved’

opening. I ask them to write their own Lotto ticket result and match the outcome
against mine. They invariably lose, and are motivated to buy my system as a result.
So, for fishing (or whatever your own e-book manual subject is about), you could:
• Give 5 pictures of lures and ask your reader to select the one that gave you 23
catches in one afternoon.
• Or give them instructions on how to tie the perfect lure knot... then
demonstrate how your manual will show them that tie and 200 others.
The secret is to use the examples, demonstrated in other ways, to advance your
own cause.
Writing for different countries
At this stage, you’ll be wondering whether your manual will sell across the world in
its present state, or whether you need to write a different version for each country.
Don’t bother converting it. It takes a lot of concentrated skill and knowledge to
write on a variety of individual topics, and you are making a lot of unnecessary work
for yourself.
eTip
The best way is to provide information in a detailed sense on the
subject, but give individual resources for the reader so they can work out for their
own country. Just write as if it applied to your own country, and let the reader make
the changes for themselves.
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In the international version of my manual I took out many references to New

Zealand, but still left quite a few in... and even though these appear to be
impractical, my feedback has shown that they are still valuable to the majority of
readers in other countries.
Testing your manual idea
At this point, you may be sitting wondering whether your e-book manual for
starting a profitable ostrich farm is going to hit the big time.
Whether you should spend one or three months of your precious free time
writing this how-to manual that may or may not sell.
Perhaps you decide to chance it. You know that if sales are not that good, you could
on-sell the concept and rights to another would-be mail order publisher in a better
area. It does happen.
But you have decided not to take that risk. And you don’t want to waste your time
either.
Here’s what some writers do.
In the business world it is known as floating a concept. These people simply

advertise their concept as if it were real. Their paper idea becomes a living,
breathing, working product - in print only. So they:
1) Advertise in the way they would normally do for such a product. They offer the
same conditions, price and terms as their “ghost” product eventually will.
2) They wait for the response. If their mailbox is filled to overflowing with
committed orders, they immediately write back to each and every one of their
customers, apologise and tell them it has been taken off the market.
3) Their customers are offered the choice of a refund (if they sent payment), or
put them on a waiting list to be advised when the product is ready. They set to
quickly and develop their product with confidence.
4) They acknowledge their customers in the same way with a failed test. Except
they know now to steer clear of this project, and try something else.
[ Page 123 ]
eTip
Floating a concept is a simple way to test your idea for viability, without
committing to time or money you may not have at the present. Be aware that it is
considered a good way of testing by several large American mail-order companies,
but is not risk-free. In some states and countries this concept may also be illegal.
Only proceed if you can see no problems arising from the way you handle the whole
process.
How much time should you spend on writing?
If you’re not careful you can spend too much:
• Time writing your manual, turning your thoughts into action

• Money, spending more than you need to promote and manufacture your product
So how do you solve it?
The answer is to concentrate on short span publishing.
These are manuals or booklets that you can write in a few weeks or less. This
means that you haven’t wasted a great deal of time or money if your project doesn’t
succeed.
eTip
Many people don’t do it this way. They start out chasing the most difficult
and long-term manual idea they can dream up. They spend months - even years -
pecking away at the keyboard to produce the ultimate 700-page manual. At the end
of the time they may - or may not - recover their effort spent, or money invested.
Don’t take a chance. Do what is reasonable, easy and affordable.
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eBook
SECRETS
How to write a money-making manual
Writing a how-to e-book manual is simple. You need neither high literary skills, nor
a fiction writer’s mind.
In fact, both are negative qualities that will quickly reduce the value of your work.
I know we will receive some flak from those people who enjoy “tasteful” writing. But
this style of writing will be wasted on most of the people who read your how-to
manual.
Casual style
The internet and email has brought with it a relaxing of high writing standards.
This is good, because too much attention to perfect grammar often spoils the flow
of meaning. And let’s face it, your readers want
• Facts
• Details
• Information
... they are not too fussed about perfection in print.
eTip
If you are really worried about the poor quality of your writing, ring your
local newspaper and ask if any of their staff are available to do some moonlighting
proof reading or corrections. You may find an interested journalist who will read
and correct your file for a small cost. There could even be the further advantage of
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your journalist promoting your manual with a story in their paper!
Your readers want straight facts. Without fancy expressions. And you’ll learn in
these pages how to give them what they want... that’s why your “how-to” e-book
will succeed!
So, forget the correct grammatical English you ever learned at school. If you have
had the doubtful benefits of a good education, then your task will be slightly harder
:-) But not impossible.
What’s a pronoun, a dangling participle, an adverb? I have long since forgotten

these dinosaur words.
And I can tell you it makes little difference to my and your success levels.
eTip
Who cares if your selling sentences end with a preposition... they should
end with a selling proposition!
The solution should be glaringly simple to you now.
All you need to do to make a go of this business - is write as you talk.
That’s right.
A conversational, pleasant tone that rolls along, imparting knowledge at every

turn. Not for you the “it was a dark, stormy night, as the clouds raced past the yellow
moon . . .” in the style that sinks most writers in this information business.
The best reward you can obtain for your work is not the Pulitzer Prize, but the
satisfaction that your reader gets as you talk directly to them... the feeling that you
are by their side, guiding them along the path.
Allowing them to gain an expert grasp of your subject.
This won’t come naturally of course. It didn’t for me either. At every line you will have
to struggle against the teaching of:
• Your school learning

• Tertiary education
[ Page 126 ]
• University (I’ve never been there, but imagine it is ten times more restricting)
• Literary writers
• Distinguished critics
The writing secrets I am about to unfold are the essence of your success in this
business. And you will need to learn them, or fail miserably!
There’s more...
In the business of writing for understanding - which is what we’re doing here -
there are also Rules.
Sometimes these essential conditions contradict everything you’ve learned in the

past.
Congratulations! If you recognise this too, you are further along the path to real
writing than you realise.
eTip
Don’t worry if your writing is not perfect. Worry instead that you have
the right SUBJECT. This will make all the difference to the success of your Manual,
because readers want specialised facts - no matter how they’re presented.
(Though of course your presentation can also make or break your subject... that’s
why this chapter is here).
By the way, there is a distinction between writing for your manual, and writing a
sales letter or advertisement. Be sure you recognise we’re now talking about the
manual. But a lot applies to the other styles as well.
8 Rules when writing for understanding
The writing style you need to succeed is within everyone’s reach... but few are able
to recognise it - let alone practice it.
So I have developed some quick tips that will guide you. Later in this chapter you’ll
learn the secret formula that lets you write a manual easily, quickly, without
effort... using the very skills you are gaining now.
[ Page 127 ]
But first... let us overcome the biggest barrier to credibility in your writing...
eTip
If you can’t control the two following easily-fixed problems, your prospects
are going to suffer from sales withdrawal!
1) Spelling errors
2) Grammar mistakes
These are the two big confidence-losers in writing. That’s why you feel a niggling
worry and little confidence when you go to buy from people who can’t write or spell.
I’ve always maintained that you should write as you speak, but don’t take this
advice too literally. If you have ever read the transcripts of a chat forum, you’ll
quickly realise that in real life many people speak badly with lots of “ums” and
repetition.
Here’s some suggestions that will make a big impact on your writing:
• Clean up your English. Do what 99% of all writers FAIL to do... run a
spellchecker over your work. It’s obvious that the standard of language is pretty
grim out there, but don’t let that make you fall into the same trap.
If you don’t have a spellchecker, or grammar-checker, have a literate friend
read over your e-book or e-booklet before you get into print.
• Again, you should write as you speak. That’s the best way to get your
information into someone else’s head. Nice and natural... gives a good flow too.
It works because people trust you more, because they feel they know you
personally when you talk to them.
Now to the rules. It’s the old story... you need to know the rules in order to break
them.
[ Page 128 ]
Rules of writing
# RULE 1: Big words must be changed to small words
Now, this rule of comprehension is tricky. Who knows what a ‘big’ or ‘small’ word
is? Who will judge it - you, or the reader?
You’ll notice I use some big words in my writing, but my sentences are always
easy to understand.
I’ve struggled for years to write simply and effectively after holding some
management positions.
This rule of simplicity is one of the first I had to learn. So...
Instead of using ‘ornamental’ use ‘pretty’

Instead of using ‘construct’ use ‘build’
Instead of using ‘anaesthetic’ use ‘ugly’
Instead of using ‘additional’ use ‘more’
Instead of using ‘sufficiently’ use ‘enough’
Instead of using ‘recreation’ use ‘play’
eTip
Long words are a barrier to easy understanding by your reader for
another reason. When your reader meets a word that is long, the eye stumbles a
little... if the word fits the pattern or flow of the sentence, it is observed and the
reader passes on - but without fully understanding it.
Just remember to replace every long word that is not needed with shorter ones. It
will speed your reader’s understanding immeasurably (replace this last word with ‘a
lot’) :-)
# RULE 2: Confusing words must be changed to understandable words
When you want to use ‘comprehensibility’ - use ‘understanding’ instead. Maybe the
word size doesn’t change much, but the confusion factor is less. Here are some
[ Page 129 ]
other words and phrases you need to change when you see them:
Temporarily for a short time

Proportionally spread out equally
Oto-rhino-laryngologist ear, nose and throat doctor
# RULE 3: Use short sentence lengths. The shorter the better. Now
We have learned to live with television timeframes. The 15-second news bite. You
should sit up and observe these, because it is the skill some people have of making
their conversation interesting.
Instead of droning on and on and on, never pausing for breath, running several
subjects into the same sentence, the masters of TV expression clip their
sentences... break them up into short, effective, crisp information packs.
For a clearer understanding, this formula works wonders.
You should do the same. Watch your reader’s understanding increase as they
absorb your facts. Facts set out cleanly, neatly, without waste or rambling.
# RULE 4: Change Your Pace Often
In other people’s work, see how uninteresting a paragraph becomes when all the
sentences are the same length.
Many long sentences can be broken up into several short ones, simply by
replacing the commas with full stops, and your readers gain greater understanding
through it. (Try it with this sentence).
Then, when you see that the pace has become too sharp, too quick, too staccato,
vary the length of your next sentence to balance it all out.
eTip
Don’t be afraid to insert the smallest sentence into your work. And often
too. It makes the subject interesting and vital.
[ Page 130 ]
# RULE 5: Use Interrupters For Variety
This is my favourite... when using ellipses (that’s the three dots together), you
create a flow in a phrase, or to link similar expressions together.
In fact... you can use it anywhere you like. No rules apply... other than common
sense.
Apart from the interest it brings to your sentence, ellipses will:
• Break the paragraph up visually

• Make the page more eye-appealing.
You need as many of these as bearable. The reader will thank you for the break
they give his eyes.
You should include the following Interrupters and valuable eye-breakers whenever
you can:
• The dash - which does much the same work as ellipses - and can often be used
in place of commas in a sentence.
• CAPITALS also help to visually break up the page and attract the eye.
• Bullet points not only break up the subject into reader-friendly blocks, but also
emphasis your writing in a way no other form of indenting can. You’ll see I use
this valuable device often, as part of my manual’s strong style.
USA TODAY
www.usatoday.com
‘USA Today’ newspaper first brought bulleting into common-day use, and it is
now accepted even in news stories.
• Short paragraphs. You can’t go wrong with short blocks of type and the
reader-friendly spaces they provide. One rule is for any paragraph not to
exceed three sentences or five lines. You should balance it up against easy
[ Page 131 ]
readability.
Do you think these Interrupters make your prose look too messy, bitsy for some
people?
Well, it’s better to use these visuals than have a heavy, grey block of uninteresting-
looking type that excites no interest.
eTip
Yes - these readability factors can be overused - but you always get this
sort of criticism from the professors of English, rather than from your down-to-earth
readers EAGER for knowledge.
# RULE 6: Use Link Words to Provide Flow
If every sentence began as a separate fact, then your reader would quickly become
as disjointed as the sentence structure. So, you should use transitions - also
known as linking words - to tie various parts of the paragraph together.
‘So’ is one of these linking words.
‘And’ is another.
Don’t worry that it may be look or be ungrammatical. In fact, the difference it will
make to your phrasing will work wonders.
Here are a number of link words you can use right now:
In effect
Since
In other words
In the same way
Therefore
Despite
In fact
Now that
On the other hand
[ Page 132 ]
Finally
In addition to
Once again
Now that
Of course
Here
And
Or
Thus
As well
Immediately
Now that you’ve seen what can be done with linking words, use them often. And
don’t let standard English rules get in your way :-)
# RULE 7: Use Conversational Words Often
One form of the conversational structure is known as a ‘contraction’. That’s where

two words are blended in the way we speak in everyday conversation.
‘You are’ becomes ‘You’re’

‘We have’ becomes ‘We’ve’
‘That is’ becomes ‘That’s’
‘You will’ becomes ‘You’ll’
You’ve got the story, I hope. Use the contraction often in your writing to break
down the barriers between you and your reader.
eTip
As well as contractions, words and phrases that are not strictly
grammatical are also useful. For example: ‘dead simple’. This phrase I used earlier
in this manual strikes a common chord with the reader. Down-to-earth phrasing
keeps the reader with you.
[ Page 133 ]
# RULE 8: Avoid Useless Starters
Every paragraph should lead in with interest. You should not often use non-words
(known as articles in the critics’ world) such as:
these
a
the
those
it
Using these words adds nothing to your writing. Try not to use them.
How to overcome Writers Block
Most people, faced with a blank notebook or screen - and unable to fill it - have
the excuse conveniently labelled as ‘writer’s block.’ In some of these cases, writers
admit to sitting terrified while minutes slowly tick away.
There are many ways to overcome this situation with just the tiniest forethought.
Here are two ways to free up this blockful condition:
1) Write anything, no matter how irrelevant. After a few words or sentences, your
flow should pick up and you’re on your way!
2) Make a list, rather like a shopping list, and tick off the sections as you
complete them.
The first step - which is often thrown out to beginning writers, is used by fiction
writers. Use it if it works for you.
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eBook
SECRETS
The 5 step shopping list system
Manual writing needs structure. After all, you don’t start the middle of a project
before the beginning, and this logic should be taken right through your manual
writing.
There are only 5 steps to successfully writing a manual:
STEP # ONE - Assemble folders and set out chapters

STEP # TWO - Take each chapter and divide them into logical sub-steps
STEP # THREE - Take each sub-section and write them
STEP # FOUR - Gather the sub-sections together and link each part in detail
STEP # FIVE - Check your work with the text parts together
If you can write a shopping list (yes - even men can too!), then you can write a
fully-fledged manual.
Automatic structure
A list is simply a convenient and easily set out way to structure your manual.
Like your shopping, you match your list to the order of the supermarket shelves so
you don’t backtrack or forget anything.
The Shopping List System begins with all the main steps you need to complete
your manual instructions - done on your computer screen.
It doesn’t matter whether you use Windows or Macintosh - the basic concept is the
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same. Here I’m using Windows as an example only because this manual was
compiled on a PC.
STEP # ONE: Assembling folders.
The first move is to divide your manual idea up into chapters. Each chapter is
represented by a folder.
How do you define a chapter, or the number of chapters to use? It’s easy.
eTip
To compile chapters... in your head, move through the various main
stages of your information product. Maybe even jot these down on a piece of paper
as you go.
You’ll find that most projects have a clearly defined sequence.
Each sequence becomes your chapter heading.
1) Make a new folder for each chapter.
2) Give it a chapter number and name.
[ Page 136 ]
Here’s my example of this manual. I’ve used X’s in front of the folder list after 9 so
that Windows will list them numerically. Maybe someone will tell me why Windows
98 does this.
These outlines form the backbone of the manual.
See how your basic steps are set out in order of actual progress? The same
applies to anything you write about that has a logical sequence. In manual writing,
almost any subject comes under this umbrella of main steps first.
Each of these stages could be a Chapter heading, or a Part... depending on how

long you intend making each section.
STEP # TWO - Take each chapter and divide them into logical sub-steps
You are using the same logic here as before for assembling the chapters. In this
case your sub-steps are the parts that make up each chapter.
How do you represent the sub-steps? When writing this manual, I assembled
material into very small files.
These files were a WordPad file, and in some cases were as little as 1k. Some files
went up to 141k, depending on how much I had stored in the file.
[ Page 137 ]
In the screenshot above, you’ll see how I kept track of my work.
First, the main file - the one that was to go into the manual - I named in capitals to
reduce confusion with other files.
Each sub-file was named separately. I used the “Army” way of organising by
hierarchy, which you can do this way:
1) First, name the main part of the article. Let’s say it was about headlines, so the
heading would then be “headlines.”
2) Then name the type of headlines you are writing about, which for example’s sake
could be about writing profitable headlines.
3) Go as far down the hierarchical scale as you need, naming each part in order of
importance.
In this case the filename would read “Headlines profitable.”
STEP # THREE - Take each sub-section and write them

Does this shopping list system seem obvious to you now? This next Step #3 stage
is the fun bit - take each sub-section and write it:
[ Page 138 ]
Then put them into order in the chapter folders.
STEP # FOUR - Gather the sub-sections together and link each part in detail
Now comes the interesting bit. Your Chapters now contain your manual’s written
sequence. It is now easy to gather the chapter sub-sections together and link
each part in detail.
You know the sequence from your breakdown... now just fit the information into it.
I took an empty WordPad file, named it with the Chapter heading, and started
writing an introduction to the chapter.
Then as each information subject was needed in the sequence, I did this:
1) Opened the relevant file

2) Copied the material from that (copy it - don’t delete it... you never know when
you’ll need it again!
[ Page 139 ]
3) Pasted it into the main chapter file.
This meant I could build up the chapter very quickly.
STEP # FIVE - Check your work with the text parts together
Editing is the final capping off. It is the checking of the written text so it flows from
one part to another.
eTip
Some manuals can be written so that they can be opened at any page
and be read comprehendingly, but most cannot - especially how-to manuals. A
sequence is needed. They need links from one part to another.
Youve finished!
Your writing job is made easier by this shopping list process, and you’ll find that
after heading the parts to this list the chapters will write themselves almost
automatically for you.
When the manual is fleshed out, take a break for a day or two before you come back
to it. You will then be able to read it with a fresh, stranger’s eyes, and any
inappropriate style or missed-out material will jump out at you.
A Two-Step Proofing Method
Do these 2 quick exercises after every writing. You’ll find it is a way to keep your
own writing simple - but vital and alive as well:
1) Go back over the sentences. If there are words of more than 3 syllables
(example: the word ‘syllables’ has three syllables), then where possible break it up
into two words, or use a simpler one instead.
2) Go through your work again and start replacing dull, ordinary words with
interesting, bright words. When you write a lot there is a tendency to bring up the
same words out of habit and because it is easy to do. Going back to deliberately
[ Page 140 ]
change them makes a world of difference to the end result.
You can use these methods to give your own e-book manual and sales letter prose
a new vitality.
Writing e-book titles and headlines that sell
Don’t take any second-rate advice on this point. The most important part of your
e-book is the title.
No other component has the power to induce, to draw in and win over your
readers more than a good headline.
eTip
The reason that many books don’t sell is partly because of a poorly
targeted, offhand, featureless title. The value of an attention-getting title is
important to your sales.
If you’re a bit skeptical on how much a good title headline will improve your
response rate and readership, look at these titles from an American mail-order
company in the 1920’s.
The first list is the original title, the second a revamped title... and the increase in
sales by finding the right title is dramatic:
TITLE No. SOLD
Fleece of Gold 6,000

The Quest For a Blonde Mistress 50,000
Honey and Gall 0

Studies in Mystic Materialism 15,000
Cupbearers of Wine and Hellbore 0

A Book of Intellectual Rowdies 11,000
Art of Controversy 0
How To Argue Logically 30,000
Casanova and His Loves 8,000

Casanova, History’s Greatest Lover 28,000
[ Page 141 ]
Markheim 0
Markheim’s Murder 7,000
SOURCE: The First 100 Million by E. Haldeman-Julius, Simon & Schuster (1928).
Attraction factor: the little-known wonder
Few people know this fact. When a headline or title contains what they want,
their eye is drawn like a magnet to it.
As an example, have you ever been looking for a new car to buy? You know the
model, you’ve looked at a few in the car yards.
But suddenly, where you previously hardly ever saw this model on the roads, now
they are everywhere! Parked here, passing you there... now 20 times a day you see
this brand on the roads.
It is due to a subliminal (unconscious, hardly realised) influence that directs us to

see what we want to see - and where we want to go - by raising our response rate.
Simply put: When we desire something, we put this image into our
sophisticated brain computer, which then makes the pattern comparisons for
us.
eTip
You will often find this concept - also known as visualisation, or
conceptualisation - in many personal improvement programs. It works like a charm,
always. And fortunately for us as information manual producers, it works for us too.
As an example, look at the title I use for my e-book system:
E-book Secrets
It’s self-descriptive. It uses a strong catchword - SECRET.
Together these 2 words are an irresistible combination, appealing to exactly the

type of reader I want... those who want to know how to profit from e-books.
And this title tells them that straight to their wallet.
[ Page 142 ]
My previous manual was called “How To Write & Sell Your Own Home-made
Information Manual.” the emphasis was on working in a home office environment,
so I put in emphasis on “home-made.”
Some marketers say that the term “how to write...” makes the title seemed like too
much hard work and requires too much expertise on the part of the reader.
They want to make it easier. Their alternative is “how to create...”
I agree.
E-book layout basics
You’ve got the text written. Your headlines and sub-heads are completed. Now
you want to make them look attractive.
This after all, is the key difference between your polished e-book and that
amateur-looking HTML material that everyone else uses.
eTip
Want to save an awful lot of experimentation when you design? The
answer is simple... shortcut the process by going straight to a publication which you
admire, and copy it! Use this one even - I don’t mind at all!
Yes, you can do this quite ethically. There is no copyright on design (though if the
original designer discovers your efforts, they may be either extremely pleased, or not
- but they can’t do anything about it).
It is the fastest way to get a professional-looking result when you really have no
idea what to do.
Of course, there is no substitute for a good designer.
You can find one training in the graphic arts section of local universities or design
colleges... sometimes these students produce brilliant work for you for just the
experience - something they can put in their work folder for their new jobs.
[ Page 143 ]
eTip
Whatever style you finally decide on when you do-it-yourself, make sure it
is consistent throughout your manual. There is nothing worse than a mishmash of
fonts and design styles.
Another mistake that many novices make is to use too many contrasting or
contradicting colours.
They mistake bright colours for vitality, when in fact subdued colours would be more
effective.
But, however, this “eye” for design is what separates the $500 an hour graphics
designer from the rest of us :-)
Design rules of thumb
There are several rules of thumb that will help you:
1) Don’t use a fancy font. The plain “Times New Roman” or “Arial” is perfectly
suitable for most headings.
2) Avoid strange fonts like “Playbill” - it will only serve to make your manual look
amateurish.
3) With plain headlines like Arial, then use Times New Roman as a text font.
• Arial: Example font

• Times New Roman: Example font
4) If you have a headline font with little strokes on each letter (a serif font) like
Times New Roman, then use a plain font for your body text.
Headline In Times
Use a body text like Arial for your text.
Reverse the procedure if you like:
Headline In Arial
[ Page 144 ]
Use a body text like Times New Roman for your text.
Or just do as I do to keep a clean, uncluttered look to my manual - use Arial for both
headlines and body text.
[ Page 145 ]
eBook
KNOW-HOW!
How to create your e-book
The argument rages on... Which of the numerous ways to create your e-book
should you use? The most popular in many circles seem to be HTML ‘compilers’
like these below.
1) Hyper Maker HTML by Bersoft

http://www.bersoft.com
A great web site compiler for windows. Hyper Maker HTML is an HTML editor that
allows easy conversion of Web sites to compiled publications for off-line distribution.
It handles GIF and JPEG; tables and forms; default font sizes, styles, and colors;
background images; in-line audio and video; background sounds; pop-up windows;
encrypted HTML files; and more. $195
2) Infocourier
http://www.smartcode.com
An HTML compiler that enables you to package a sophisticated viewer browser,
together with all the information you wish to distribute into a single concise package,
a royalty free Windows .exe file that will work on Windows 3.1, Windows 95 or
Windows NT. Supplied together with Webcompiler (see below) at $149.
[ Page 146 ]
3) NeoBook
http://www.neosoftware.com
Produces your e-book in a unique multimedia format that allows insertion of music,
video, etc. NeoBook is a tool for producing professional-quality electronic
publications. Text, images, sound, music, animation, interactive controls, color, and
other graphical elements can be integrated to create multimedia productions. The
compiler and spell checker are not available in the trial version. $189
4) Browse & View

http://www.pc-shareware.com
A powerful off-line HTML browser, it runs from a floppy disk or CD-ROM. Only 300kb
when compressed with PKZIP! 700kb when uncompressed. Launch other programs
and associate hyperlinks with helper applications. Browse and View can launch
Media Player by clicking on .AVI and .WAV and .MID files, or can execute .BAT batch
files and run .EXEs. View, print, and search HTML files. $49
5) Electronic Text Publishing System

http://www.pc-shareware.com
A companion product to Browse and View (which creates e-books from html files) is
the that converts text files into electronic on-line books. $40
[ Page 147 ]
6) WebCompiler 98
http://www.webcompiler.com
WebCompiler is an HTML compiler that takes a set of HTML and associated files
(images, embedded video, and so on) and turns it into a self-contained executable.
It will run directly from whatever installation medium it is supplied on. Almost
anything that is supported by Internet Explorer 4.0 or later will be supported by
WebCompiler. Produced by Oakley Data Systems of the U.K. $149.
7) Mediapacker
http://www.microdream.com
MediaPacker is an application that lets you create your own multimedia publications
from HTML pages. All of your work will be compiled into an unique EXE file that you
can distribute easily. You can distribute your Web site in an unique EXE file that is
viewable by anyone with Internet Explorer 4.0 or higher on Windows 95/98/NT.
$9.95.
8) XBuilder
http://www.signmeup.com
XBuilder is a Web site compiler that compiles your dynamic pages into static HTML
pages. XBuilder can compile any site, including sites written in CGI, Active Server
Pages, Perl, or any other scripting language. $549
(This information on HTML compilers has been excerpted with kind permission by Craig
Whitley from his recently-published book “How to Make an e-Fortune Creating and Selling e-
Books.” Craig is a Houston-based e-commerce consultant and author of several books about
doing business on-line. Visit his web site at http://www.allebiz.com)
There is also:
[ Page 148 ]
9) Writer’s Dream
http://www.bestconnections.co.uk/WD.htm
A powerful development and authoring tool that allows you to create professional-
looking multimedia presentations or applications, containing pictures, photos, music,
sound effects, voice recordings and text. There are two versions available, one for
Windows 3.1 and one for Windows 95/98/NT. Both versions take plain ASCII text files
that you create with any word processor. “Writer’s Dream” then compiles your work
into one stand alone executable file. You can add sounds, voice recordings, music,
pictures and photographs. £29.95 (about US$48.50).
eTip
If you need to give your prospects the ability to convert from different
currencies, you can place a link to the Universal Currency Convertor on your
website.
Universal Currency Convertor

http://www.xe.net/currency/
[ Page 149 ]
pdf - the answer!
And standing alone in the corner, but no less gigantic, is the Adobe Acrobat PDF
system. PDF is an anacronym for ‘portable document format’. And here lies the best
part...
Unlike all the rest above, PDF is cross-platform compliant.
What does this mean? The simple answer - it produces a file that can be read on
both Windows and Macintosh platforms. So you can read a PDF document in
Windows 98 that was created on a Macintosh that you downloaded from a Web site
running UNIX.
So? Why is that important when obviously Windows is the predominant platform?
Apple Computers
http://www.apple.com
It’s because over the past year or so Apple Computers (the company) and its
product, the Macintosh, in various formats has rocketed back into profitability.
They’ve added one million or so converted users, and you can’t ignore now several
million total users.
eTip
For your manual to be wholly profitable it has to cover the widest number
of computer operating systems.
Now I’m saying this from a position of advantage. Because for the best part of
almost two decades, I have been a faithful Mac user and advocate.
But there came a time late last year when I realised that I needed more experience
on PC-based computers to let me become a more knowledgable content
[ Page 150 ]
provider.
Not only did I need to know how to fully operate PC’s - despite the fact I had been
using them on and off for the past few years - but I needed to be fully conversant
with both major operating systems.
I believe that your decision for choosing an e-book packaging system should be
based the same way.
The pdf advantage
PDF files have numerous advantages over any word processing programs.
Readability is the main one... it preserves the exact look and feel of the original
document. For self-publishing - where form is as important as content as we’ve
discussed - this is an important issue.
Graphics are preserved exactly too... PDF is an ideal no-hassle option when it
comes to getting any graphic printed.
eTip
PDF on the way to being the leading digital content form in the self-
publishing business for the internet. And there are other uses too. It is already
being used as the only electronic option for evidence in courtrooms in Singapore.
That’s because signatures and contracts can’t be tampered with.
The main advantage of PDF is that it is able to transmit an exact replica of your
document to any computer in the world, giving the reader the option of onscreen
reading or printout.
This makes it a far better advantage over, say, HTML:
• HTML only approximates your design

• HTML text can be changed
• HTML substitutes fonts
PDF is universally downloadable across every platform, without conversion or

having to have any other software except the free Acrobat Reader. This makes it very
[ Page 151 ]
appealing for Mac authors sending to a Windows audience.
Security and pdf
Many authors worry unnecessarily about the problem of digital piracy.
Yes, it is a problem, I know.
We are always going to have this theft problem (unless we’re selling the Bible...
then we know the thief will have an expensive photocopying bill!)
But this “Bible” example is actually part of the solution.
If your manual - like the Good Book - has a large number of pages, then a
photocopying charge of 10c per page is going to cost $30. For my info-Pack that’s
not far away from the actual selling cost of $39... and one of my recent promotions
brought it as low as $29.
Then the thief would have to bind it, which adds another $3.50 or so.
It is actually cheaper to buy it from me.
The second part of the answer is just as important.
If your buyer is a ‘believer’ or follower, then the likelihood of wanting to fiddle the
author/publisher out of their rightful income is reduced considerably.
eTip
This fact is why I put so much personal value and background into my
writing and product. If my reading public know me as a person - rather than just an
anonymous provider of material - they’re less likely to want to steal my material. After
all, it’s very hard to take advantage of a friend.
Shopkeepers know about this... they are taught in shoplifting seminars to greet the
customers warmly, and look and them in the eyes.
This greeting process gives them a psychological advantage, because it has

been found that once potential shoplifters make a “human connection,” they are
less likely to steal from those premises.
[ Page 152 ]
And lastly, but most importantly, to reduce the chance of piracy you can offer
your product with strings attached. This means that the physical product - the
manual - is only part of the package.
Include an ongoing newsletter with up-to-date information. This gives the pack more
long-term value and usefulness that can’t be obtained through copying.
I use these methods and it works for me! I have had just 3 returns in many hundreds
of sales since I started selling the Info-Pack.
eTip
Ignore what you can’t control. Instead of wasting time trying to crimeproof
your material, it’s better to pour your energy into marketing and increasing sales.
The number of crooked shysters out there are still just a small percent of the
whole market. You should act like a retailer who writes off a certain amount of stock
to shoplifting... grins and bears it - while counting his money.
There are a number of programs that offer varying degrees of security for PDF
files. One such product from Softlock Services has security features included.
Softlock Services
http://www.softlock.com
SoftLock is an Adobe Acrobat plug-in that allows you to add security features to
your PDF documents. For example, when your customer opens a SoftLocked PDF
file, SoftLock calculates a unique number which is based by default upon the
customer’s hard drive. If the correct password is present, your PDF is unlocked. If
not, your customer is invited to purchase the correct password.
Using Acrobat Reader
To access your PDF, your e-book buyers need the Adobe Acrobat Reader, just like
you :-)
The most recent version is Acrobat Reader 4.0.
[ Page 153 ]
Acrobat Reader 4.0

http://www.adobe.com/prodindex/acrobat/acrrwhatsnew.html
PDF is a file format created by Adobe that lets you view and print a file exactly as
the author designed it, without needing to have the same application or fonts
used to create the file.
Since its introduction in 1993, PDF has become an internet standard for electronic
distribution. It faithfully preserves the look and feel of the original document
complete with:
• Fonts
• Colors
• Images
• Layout
That’s a real bonus for us as e-book publishers.
My first PDF manual was printed in black and white, and had a couple of grey
screen backgrounds. It was very plain and ordinary compared to the one you are
reading now with full colour screen captures, headings and other graphics.
eTip
Before the PDF file format existed, people exchanging electronic
documents over the net needed to have the same application and fonts used to
create the documents to see them exactly the way they were designed. All that has
changed with Adobe Acrobat Reader.
Here are more advantages for using PDF files as your e-book platform:
• You can distribute a PDF file by email, post it on a Web server, or copy it to a
floppy disk or network server.
• You can receive the PDF file as an attachment to email, download it from your
Web site, or copy it from a floppy disk or network server to a computer.
• With the free Reader, you can view and print the PDF file which now looks and
[ Page 154 ]
prints exactly as you saw it on your own screen. You don’t need any additional
applications, fonts, or files.
• PDF files are compressed to produce smaller file sizes. This reduces file
transfer time and cuts down on storage space. There is no need to unzip them.
• PDF files can link to text, graphic, sound, and movie files.
• PDF files can be indexed so that you can easily search their contents.
• PDF files can be duplicated and distributed at a lower cost than paper-based
documents. (No surprises here!)
• PDF files have features that enable you to create a form which readers can fill
out on-screen and submit electronically.
• PDF files give sharp, color-precise printing on almost all printers. And
onscreen PDF files have a precise color match regardless of the monitor you use.
• PDF files allow you to magnify documents up to 800% without any loss of
clarity in text or graphics. That’s pretty amazing.
• PDF files can be optimized to reduce their file sizes. They can be as little as
15% of HTML sizes.
• PDF files need no translation, compression, or filtering on most popular web
servers.
• PDF takes document security to the next level. Creators can prevent the
copying of text, graphics, making changes, and printing a document.
• PDF documents can be created in generally any program that can print.
eTip
PDF has a lot more advantages than meets the eye. As you are
discovering here in this manual, you can move within documents, or even directly
to the internet using the highlighted hyperlinks. These are exactly the same as the
underlined links that you see on a web page.
Viewing pdf documents on the Web
You can view PDF documents that are on the World Wide Web or an intranet using
a Web browser.
[ Page 155 ]
When a PDF document is stored on the Web, you can click a URL link to it to open
the document in your Web browser.
Reading pdf documents in a Web browser
PDF documents can display in Web browsers compatible with Netscape Navigator
4.0 (or later) or Microsoft Internet Explorer 4.0 (or later).
The necessary plug-ins are automatically installed when you install Acrobat Reader.
When you view a PDF document in a Web browser, all of the Acrobat Reader
tools are available in the browser.
pdf help
There is also a good advanced-level list for PDF users and developers. You can
subscribe through PDFZone:
PDFZone
http://www.pdfzone.com
And for more details about the Adobe PDF file format, see Adobe’s Web site:
About Adobe pdf
http://www.adobe.com/prodindex/acrobat/adobepdf.html
[ Page 156 ]
Producing this eBook
This manual was produced on Adobe PageMaker 6.5.
Adobe PageMaker 6.5

http://www.adobe.com/prodindex/pagemaker/main.html
It was converted to a PDF file by Adobe Distiller - which comes as part of the
PageMaker package.
Distiller works by converting only postscript (PS) files, so it can’t be used on

Microsoft Word for example.
Adobe Distiller
To produce a PDF file from any other word or graphics program, you need Acrobat
4.0 or greater. Distiller has a smaller number of options for converting files.
[ Page 157 ]
Producing pdfs for your e-book
It’s ironic that these details of the most important and final part of your own e-
book manual - the PDF file - is probably the smallest section of this manual.
That’s because the process is relatively automated and very easy to complete. You
simply follow instructions and in a matter of minutes the PDF file is produced.
The Distiller screen. Normally this won’t be seen when PageMaker is used,
because it can be configured to work automatically in the background.
Can I produce my manual without a pdf program?
If you don’t have Adobe Acrobat, or my combination of PageMaker and Distiller,

then you’ll need to get your PDF commercially converted.
This shouldn’t be too much of a problem, or even expensive, as it is a simple

process. Just make sure you have a word processing application that can print
[ Page 158 ]
to Post Script... this will ensure that it can be converted to PDF.
You will likely find the following places will be able to complete the process for you:
• Typesetting houses
• Graphic arts businesses
• Freelance graphic designers
• Advertising agencies
• Bromide services
• Commercial printers
[ Page 159 ]
eBook
SECRETS
Website success
Think of your website as a crucial doorway to your e-book sales success.
On the internet today there are so many hot issues on website design that you
can unknowingly turn away a huge percentage of prospects without knowing it:
• Some will be put off by your design

• Others will wonder about your marketing approach
• Many will judge your product by its price
• Some readers will equate your pleasantries with hard selling
And even the colours of your web page will make a difference to your sales.
Okay, you say. But isn’t the first impression of a web site the content? If the site’s
content is valuable, surely it doesn’t really make too much of a difference about the
design?
eTip
The internet is changing so rapidly that we’re seeing a widening gap
between the look and content of amateur and business sites. A professional-looking
design starts you off on the right foot with your reader.
The value of design
To run a parallel example from my earlier career as a newspaper owner - I doubt

whether many readers would “believe” news that was typed out on a sheet of scrap
paper.
[ Page 160 ]
News has to be presented in an expected form to maintain credibility. This means

using all the trappings that go with a professional product:
• Typesetting equipment
• Modern presses
• Trained journalists
• And a newspaper that looks like one
Websites are no different.
While professional content is the main link to the website’s reputation, a badly
designed site will need some extra credibility boost to make up for it.
It may get by. Maybe the author has a strong reputation in other areas, or has
proven abilities that take readers past the “eye candy” style of a website.
eTip
When your prospects don’t know you from a bar of soap, then the only
indication they have about you is from your website design.
Let’s face it, the vast majority of prospects have a real reluctance to buy off the
Internet because they fear getting burned... we should be doing everything we can
to reassure them.
Good design is an essential part of this process.
Clutter increases interest, but at a price
As I experimented over the first few months that I had my website operating,
checking visitor counts against my design changes, I found that page design had
quite an impact on sales.
So I decided one of the primary ways to promote the site was through its web page
design - the way the page looked graphically.
And I wanted to make simplicity the main key.
[ Page 161 ]
Have you noticed that a lot of websites have a cluttered main page? They have:
• Lots of options, plenty of places to visit...

• But no clear strategy, or sense of direction.
So the confused first-time viewer chooses the most appealing link on the page.
Or, if none of the links seem to show any benefit, they will leave WITHOUT clicking
through to any link.
That’s quite common on most websites. But it shouldn’t happen.
My answer
So I decided to design a site that led the visitor through it... step by easy step...
until the process ended with a sale.
eTip
Many people cry out for order. They want to be guided, directed, but at
their own pace. And they want to be able to leave at any time too, but you should
make that harder to do :-)
So I choose to have the step-through sequence of my pages start with a main

page, then followed with a secondary sales/order page. There would also be
several support pages that would act to build my credibility. These would include:
• A personal history
• FAQ
• Past postings from forums
• Back copies of ezine articles
And instead of making my main entry page a “Welcome” and “Contents” guide like
so many others, I would start the sales process straight away... with a sales
letter directed straight at the prospect. There would still be a brief index to the rest
of the pages, but this would appear as a content bar on the left.
The whole object was to reduce clutter and improve navigation.
[ Page 162 ]
“Clutter” can be many things in your website:
• Links to unrelated sites

• Links to other non-selling sections of your own pages
• Large or detailed graphics that slow down page loading times
• Banners for other sites that attract the eye away from your selling message
Think about the websites you visit. Many of them are appealingly cluttered with:
• Multi columns
• Many detailed graphics
• Clickaways
• Choices
• Links
• Banners
It all looks visually stunning. Full of promise. But - as we’re learning now - this
overchoice is no choice at all for you and I as serious marketers who want a sale at
the end of our efforts.
So at all costs, you must REDUCE CLUTTER.
To sum up, to get the best value from your website, you need to:
• Use a main page, with minimal links to draw visitors away from it
• Give a selling statement (sales letter) on the main page and continue it on
further pages
• Design all pages to attract the prospect’s email address
[ Page 163 ]
What your website needs to sell
The essential components of a successful selling website (the Five Pillars) are:
1) A powerful website headline

2) A sales letter
3) A way to collect opt-in email addresses
4) Testimonials and other proof
5) Order form for credit cards
Why do I think this strategy will work for you?
Because it is based on a formula that has worked tremendously well on my Info-

Pack website.
And because it follows a similar sales pattern to my mail-based letters... which

have pulled up to a whopping 63 percent response. That’s the highest I’ve seen
anywhere.
Of course you could probably get a 100 percent response if you offered free $5
notes... but my letters have done remarkably well without resorting to this :-)
Multi sites
“Should I sell many items on my website?”
I recommend you don’t. And it all has to do with the clutter problem I’ve outlined,
and the difficulty of writing a sales letter that will cover all possibilities.
eTip
You can only have one focus in your website - your main product.
Anything else dilutes its impact.
One answer is to have many sites. Marketer Dave Bancroft http://profit.org/forum/

has several websites - each selling different information products. You won’t find
them in one place - he doesn’t cross-promote between sites.
[ Page 164 ]
Each one stands alone, and has clear promotion boundaries.
For your website, let’s start with the first ingredient of the selling success
formula...
Write a powerful website headline
The secret to capturing your reader’s attention, as they first bring up your home
page in their browser, is to find the word pictures that will grab them and keep
them there.
It is at the same time the easiest and most difficult thing to do.
You do that by finding a Key Word that acts as a hook to lure your reader in. Then
you use that Key Word in your title.
There are many such key word hooks, and the most popular ones are these:
Money
Success
Wealth
Secret
Free
Now
You’ll discover I use many of these in my headlines.
The next step is to incorporate these Key Words so they mean something to your
readers. Obviously, running them all together would cancel out the advantage that
each has individually.
But we can compromise.
Let’s assume we want to sell an e-book that describes how to build a metal
detector.
[ Page 165 ]
There are a few assumptions about this product we can make straight away: the
metal most people would be interested in - and want to detect - is money.
Money metal can be not only lost coins, but:
• Stolen objects
• Keys
• Buried treasure
From this we can start building our headline. We want to link it to discovery, money,
and do it in an interesting way.
Some ideas using these words:
Discover Easy Money Now!

Get Buried Treasure With This Wonder Wealth Locator
The Secret Money Finder
eTip
If you don’t stop your reader with your headline, they’ll simply move on to
the next web page or the next website. The answer is simple. You need to write
something that will grab their attention and force them to read more.
People are always saying “What’s in it for me?” People have their brains tuned.
They are constantly asking this question of your headline. When you talk to
friends, this statement is running through their mind.
Even as you read this manual, you’re thinking the same thought. How do we answer
it?
Benefits
You help your prospects with your headline... with BENEFITS.
Always need to pack your website headline full of benefits.
So how do you make sure people read your website headline, and then move down
[ Page 166 ]
to the selling copy?
You always put your biggest benefit in your headline.
That’s because your benefit will attract those who are seeking that benefit. If at that
point they don’t read further into your website, they were not your prospects anyway.
eTip
One of the greatest copywriting mistakes is writing a headline that gives
no benefit. Why? Because even people who are ideal prospects for your offer won’t
even read through your text. They won’t know what you are selling!
When done properly, a benefit in your headline will improve the effectiveness of
your body text.
About 60% of your readers will read your headline and no more. So your headline
MUST be strong!
Believable benefits
It’s extremely important to give readers specifics in the headline because it

increases believability - and response! Use:
• Numbers
• Money figures
• Dates
These powerful attractors sell your product.
EXAMPLE:
You Can Earn $1,000 Weekly With HomeMade Booklets.

Make $345 Before You Go To Bed Tonight!
In 3 Weeks Your Stomach Will Be 25% Flatter!
[ Page 167 ]
eTip
One secret I’ve found effective in writing headlines is to mirror the
Reader’s Digest style. That magazine has an amazing history of effective headlines
because have a common touch. Their headlines needed to be effective because
they are the sole method of attracting casual buyers at bookstores and
supermarkets.
My old Info-Pack website headline was as Reader’s Digest-persuasive as I could

get:
“How To Make $104,870.00 A Year,

Part-time, At Home ...
Free To Do As You Please ...
(While Everyone Else Works Overtime For A Living!)”
Note that I decided to emphasise the yearly sales potential by giving an actual
amount, rather than rounding it off to $100,000.
Detail gives believability.
Improving your headline response
A good friend is the publisher of many quality books on motorcycling. (Those of

you who know me also know I’ve been a keen motorcyclist for over 35 years).
He wanted to know how to raise response rates to his useful website material
when so much other information is freely available in magazines or on the Internet.
It’s a common enough question.
It’s all in the marketing... the promotion of your material. (That’s assuming the
subject is good value, which his is).
I suggested he tantalise his audiences with tried and true motivating words like:
Secret
Untold
[ Page 168 ]
Revealed
Never-before
Improve
You draw prospects in slowly... like a spider in a web... using these words as
headlines for the books or advertising material - like my suggestions here for his
booklet on braking:
Exclusive Report: 9 braking secrets of professional riders you can use today
17 untold tips for better braking by 20-year veteran
Revealed! - 7 little-known braking secrets you can teach yourself in an
afternoon
How to improve your braking by 500% in one hour!
When I last saw him, he had incorporated these headlines into his books and they
were going out the door!
Headline attraction
While we’re talking about motorcycles and headlines, here’s a quick story.
I very rarely visit my local city library any longer. For me the internet has overtaken
and surpassed it for convenience and quantity of information.
But I decided to drop in to our city’s main library over the weekend (I can park my
motorcycle right out front - in the city’s busiest street!)
While I was looking around the financial shelves, I came across a book on the
stockmarket that I had seen there over many years in past visits.
I had always noticed it because the title was a real puller... it made you smile inside
as well as out: “Where Are The Customer’s Yachts?”
The inference was that the brokers were the ones taking advantage of their clients.
Clever.
[ Page 169 ]
Set the scene
E-book headlines play such an important part of your selling material because
they set the scene for attracting buyer interest... often making a bigger impact than
the design, style or content of the selling information. It’s because a headline is the
first port of call to attract your prospect’s attention.
Remember the old classic from 1923: “They Laughed When I Sat Down At The
Piano...”?
It pays to spend some time over your headline.
Your web sales letter
I’ve said I believe the only way to achieve a clear focus - and exceptional sales - is to
have a single sales letter for one product on your website.
My info-pack website (now discontinued) sold the Info-Publishing Knowledge

Pack with a single page letter that extended right down to the ordering information.
In the lefthand column menu I had a limited number of links to my forum, Amazon
bookstore and other information about the product and myself.
These links sat in the ‘background’ waiting for the reader to revisit it for confirmation
and extra information.
The site has been very successful, but slow to load.
In my present website for the E-book Secrets, I split the web sales letter up into
several pages. Each has a “read on please” prompt at the bottom to lead and draw
the reader on to the next page.
This allows the page to load faster.
Two approaches - each different in operation, but similar in concept.
[ Page 170 ]
Long or short selling copy?
Your sales letter is the prime motivator for your prospects. So should you cut your
costs by having a short letter?
eTip
There are few times that a short letter will work, and that’s only if your
product jumps off the page and sells itself no matter what you do! But in all other
cases you should use the longest text possible.
Tell more to sell more.
Selling points & benefits
People are looking for your website sales letter to satisfy the question: “What’s in it
for me?” If you grabbed their attention with an effective headline, follow with the
benefit immediately, or you’ll lose their interest.
People are impatient. Their fingers remain poised over their mouse button, ready to
click away at any instant.
You’ve got to find a way to keep their interest glued to your website page.
You do this with benefits.
Let me show you how easy it is to power up your sales letter text with benefits.
First, let’s examine again what a benefit is in sale letter terms. Benefits are those
things that offer the reader value.
For example:
THE PRODUCT: eBook Manual
Feature: PDF distribution Benefit: Instant delivery to your computer

Feature: Cross-platform compatibility Benefit: Works on whatever computer you
are using at the time
Feature: Live linking Benefit: Instant access to information
[ Page 171 ]
The benefits are the powerful selling points you should use in every case.
eTip
The benefits are what you get from the features. And it’s the benefits that
entice people to buy. People want to know how your e-book manual will benefit
them.
Increase your webs sales copy readability
Here’s 4 ways to get a higher readership for your website text. Notice that they
are all design factors that concentrate on making your page look appealing:
1) Bold the important points of all your text - don’t underline them. This confuses
people who are looking for hyperlinks.
2) Make sure the longest paragraph is no more than 3 lines, 5 lines maximum.
3) Use ample white space between paragraphs.
4) Make your line length short. For example - don’t use the full webpage edges,
but reduce your borders or table width so that the line length is reduced. You can
do this by making width 50% or 75%.
More ways to improve your web text
Your proof of earnings gets 100% hit rate! Readers want to know authentic
detail... and what could be better than proof?
When I first put my website up, I was looking for an additional factor to increase
interest in my site, and to increase credibility.
Out of curiosity I put up another page with a scan of a recent check of earnings
(http://www.ksilver.com/Income_Example.htm) from my earlier call centre, with a
link from my main page.
The results were impressive - a 90% response from my website visitors to this
page! More people saw this page than visited other pages on my site - where the
previous highest rate was around 60%.
[ Page 172 ]
In a three hour period, my main page received 50 hits, while the page with my check
got 49 related visits... an almost perfect score!
eTip
This example obviously shows that people crave credibility, and what
better way than to let them see REAL money received.
By the way, this check was a fortunate example. Normally my deposits go straight
into my bank account.
But in this instance the income was deposited by handwritten check from the
company’s Auckland-based accountant, because the company was changing its
account system. This manual check proved a good example for me to use.
5 Ways to improve your website sales letter response
1) Put numbers in your headlines. Use examples like:

“Get 3 Times More Processing Power”
“10 Ways To Earn Money With Your Modem.”
2) Reveal your information gradually. Don’t dump all your information in the first
paragraph. Spin it out. Use the most interesting fact initially, then reveal more
and more as your readers read through your material.
3) Include testimonials. This is one of the most important parts of a sales letter. If
you don’t have a good testimonial, send your e-book to someone prominent and
ask them for their opinion. Retrieve the good points from their comments and write
back asking to use it in your ads.
4) Make a startling statement. “Millionaires Are Not 100 or even 10 Times

Smarter Than You...” This kind of headline or lead-in will wake up your readers.
With their curiosity aroused they’ll read on.
5) Use a personal quote. “I Used This Manual And Found My Freedom!” Or “Your
Manual Helped Me Make $10,000 In January!” The use of quotation marks around
the sentence makes this far more effective.
[ Page 173 ]
The P.S.
Studies have shown that many readers turn to the signature in a letter to identify
the sender, and so they see the PS (short for Postscript, an addition at the end of a
letter). You should restate your main benefits in the PS, or even emphasise a
deadline.
eTip
The PS becomes an important part of your sales letter, because MANY
of your readers are often going to see your offer in the PS before they read the sales
letter.
So the PS should tie up your offer in an appealing and urgent way, and restate the
strongest selling points you have for your product.
Sales Letter Workshop
Here are 2 sales letters that the writer asked me to comment on:
HOW MUCH OF THE SPANISH SPEAKING MARKET

ARE YOU MISSING?
If you can’t even say “Hi my name is Joe” in Spanish, then
expect to miss out on this huge market. Learn Spanish
the quickest, easiest and least expensive way possible.
CAN YOUR BUSINESS AFFORD NOT TO ADDRESS

THE SPANISH SPEAKING MARKET?
Just think of the possibilities if you could list your website
keywords in Spanish. Can you?... didn’t think so. Come
learn Spanish quickly, efficiently and in the most beautiful
place on earth. Intensive courses!
Here’s my evaluation:
Success on the Internet relies almost entirely on the written word to persuade, so be
ever conscious that EVERY single word has to be working for you like a powerful
magnet.
[ Page 174 ]
Now, I’m also not a great fan of negative headlines and copy. They repel people
instead of attracting them. Yes, I know that are quite a few enthusiasts of this form of
‘Get your prospects to feel the fear’ type of copy to promote reader activity, but I
haven’t found it so.
Honey works far better. Attract your buzzing prospects with warm, appealing
words. Use a lot of ‘motivator words’ in your text. Firm action words, coupled with
facts, that pull the prospect along.
In this case, I suggested the writer rephrase the headlines with a little movement
and action:
Understand Real Spanish Fast!

Yes - Speak Fluent Spanish In Just 5 Days!,
Speak Working Spanish In 3 Hours!
These are generic headlines off the top of my thinning head. If they can be
personalised, so much the better, like this:
Famous Teacher Says: Learn Spanish In 3 Days With Me! Success Guaranteed.
In the body text, I would remove ALL the negative words used: “can’t, miss out,
afford not to, didn’t think so, least expensive”... and replace them with:
1) Positive ‘you can now’ words. You can also use ‘how to’ - that’s always good in
a headline too.
2) Words that allow the reader to GAIN something... get new language
competence quickly, speak like a native, now give directions to taxi drivers etc.
3) Powerful benefits OTHER than the ones used here: “easy,’ ‘quickest,’ or
‘intensive.” These first two words can be - and often ARE - used by everybody
these days. They’ve lost their oomph.
For ‘intensive’ - which is a fear/work word - why not use ‘condensed’ - which is a lot
more friendly and also implies that the advertised course is effective.
Now, back to ‘fear’ words.
[ Page 175 ]
Yes, you can use them - but ONCE your prospects have contacted you. Use these
dark words to goad them along... help in their decision-making... to let them see
what they’re missing out on if they don’t act NOW.
And of course you do that best by giving a firm deadline to the offer.
eTip
The most awkward word in the business of teaching has to be ‘learn.’
Many adults shudder at the thought of having to go back to school. For many of us
words like ‘learn’ and ‘study’ spark off all the bad vibes we encountered over the
years spent locked in dull classrooms on sunny days. Those studious words can be
replaced with ‘discover’, or ‘find out how’.
Get your readers turning the webpages
Your prospects need to be constantly moved along in your website sales

material.
Left to their own devices, they may prefer to click away, never to return. So at the
bottom of each web page, build in a continuing sentence that get readers to click to
the next page:
And there’s a lot more than that...

You can expect a surprise. In fact...
Now I’m going to prove that this is true...
Why do I think this?
You not going to believe this part...
I’ll tell you exactly how...
The secret that Walt Disney used!
Here’s another hint you can use for your sales letter to give it a powerful attraction
factor. It’s one that Walt Disney is well-known for. He called it a ‘weiner.’
[ Page 176 ]
In his biography he said that one of the key elements of his Disneyland theme park
success was to have plenty of these weiners dotted all over the place.
What’s a weiner? Disney called it the curiosity factor.
In his theme park design, it was the entranceway or tunnel that looked so tempting.
It gave you just a hint of something exciting around the corner... that you were
irresistibly drawn there. The “weiner” revealed only a little of the next area, but
made it so appealing you had to move forward to see it.
So it is with sales writing. You must build a curiosity factor into parts of your prose
that get prospects interested and curious. So they want to know more.
The Weiner principle in use
Here’s how I applied the weiner principle when I was asked to evaluate this selling
copy. It read like this originally:
** 8 Major Search Engines account for 95% of the Traffic.
** 80% of the traffic goes through Yahoo, Excite and

Infoseek.
** Using one of those services to submit to 600+ engines

is a complete waste of time and money.
** Most submissions get ranked #500 to #10,000!!
** Research shows that almost no one ever looks at

rankings over 20 or 30. NO ONE!
If YOUR site isn’t at the Top of Yahoo, Excite or Infoseek,

many of YOUR customers are spending their money at
your competitor’s sites - OUCH!!
This text reveals too much. It’s like looking at Disneyland by air and knowing
where everything is before you walk it. It’s weinerless :-)
Let’s look at just one of the bullet points, and see how we can apply the weiner
revision to it:
** 80% of the traffic goes through Yahoo!, Excite and Infoseek.

[ Page 177 ]
Instead, how about:
** Which of the 3 top-rated search engines gets an

amazing 80% of the traffic?
Keep a secret or two to yourself - don’t reveal everything - and you’ll pack punch to
your prose!
How do I know this? Well, a couple of years back, in one of my mail-order sales
letters, I went ruthlessly through it... cutting out all the ‘hard fact’ feature-style
information I used... and replaced them with weiners.
Result? My sales shot up by at least 5 times, probably more - but I was too busy
banking the checks to figure the exact percentage :-)
Deadlines as sales incentives
However you write your sales letters... make sure yours has a DEADLINE. This is
the strongest response mechanism to any letter you write.
I’ve tested it time and time again on my list offers.
eTip
This deadline factor has to be the most powerful ways of getting
response... and yet 90% of the advice you get from “experienced” marketers NEVER
mentions it!
But how do you start if you don’t have a real deadline to kick off with? Fortunately
there are dozens of ways. Here’s a few ideas:
1) Limited numbers. Tell your customers you only have a certain number of
products left at this price... and once they’re gone, the price will increase.
How can you do this with digital products? Make some important changes to the
text, and sell the “old” text at a reduced price for a limited time.
2) Limited time. While you can use a 7, 10 or 21 day deadline (my favourite
[ Page 178 ]
numbers) for any reason, it’s best if you have a believable reason for these
numbers. A price rise for example.
But, as I’ve found, even a “no-reason” deadline will get customers moving. Just
use the number you want, and the response will rocket.
Just remember to keep your offer timeframe short... the longer people have to
think about it, the less chance you have of getting their order.
3) Limited expertise offer. I gave my clients 5 hours Free Consultation for a year
when they bought one of my info-products. You can too. Tell them in your sales
letter that there are only so many hours in the day, and once you run out of
hours... so do they!
Have a look at the next chapter on ezines. See how each one of them has brought a
deadline to the proposal. Without fail.
The golden buyers prospecting tool
Every successful website captures the addresses of prospects. Getting your

prospect’s email addresses is absolutely essential.
Too many sites don’t do this properly. If at all.
Here’s why:
Your prospect MUST be contacted again. Many prospects will not buy until they
know you and have seen you around for a while.
eTip
It may take many messages to build their familiarity and confidence in
you. Many marketing experts say that at least 7 impressions are needed within the
space of three months to get the message home.
[ Page 179 ]
Get the address
There’s a big chance that most prospects will not return to your website for any
number of reasons. So you must find a way to attract their address.
I do it by using these two methods which you can duplicate:
1) An on-line newsletter
2) The hidden location of the 1st Chapter of my manual
Both are POWERFUL attractors. Prospects with an interest in my product or

marketing cannot help but be compelled to leave their address in return for being
able to read my information. A fair exchange.
The selling system
I’ve discussed that we use an ezine for one purpose only. And that is to sell. So it
makes sense to get as many subscribers on your ezine list as possible, so that
you can sell to them again and again.
You need to do this for these reasons:
• Without a constant reminder about you from your ezine, you will very quickly
be forgotten. And I mean quickly! Your prospects are being constantly
bombarded with a barrage of information every hour - all of it practically
useless except yours :-) You have to keep in their face.
• As you build your list and the number of your subscribers grow, you will be
able to solicit paying ads.
• The larger the list, the more credibility you gain. Large numbers of subscribers
mean that you must be doing something right. This is an excellent promotional
position to be in.
Here some alternative ways to gather opt-in subscribers both on and off the
internet:
• Your website
• Trade shows
[ Page 180 ]
• Product registration cards

• Sales and telemarketing calls
• Other points of contact with customers and prospects.
• Advertise on opt-in and voluntary email lists.
• Advertise in ezines and email discussion lists
The Direct E-Mail List Source

http://www.copywriter.com/lists/
This provides links to many permission-based email lists.
Spam is such a controversial subject right now that you should stay with
permission-based email only. The risk to your reputation is just too great.
Permission-based lists
What is true permission-based marketing?
Simple. Make sure that nobody is placed on your email list without their explicit
permission.
The main mailing list providers, and many experts, agree that the confirmation
form of subscribing is essential to prevent spam accusations.
This happens when you receive an autoresponder message from the site you
signed up with, asking you to return it as a confirmation of your subscription.
I’m not so sure this is a good move for you and I. It reduces the spontaneity of the
request.
Lets run through the process:
1) Your prospects decide to look at the Free first chapter of your e-book.
[ Page 181 ]
2) They click on the link, but instead of getting immediate access to the website,
they are asked to return a confirmation email. Now, this may have been several
minutes after they sent the original request.
So now they are looking at additional time before they can access your chapter.
The option to go away and ignore the whole offer is very much heightened now.
Only the most hardy will stay to complete the process.
But, you say, isn’t this a good way to better qualify your prospects?
On the surface, it seems so. But you are also turning away many luke-warm
prospects as well... who, if they were approached with more information at a later
date, would possibly buy.
You cannot ignore this potential. So it is important to make the whole process as
easy as possible.
And keep a good relationship with your Internet provider so that they know you are
not intending to spam at any point of your business.
Sign-up persuasion
How do you persuade potential subscribers to sign up for your ezine?
I have found the most successful way is a two-step process.
1) Give your prospects something free as an incentive. Here’s how do that.

When prospects reach my main page, they see an invitation.
Here is what it looks like:
[ Page 182 ]
Clearly I have given all options. Now they know they can get to read the first
chapter free, and also get free information via my ezine.
They can also do this at my Self Publishing Forum where I have a sign-up section
at the head.
Ken Silver Online:

The free email listserver
The field in this form is linked to a free email listserver service called AutoMail.
There are other programs you can use as a way of signing up subscribers to your
website. You can also achieve that by using a free group mailing or listserve system:
OneList
http://www.onelist.com
[ Page 183 ]
Listbot
http://www.listbot.com
Topica
http://www.topica.com
eGroups
http://www.egroups.com
Each of these systems allows you to put a sign-up field on your website.
Subscribers are then managed by these mailing systems. This is particularly good
if you don’t want to be involved with:
• Subscribing
• Unsubscribing
• Sending newsletters out on your email program
[ Page 184 ]
Do-it-yourself administration
Mailing lists of subscribers can be operated from your own email software, simply
by adding addresses to the BCC (Blind Carbon Copy) function, and sending them
out.
However, many Internet Service Providers (ISP) put a limit on the amount of emails
you can send at one time. Their theory - a large number of emails is likely to be
spam.
So instead of breaking them up into smaller groups for you, they will simply refuse
to send them.
You can send groups of 200-250 emails through your email program, as I did -
which is time-consuming and not very convenient.
Once I accidentally neglected to enter a group’s address as Blind Carbon Copy,

which allowed recipients of the email to see other addresses on the list.
This was not a great career move :-)
The four mailing list services above are free to join and use for your mailing list,
but each of them puts a commercial advertising message at the bottom of every
email sent. This ranges from a one line advertisement to several lines or more.
————————————— ONElist Sponsor ——————————————
ONElist: your connection to like-minds and kindred spirits.
———————————————————————————————————
You can, by paying a monthly or yearly sum, have the advertising removed.
Your list
There are a real number of advantages in using a commercial service. The most
important one is subscribing and unsubscribing.
eTip
This is a necessary part of mailing list management that can easily take-
up a lot of your time if you have to do it manually. With these commercial lists, all the
[ Page 185 ]
subscribing problems as well as bouncing addresses are taken off your hands,
leaving you with more time to market.
And believe me, these practical problems can be a big time swamp... you can
easily spend half an hour to an hour each day answering, correcting and directing
your subscribers.
Commercial list problems
Problems you may face with a commercial mailing list enterprise (and could also
face with your own ISP as well):
• The server which holds your messages (the host server) may go down.
• There may be a considerable delay on the host server. If your messages are
timely - for example you have a time-limited promotion to go out - this may be
quite disruptive. And they do go down occasionally, even the best!
• You may not be able to get on-line to send messages or do your administration.
• Your subscribers may try and send attached files with their messages. This
will probably not be allowed by your host server and will disrupt your service.
• The Internet is made up of a series of independent servers, known as gateways.
These may be down at any time causing a large number of bounce-back
messages.
eTip
One of the disadvantages of a free service is that they need to get
income in one way or another. They generally do this by putting an advertisement in
the material that you use - either as a small classified at the bottom of the message
that you send through them, or on their website. You run the risk of your customers
thinking your service is “amateurish” as a result.
I have used a combination of AutoMail and my email program to send out my

newsletters at various times. You’ll find that AutoMail is perfectly good for your
starting website.
[ Page 186 ]
About AutoMail
AutoMail makes it easy to send a daily, weekly or monthly newsletter or updates

to everyone that has requested information about your product or service.
It will also send a confirmation email when your subscriber first signs up. You can
use this confirmation email to enclose your first newsletter, or newsletter
instructions.
How Does AutoMail Work?
To use AutoMail, you are given an HTML code to insert on your website. It displays
the following on your web page:
• You can change and put whatever words you wish in the box
• You can even change the layout of the information, color and position
To make it operable, all you have to do is to copy and paste the HTML form tag,
supplied when you register for AutoMail, on your web page.
The subscriber’s email address goes into an address file on the AutoMail server, and
they get sent whatever initial message you want them to receive, just like an
autoresponder.
The Automatic Mailing System
The power of AutoMail is in its mail-out ability. You can access the AutoMail control
page, and paste or type up a follow-up message, or newsletter message, then hit
a button and send the message to everyone on your list.
[ Page 187 ]
You can also:
• Manually add or delete addresses

• View your whole address list
• Get an address count
• Change the initial message that is sent out at any time
Built-in Remove Request Line
[ Page 188 ]
When you start to get a sizeable number of people wanting information, you also
get an increasing number who want to unsubscribe for some reason. Often this has
nothing to do whatever with your product or ezine... they may simply be snowed
under with more ezines than they time to read.
AutoMail displays a message telling subscribers how to get off your mailing list
by sending a reply with the word “Remove” in the subject.
You need to find a way to identify your unsubscribers, then remove them
manually from the system.
Do at this way:
Use an email program that has some automating features on it. The most important
of these features should be a way to file messages as they come in. Most email
programmes have this function.
Once your email message is sent to your REMOVE folder on your filing instructions,
you can then:
1) Open the message

2) Copy the email address
3) Go to AutoMail
4) Paste the address in the field for removes
How Many AutoMail Accounts Can You Have?
As many as you want. If you have multiple products or services, you can set up
an AutoMail system for each one simply by choosing a different user name for each
one.
Advertising Options
You can use AutoMail for free, as long as you wish. All AutoMail will do is put a little
tag line at the bottom of each message promoting a various feature at
Webcruiser.com.
If you don’t want the tag line at the bottom of your messages, you can upgrade to an
ad-free account for $10 per month.
What Restrictions Does AutoMail Have?
[ Page 189 ]
AutoMail will not set up any account using a free email address account like
HotMail, Juno, Bigfoot, Yahoo!, etc... only your dial-up account address. This is so
you don’t use AutoMail as a spam system.
They also will want to verify that you do have a website before granting you access
to AutoMail. Again, it should not be a free website.
Testimonials
How can you get greater credibility? The answer is third-party testimonials.
What if you don’t have any? And what if you have no time to write to people asking
for them?
My friend, it’s easy. Even if you have only been selling for a week - or never - you
can get a handful of testimonials together... enough to start instilling essential
buyer confidence in you.
Here’s how you can make a start on some “instant testimonials” if you have been
selling your product for a week or two:
1) Go through all your emails from your clients.
2) If you’re a decent sort of person, these messages will have something in them
like: “Thanks - I appreciate your help here, and I liked your e-book!”
3) Clip that sentence and add the sender’s initials to it.
4) Send off an email to them enclosing the proposed testimonial, and asked to
permission to use it.
Easy wasn’t it! You now have an instant testimonial.
Here are mine done this way:
You haven’t ceased to impress and amaze me. On several

occasions you have freely given your suggestions and opinions
to my ideas. Thank you.
[ Page 190 ]
G.P.
I received your book publishing package on 3-2-99. I’ve only

just overviewed it...Nicely produced...Looking forward to
using it.
E.T.
Thanks for your quick responses and helpful manner.

M.K.
—-
I kept trying because I like the way you write and the way you
quickly respond to your e-mail. AND, you obviously know what
you’re talking about.
M.K.
I forgot to congratulate you on the Anthony Blake Award—it

looks impressive on your site too. Great job.
G.P.
BTW, how often does the newsletter come out for us Info-Pack
buyers? <g> I love this stuff!
R.S.
Why did I purchase? Because I believed that you were a credible,

trustworthy person who had personal experience that I would be
able to benefit from. This was reinforced by your web presence,
your strong satisfaction guarantee. Your forum and the quality
information your post there in the form of tips and in the care
you take to answer other’s questions. Also, your online “Diary,”
the professional look and operation of your website, and your
posts to other forums gave me a better “feel” for your integrity.
And... when I e-mailed several times you with questions you
responded promptly to answer every detail—this impressed me.
G.P.
One more thing that helped me make a buying decision was the
testimonials posted on your site.
G.P.
[ Page 191 ]
Thanks for resending. The second file (2 of 2) works just

terrific!! Your manual is excellent...just what I’m looking for.
A.C.
Please let me know when your new book is ready, I’m sure it will
be as good or better than your info pack which I’m enjoying
thoroughly.
D.H.
Your manual didn’t disappoint me. I read it as soon as I

printed it out, now have to go back and absorb its contents.
B.S.
I purchased your course last month and found the content vast.
D.H.
I enjoy your newsletter & look forward to each edition.

K.M.
I am a recent purchaser of your homemade info-pub pack. And I

must say that yours is an excellent package that compares well
with what I considered the standard for the prospective homemade
booklet publisher...practical, real-life tomes that
tell it like it is. Not the souped-up hype one often gets from
the scammers in this business.
R.G.
Thanks very much for your quick reply. I appreciate your

promptness and ideas.
E.G.
I bought the info pack before your price change went into effect
on Feb. 1. I like what I’ve seen so far. It’s sparked some new
ideas for me.
R.S.
[ Page 192 ]
Thanks for the awesome product! I got all of the attachments - and
I’m reading through the course. Great stuff!
J.G.
Thanks again for going the extra mile for me.

G.D.
Pointers for you when you use this instant process:
• No-one will be offended in having their comments set out in this way - because
their name is not identified. Only when you put a name to a comment will the
unsourced comment be copyright.
• Make sure you do not identify your source in any way. Just use initials.
• Unless you have a solid reputation in your field, you may have some people
thinking these are made-up comments.
• If so, you can suggest they select one at random... and say you will contact the
writer to see if you can release their name to the enquirer.
So, are you impressed with what people say about me? (I was!)
How to get full testimonials
Much has been written about testimonials. There is no doubt - they are the most
effective form of promotion you will ever get. I’m going to tell you:
1) How to get a regular supply of testimonials.

2) How to get testimonials starting from nothing.
Get a never-ending supply
How? You ask for them! With every ezine and email you put out, part of it must be
devoted to asking for a glowing reference.
[ Page 193 ]
eTip
Real words from real people have an astounding effect on your sales.
Because it is freely given, a testimonial is a powerful motivator.
But there are two requirements for a successful testimonial. Without these, your
impact is dramatically lessened:
1) Get a full name and contact address. If your buyers are happy, and your
product ethical, they will be only too pleased to be associated with it. When you ask
them to include the email address, they’ll cough it up quite happily.
Anonymous signatures are next to useless because your readers will think you
have made them up. That goes too for signatures with just initials, or a first name
with an initial as the last name.
2) Ask the right questions. Which of these is the most effective?:
“I have found your book extremely useful, and

read it right through to the end.”
T.P.
OR
"And all I can say... is that it looks awesome! Where I see

your manual differing (and far eclipsing) almost all others
on the market is in the tangible and practical tips that you
give for implementing your idea. You not only explain a
concept, you draw on actual examples and case studies
to show EXACTLY how to execute the plan. This alone,
Ken, is worth thousands of dollars to any reader with
ambition and some plain old common sense!"
Jesse Horowitz
MusiVation International, LLC & The M-Power Show
http://www.musivation.com
The second one has obviously more substance and positivity, and together with a
real name and personal experience with your product, it resonates success.
Now people just won’t send you testimonials out of the blue, without something in
return. But this is easy to remedy:
• Tell them you will send a Free Report in return for a testimonial. This can be
any valuable peace of information, and it is best if it has a dollar value... this
[ Page 194 ]
makes it will valuable to your recipient: “I’m happy to send you a Free Report
worth $20 for your trouble.”
• But don’t give any cash or monetary incentive... it will taint your offer.
The form approach
Here is the form approach I use:
Hi (name),
Would you be happy for me to add your kind comment to my

testimonials? These will appear in my sales letters and on my
website. Your one would read as above with your name and city
underneath.
Two points on this for you:
1) I can abbreviate your name, or remove your state, if you prefer

some anonymity.
2) Your details will not be made available to anyone, in any form.
3) This is the only approach I’ll make to you about a testimonial.

You’re welcome to accept or refuse, and I won’t ask again. (This
is so you can feel free to talk to me again in the future without
fear of being asked for another good word).
Just let me know if that’s OK.
Kind regards,
Ken.
Guess what? I’ve never been refused yet!
2) How to get testimonials starting from nothing.
Let say you have a new e-book freshly written. No one but you and your family
have read it yet. How do you go about getting testimonials for it?
1) If you already have a customer or subscriber base, write to them and offer the
e-book free or at a discount in return for their comments. Make certain they know
[ Page 195 ]
they are not getting it in return for their good comment... this would devalue the
worth of their testimonial.
2) If you don’t have a potential customer base, then distribute the e-book to your
friends and business acquaintances. Again, ask them for their comment and
opinion.
Selecting the best
Once you have collected your testimonials by either of these methods, choose:
• The ones that will have the most impact on the audience you’re trying to reach.
• A selection which gives variety, targeting a cross-section of your potential
audience. Ideally, each of the testimonials you use will appeal specifically to a
certain group of customers. The appeal will depend on:
- the words used
- the nature of the e-book as it applies to them
- the business associated with the person making the comment.
As you can see, this will be a wide-ranging exercise. But you can’t help but win,
whatever you do!
[ Page 196 ]
eBook
SECRETS
Website keywords
Keywords! Page titles!
Do you realise how valuable the correct title and keywords are? They are the big
guns in the placement stakes.
The right words on your website and in your HTML code will lift your ratings in
the search engines.
Keyword types
There are two types of Keywords, and they both have similar - but separate
functions:
1) The most important are the TITLE keywords. These are the ones that many
search engines give priority to... so they need some careful thinking about.
2) The second are the META TAG keywords. These are a number of descriptive
words that the engines use to automatically locate and change your website
placings.
A Meta Tag sits at the top of your HTML code, and is again one of the main
information sources gathered by the search engines.
Titles
We’re going to look at how I changed and improved my Title Keywords - in a BIG
way.
[ Page 197 ]
Top 10 placing
Do you understand why it is important to be in the “Top 10” sites on a search

engine result?
It’s because - even with super high speed satellite links and cable access, we are
all driven by the need for faster results. Now.
eTip
Many search engine experts (that’s you and me :-) say that most people
searching for a particular topic won’t look beyond the 2nd or 3rd search page,
because they don’t have the time.
That’s why high placement is like gold.
When I finally launched my original website a year ago, it was without much prior
research on Titles.
I had assumed titles were just a simple description of my page... maybe even a
promotional spin-off for those viewers who happened to look at the menu bar.
So my main page title was simply:

“Ken Silver - The $1,000-A-Week Home Publisher”
This was adequate... you see this type of title in many web pages.
As I was to quickly discover, there are a few TITLE KEYWORD SECRETS I should
have been using instead. Little-known tips to help jump my page higher in the
search engine ratings.
eTip
Many marketing experts say that only a small percentage of website
promotion comes from the results of search engines. They stress that an overall
marketing strategy is the only real advantage in getting sales.
[ Page 198 ]
TITLE KEYWORD SECRET #1
TITLE: This is the descriptive sentence that you see in the title bar of your web
browser. It is found in the HTML source. You can get it on your browser menu bar
by clicking VIEW > SOURCE.
It is looks like this:
<TITLE>The Name Of Your Title Here</TITLE>
The correct TITLE keywords are essential for high search engine placement,
because the top 8-10 search engines give the most weight to title keywords in their
results. So take this step very seriously.
To start the process, I had two lists to make:
1) A list of all the possible words that a prospect would type to find me
(Keywords)
2) A list of the most common words that described my operation.
While I listed these word sets from my head, I also found I could do it by:
• Searching for similar sites to mine

• Checking out their keywords
eTip
Don’t worry about getting everything in your web business right first time.
Sure, it’s important. Often it is better to make a start and get going... rather than
spend lost weeks fiddling and perfecting. The advantage with the engine
registering process is that you can do it time and time again (AFTER A
RECOMMENDED DELAY), improving results as you go along.
Here’s the list of keywords I compiled for my main index page title, given here in no
particular order of listing strength:
mailorder, mail-order, self publishing, self-publishing,

self publish, self-publish, publishing, information,
mailorder publishing, mail-order publishing, mail order
[ Page 199 ]
publishing, wealth, manual, manuals, Ken Silver,

kensilver, writing, writer, writers, writing for profit,
profit, mailbox, mail box, home business, homebased
business, writing business, selling information, booklet,
booklets, mailorder booklet, mailorder booklets, mail-order
booklet, mail-order booklets, niche marketing, mailorder
marketing, money, mail order money, home-based, writing
for money, money, secret, secrets, catalog, design, book,
books, writing secret, writing secrets, typesetting,
headline, headlines, mail order advertising, body copy,
classified, classifieds, letter, direct mail, how-to,
how to, how-to books, how to books, opportunity, newsletter
publishing, book publishing, entrepreneur, entrepreneurs,
entreprenuer, freedom, financial freedom, secret diary,
automatic cash, autopilot.
What do you notice about this list?
If you’ve guessed a word or two is misspelled, you’re quite right. It’s deliberate.
The wrong spelling is to capture any mistakenly spelt search words... like
“entrepenuer” (wrong) that a surfer may accidentally input into their search.
Whew! There’s a lot of related words in that list for my site, and I can’t use all of
them. Just as well, because we are advised we should not use more than 6 or 7 for
any one page.
eTip
It seems you may be able to use more than 7 keywords in your title. The
search engines apparently read and reference the extra words - even though they
may not display them on the search page.
After making the potential keyword list, my first step was to search for what I would
consider the top-rated words to use in my TITLE. The words that searchers are
likely to use.
• You can also find these words by asking your friends to write down words they
would use to look for your site. You may be surprised!
• You can do a web search of a topic in your own area, and look to see what
[ Page 200 ]
words the top-listed sites are using.
I also added my name in the list. This is for those searchers who remember the site
by my name only. Since I put a lot of emphasis on my name as a link to my product,
this is an important detail.
eTip
Most search engines will automatically disregard common words like “a”
“and” “ the”
With the keywords put together, my 7-word working title for my index page was
ready to go. And this is what I used:
A Ken Silver Mailorder Home Business / Information Self-Publishing
Looks a bit like gobbley-gook, but it doesn’t matter. The keywords are what’s
essential here - not perfect grammar.
To appear in more of your prospect’s search criteria, use keyword variations on

ALL your web pages.
When you do this, make sure every page has a link back to the Main Page or Home
Page - so that every page your searcher opens leads to Home.
Here again I used my two main identifying words - “Ken Silver” on each of my other
4 pages, plus a variation of other different and important words in the title, using not
more than 7 words in each.
I’ve also tried to avoid duplication where possible. You’ll see that “self-publishing”
is also spelt without the hyphen, for example, and with different capitalisation.
Here they are:
Home page (Index.htm):

A Ken Silver Mailorder Home Business / Information Self-Publishing
P1 (Success.htm):
[ Page 201 ]
Ken Silver - Information Self Publishing Secrets / Home Business
P2 (Ken’sPosts.htm):
Ken Silver Home Self-Publishing Business, FREE Newsletter
P3 (FAQ.htm):
Ken Silver FAQ / Home Writing / Self-publishing
P4 (SecretDiary.htm):
Ken Silver - Mail-Order Home Info-Publishing Manual
Now I’m almost ready to place the site on some search engines. The two engines
that give the quickest response time for indexing are:
1) GO Network (originally Infoseek)
GO Network
www.infoseek.go.com
2) AltaVista
AltaVista
www.altavista.digital.com
Both will often list in a day or two at the most. So register your pages with both
those search engines and do a search in 24 hour’s time. You’ll be on your way!
Surprising Search Engine rankings
With all the hot news recently (Sept 99) about Yahoo!’s rapid financial rise, you
could be forgiven for assuming that this was the top search engine.
[ Page 202 ]
A survey by NEC Research Institute from the InfoBeat news service reveals another
story:
Internet search engines and the percentage of

the searchable Web that they cover:
Northern Light: 16.0

Snap: 15.5
AltaVista: 15.5
HotBot: 11.3
Microsoft: 8.5
Infoseek: 8.0
Google: 7.8
Yahoo!: 7.4
Excite: 5.6
Lycos: 2.5
Euroseek: 2.2
Source: Computer scientists Steve Lawrence and C. Lee Giles at NEC Research Institute in
Princeton, N.J.
More information about this story at InfoBeat:
InfoBeat
http://www.infobeat.com/stories/cgi/story.cgi?id=2560213628-260
Counting your visitors
Over 99 percent of all websites don’t use their visitor counter to track responses.
That’s right... it is estimated this huge percentage of sites don’t measure or track
their visitor hits at all!
So they lose a tremendous amount of tactical intelligence as a result.
We will measure up though.

[ Page 203 ]
And don’t be alarmed if you don’t have a mathematical bone in your body. You won’t
need to do any sums at all. It’s all completed for you by a remarkable FREE
program.
Using traffic
Where does your website traffic come from, and why do you need to know this?
In our business, knowing where your SALES come from is a big advantage.
Because if you don’t know, you won’t be able to duplicate your successes again.
Simple as that.
On my first site I started with installing a visitor traffic counter to get some very
basic information for a simple analysis.
I wanted the following information from it:
• Hits - a straight count of the number of times my site was accessed.

• Sites the traffic came from - to let me know which promotional areas produced
hits.
• Traffic times - the days in which these hits occurred, for the same reason as
above.
But I also wanted to go a little further than most websites do. I wanted a visitor count
of each page. Unless I knew:
1) Where the hits were coming from
2) What the most visited pages were
... I couldn’t plan my selling strategy properly.
Getting a free visitor counter
The next step was to look for a counter. I wasn’t too keen on a lot of the freeware
counters that provided a visible display on my page.
[ Page 204 ]
This was because of the Diving Board Theory: The diving board most used in any
pool is also the one with the biggest queue.
Why? Well, people are leader and event-centred. If there’s a queue behind one
attraction, they’ll join it in preference to the empty one. Rightly or wrongly they figure
there is a reason for the full one’s popularity... and they want to be in on it.
So it is too with visible counters, but in reverse. If everyone who visited your site
saw a low visitor count, it will turn them away.
And I didn’t want that to happen.
I checked out my Internet Service Provider (ISP) but the traffic counter service they
offered was too expensive, and was limited in scope.
As luck would have it, I was looking through some back topics on a marketing board
and discovered a real gem - someone was recommending a
service called SuperStats.
SuperStats
www.superstats.com
I went to the SuperStats site, and remarkably, all the features I was looking for - and
more - were available there:
• Traffic count, shown as graphs and totalled too.

• Visitor times, hourly and daily.
• Sites the visitors had come from.
• Domains the visitors had arrived from.
• Browsers used by visitors.
Each of these sections could also be opened further to give more detail.
Armed with this information, I now had an incredibly easy way to measure all the
important things that were happening in my website.
Best of all, it was FREE, in return for placing the SuperStats banner on my page.
[ Page 205 ]
eTip
I had misgivings at first about the SuperStats banner. It might tempt
guests away from my site. But as I looked further at other sites, I learned that most
of these types of banners could be placed at the bottom of the page. So there was
little conflict with my Firm Rule: No Distractions To Draw Visitors Away From Your
Site.
The setup for registering was fairly tedious, but worth it. It took about 15 minutes per
page, 6 pages in total... to complete the setup, fill out the questionnaire on their site,
receive and copy the HTML text (which they warn cannot be altered), and drop it into
my HTML editor.
That done, it worked perfectly first time.
Now I had a professional-looking banner at the base of each page. As each

visitor accessed my site, part of the opening sequence would access the SuperStats
site, get the visitor details, then allow the page to load further.
I was concerned that my page would be slower to open because of the extra
internal linking to the SuperStats site. But it was only an extra 5 seconds, it didn’t
make much difference.
With a counter on every page, I could now do some remarkable things:
• Change my content to become more appealing. And measure those changes

instantly.
• Test a promotion and tell whether it drew a higher percentage of lookers, or
buyers. Tailor the page to match the highest rate.
• Be able to charge for advertising on my page, since I could charge per
impression.
• Watch how visitors move through my site - observe the frequently used pages
and so look for ways to improve them.
I discovered this interesting visitor pattern as these visit figures in the first 2 days of
the counter show:
322 Main/Home
129 Next (Order)
69 Secret Diary
38 FAQ
76 Who Is Ken Silver?s
[ Page 206 ]
Analysis of visitor count
What can I work out from these figures?
Well, as I gave only the main page URL as entry in my promotion, I can say that
everyone entered here. So that’s 322 total visitors.
After these people read this Main page, they were directed to the Order page. But
less than half the visitors did this. Why? Well it could have been that many people
wanted just to sign up to read the first chapter, which was free. Once they had
done that, they had no need to go further until they had read and absorbed the
material.
The 3 remaining page visit counts were pretty much as I expected. These
secondary pages were designed mainly as support material, to answer the
questions that serious buyers might ask.
I found it interesting that the FAQ page was lowest ranking in hits. Once again,
this was probably normal for a support page.
Next, where did my visitors come from? Back to our clever SuperStats for the
answers here...
For this test I had only promoted my site on 2 forums, one with an approximate
monthly visitor rate of 50,000, the other board very much smaller. I’ll call them Big
Board and Small Board.
Here’s how the referral hits measured up with the report generated by SuperStats
for the first day:
84 Big Board
61 Bookmarked, typed-in, or not supplied
38 http://www.ksilver.com/
21 Small Board
18 Small Board
16 Small Board
15 Big Board
15 Big Board
8 http://www.ksilver.com/Ken’sPosts.htm
5 Big Board
5 http://www.ksilver.com/SecretDiary.htm
4 Small Board
[ Page 207 ]
3 http://www.ksilver.com/Success.htm
2 Small Board
1 bookmarks
1 file
1 http://www.ksilver.com/FAQ.htm
What was the outcome from this first look at my statistics?
I had expected a higher visitor count to the Next (further information and Order)
Page, via the Main Page.
The Next Page is the real selling letter, and so it is important I find out exactly why
less than half the visitors go there.
Another important point - by viewing where the visitor count was highest, I could
find where my marketing effort was being concentrated.
All together 83 people subscribed to this Secret Diary newsletter from the total
number of 322 visits - that’s a nearly 26 percent success rate.
That’s a good percentage... it shows a fairly highly motivated audience.
Website evaluation
Recently I received an interesting email from a reader about my site. Now, I get
very few adverse comments about my manual or site, so this was welcome.
Why did I say that? Why did I embrace comments criticizing my site?
eTip
The fact is, constructive criticism is often the best form of reader
feedback... sometimes better than praise!
Here is the letter, in part...
“I would like to tell you that I enjoyed your answer to Alan so such
that I visited your site to see what you do. I have several
observations about your site. Maybe you’ll find them useful.”
[ Page 208 ]
“I learned from your main page that you offer a good manual. I
became interested in it. I spent next 20 minutes going from page to page
trying to find the following information about your manual: what is the
price, how many pages, what size (it gives an idea how much information
is inside), content, etc. (such buyer like me believes that information
about content is as important as several pages to read). I gave up
finally. Even if I was eager to buy it, I wouldn’t order without such
important information. We Russians call it ‘to buy a cat in a bag’ (i.e.
buying without enough information).”
“At the top of the main page it was an announcement offering the manual
in digital form for a half of price. I expected it to be clickable, but
it wasn’t. I tried to find somewhere how to order the digital form and
(again) information about size, price, etc, and I couldn’t.”
“In short words, I got an idea what your manual is about and about you
(it is such a pleasure to meet a highly intelligent person), but I
wasn’t able to find that information about your manual that was
necessary for me as a buyer to make a decision. As a buyer, I also would
like to see how your manual looks like.”
What a collection of problems. And the worst - or best thing about them - most
were correct.
eTip
One of the advantages of this type of critique is that it forces you to see
your design from someone else’s eyes. Often web designers become too close to
the page to see the reader’s perspective.
As I looked at my site again and compared it with the comments, I decided it

needed a spring clean. Here’s how I solved it. See how you can apply my changes
to your own site:
#1. Unclickable banner:

I had put text in a colored table running across the top of the page, and designed it
to look a bit like a banner... but obviously it
had none of the right characteristics of a banner. So I removed it.
#2. The selling message was in 3 separate and confusing pages:

I did this to make pages quicker loading, and to increase the reader’s expectations.
That’s because there were several graphics on each page, so my original idea was
to separate them for an overall increase in downloading speed.
[ Page 209 ]
This area needed to be simplified. My solution - to combine all the powerful points of
the selling message into ONE page, and remove as many GIF’s as possible...
even my “Ken Silver Online” nameplate - even though it only took 2 seconds extra to
load.
The result was a long page with quite a few screenfuls of scrolling, but
everything was together... order form link, ezine sign up and strong selling
points.
#3. Messy layout leading to confusion:

Over the previous months, as I thought of items to add to the site page... and as I
put different emphasis on various parts of the selling message, the style become
distinctly cluttered. I had many different heading sizes, many subheads acting as
heads directly under the main headline, as well as a kicker (small headline above
the head).
Added to that mishmash I had different type styles, serif (Times) and sans serif
(Arial), that mixed in.
I changed all that to a main headline with the strongest benefit, and added only
one subhead under that to clarify it. Clean and neat, and much easier on the eyes!
#4. Contents column jumbled:

I cleaned it up considerably.
#5. Multi-Colors confusing:

My original site had about 6 different colors to emphasis different points. Oh yes,
they were color co-ordinated, but it made the page far too busy.
I revamped my new layout into only 3 colors, and on the main page reduced the
selling text to black only.
#5. GIF background unnecessary:

I removed the background GIF and replaced it with a colored table cell that runs the
length of the page. That sped up the downloading of the site by another 2 seconds
with a 28.8 modem (my control speed, as many people use this modem speed).
As far as I can tell (because it is difficult to measure such changes in real terms over
a short period), I received a 10-20% increase in sales from the revamp. It was well
worth the effort.
eTip
It is important to make changes to sites to even static sites, because
undecided prospects often come back to check various points before they buy.
[ Page 210 ]
When they see changes, they know the site is active, you are thinking of them, and
the sale goes through!
eBook
SECRETS
Copyright And Piracy
What do you do about copyright and piracy? The real answer - as with all publishing
on and off the internet - is that there is no single way to prevent it. However, you
can follow my example and approach the problem from a different angle.
My answer: Don’t fight it - this will doom you to building walls instead of
customers.
Instead, make parts of your “How-to” information closed so that no-one can replicate
it. Here’s how:
1) Make your manual only part of the offer value.
Give much more with it - attached as extra benefits - that would be lost to people
that pirate your manual.
eTip
Your readers can get a lot of information straight from the manual, but
to really succeed they’ll need mentor support. It is like an expert looking over the
shoulder and advising them. With some of my manuals I give 2 hours worth of
consultation, and this is a valuable part of the information pack which can’t be
duplicated on any copy machine.
2) The other answer is giving an ongoing ‘lock-in’ benefit device.
In my Info-Pack example, a monthly newsletter (now discontinued), is the way I used

to keep clients and help them get the utmost value from the whole pack.
[ Page 211 ]
It keeps them with me for a longer period, and in that time I can offer a great deal
more - and updated material too - than can be placed in a single manual.
Other ways:
• Give a contra (price-off deal) to your seminars for manual buyers only.
• Give a coupon for your advisory service that has to be physically redeemed.
• Offer a discount on your other upcoming publications to register buyers.
eTip
With a bit of thought you can find many ways to continue the
relationship with your buyers so they continue to be your devoted followers.
This is one part of the solution.
The other part is developing a one-to-one relationship with your buyers so they
feel guilty about losing your custom by photocopying your products. Achieve this
happy state by:
• Doing a follow-up letter welcoming them to your fold.

• Keeping in constant contact through your ezine.
• Offering them a complimentary affiliate program so every manual they copy is
a loss to their potential bottom line.
• Offering new ideas through your various media.
All these renewed opportunities will add up to strong client associations that are
friend-based. And you wouldn’t cheat on a friend, would you!
Piracy statement
And don’t forget to put the fact on your publications that piracy is an offence. You
don’t need to emblazon it on your front page. But run the usual disclaimer, with an
added paragraph along the lines of (in your own words):
“Copying this publication deprives me of valuable income that I use to

research and find more products to help you and my other clients. Please
don’t copy this if you want me to grow and be able to help you more fully.”
[ Page 212 ]
eBook
KNOW-HOW!
Processing the order
Things are looking good for you now... you have your website set up, your sales
letter written, your web pages linked... and now you’ve got to find a way to get the
money.
Credit cards
It goes without saying that you need to accept credit cards. There is no other on-
line way that has:
• Convenience
• Reliability
• Security
than credit card payment.
There are other options... for example, I had a fax from a client who had seen my
website on her friend’s computer. She didn’t have a credit card, and didn’t want the
items sent to her friend. I proposed that she send me a travellers check and I
would send the product on a floppy disk. Both parties satisfied.
Better still, I could have proposed that she send a fax of the travellers check, and I
could then send the disk off immediately.
However, there is a certain amount of trust needed here - at this end anyway, and as
I want to keep the risk to a minimum I didn’t suggest that.
So we are agreed that credit cards are absolutely essential for your business.
But there is a fly in the ointment...
[ Page 213 ]
Despite the popularity of credit cards, internet sales and the apparent
combination of both, your buyers are still going to be wary.
It is now up to you to give them confidence about ordering from your site. This is
harder than it sounds.
What are the barriers?
Your prospects don’t know who you are. That’s a problem.
Unlike:
• A storekeeper with a physical storefront

• A real person in a delivery van
• An accredited member of a community group
... no one can confirm whether you’re real or not. And your buyers worry about what
will happen to their credit card details in a virtual world - not only when you
handle it - but for a long time afterwards.
eTip
It’s no good telling them that a waiter at the local restaurant can defraud
them far more quickly... it’s the physical location that gives your buyer confidence.
You have to find how to give them the security of the conventional business world.
They are concerned whether you will send the goods as you promise.
Once they have the goods (Wow - what an effort to get it this far, after all these
barriers!):
• What if they don’t like it and want a refund?

• Will they get it?
• Will they be spammed by you afterward?
• Will they get an unceasing stream of hard-sell emails afterward?
So you see, you’re up against some tough options. All your skills as a negotiator
have to be brought into play here. Fortunately you’ve got me to see you through :-)
[ Page 214 ]
Your web-based order form has to do several things...
• Instil confidence... show you know what you’re doing.

• Be secure. Very few buyers will give you their credit card details on an unsecure
medium like email.
• Assure your buyers that you will not bother them with spam unless they want it.
A Privacy Statement is essential.
A free secure order form
The qualification for your order form is quite simple: your buyer wants to - and needs
to - order from a secure server. Now this is fine if your ISP provides such a package
to their clients as a service, but in practice it gets a little complicated.
Often you will need to apply for a MERCHANT ACCOUNT from a bank in order to
get the advantages from a secure order form.
There are two options:
1) Use a secure server provider. Also known as a shopping cart provider. Use this
if you have a merchant account.
2) Use a commercial credit card processing service. Use this if you do not have a
merchant account.
I use a combination of both these services. For my order form I use GTA
Technologies’ NetOrderForm.
GTA Technologies
http://www.gta-tech.com
[ Page 215 ]
It’s a free secure server shopping cart that:
• Is easy to set up.

• Sends a confirming email to both the buyer and my merchant account service.
• Can accept up to 10 items.
Because I do not live in the United States, I cannot take advantage of the service
that GTA offers for merchant account credit card processing. You may be able to.
Instead I use a 24-hour call centre in my own country (Corporate Call Centre),
and they process the credit cards from the GTA Technologies website.
eTip
By getting the call center to handle your credit card processing, you avoid
having to apply for a merchant account... a process that can be quite protracted and
time-consuming to organise.
My experiences with order forms
Check reliability issues with order form suppliers. It can be quite frustrating when
your buyers contact you and say they cannot access the order form.
Imagine - buyers not able to buy when they want to! That is a recipe for disaster.
There have been a few times like these in the years that I’ve been testing suppliers.
Several times I’ve experienced an outage that kept the server down for almost two
days. Recently one was down for 5 days. That is not good business.
However, GTA Technologies, while not completely free, has a number of good
options that I haven’t found elsewhere in one package... including the ability to
send:
1) An email to me, as the supplier
2) A second email simultaneously to my call centre
3) A third email to the buyer, which gives all the information they need to access
their PDF files
[ Page 216 ]
Card merchant services
In order to use a secure server order form, you need your own credit card
merchant account.
Or, if you live in the United States, you have a few more options. For example, GTA
will assist you in opening a merchant account with Authorize.net, which links up to
NetOrderForm.
Authorize.net
http://www.authorize.net
A free form setup
Here’s some detail about setting up the GTA Shopping Cart, and using their
service:
Once you have your website, you’re ready to set up your shopping cart system with
GTA’s NetOrderForm. You simply:
• Sign up for the GTA service.

• Follow the setup instructions you will receive via email.
• Use the URL (website address) assigned to your website to link your site to
your shopping cart on the GTA server.
When your customer is ready to order from you, they click on that link and are
taken to an Order Form listing your products in a drop down list.
They select the items they want, click on the check out button, and are then taken to
the payment information screen.
[ Page 217 ]
Making the order
To allow the customer to order, you need to put the URL of your GTA
Technologies order form on your website. Mine is:
http://www.gta-tech.com/nof.asp?merchantid=2150
This done, you can move on to automating the process of ordering.
[ Page 218 ]
Uploading your files
You first need to upload (ftp) your PDF files to a secure place on your website.
Because of the large number of options in the password protection area, discuss
with your Internet provider how to do this process.
The end result should be that you have your file or files on a password-protected
website. When your buyer goes to the URL you give them, a password-protected
dialogue box similar to the one below allows them to have the file sent straight to
their hard drive.
eTip
Having a password-protected area stops the search engines “spiders”
from indexing these pages on your website. This is good. After all, you want to make
it as difficult as possible for anyone to access your files, and knowing the website
name is not a way to do it!. Sure, it is not impossible... and a determined person
may achieve it. So your intention is to keep the majority - who are less skilful hackers
- out.
I have found the best way to upload (put files onto a website so they can be
downloaded by the buyer) PDF document is to use separate ftp software.
PDF files - for all their glitz and convenience - are sometimes susceptible to errors
when they are transferred to your website, or downloaded by your buyer.
For example, in the early days of my internet business, there was a bug in Claris
HomePage that prevented me getting the PDF files on to my website for
downloading by my buyers.
[ Page 219 ]
It caused me quite a few headaches. I tried numerous solutions, and got very good
advice from the PDF list, a service provided by PDF Zone:
PDF Zone
http://www.pdfzone.com/
But despite this and other helpful advice, I could find no real answer.
I had to use an automated sequence I developed to get around the problem. It

worked like this...
An order was made on the GTA secure order form, and payment approved by my
call centre.
My email program (Claris Emailer), was set up to automatically send the PDF files as
attachments when it recognised a word sequence in the email subject.
Although this was an ideal auto response procedure at the time, it required my
computer to be connected to the Internet 24 hours a day.
The alternative was to find a commercial autoresponder service which could send
files, but I couldn’t find any - despite putting in a lot of search time.
It wasn’t until I used some commercial ftp programs to upload my PDF files that I
started to get success.
But not all of them were perfect.
The ftp software
While there are many dozens of suitable ftp programs available, one of the most
popular is FTP Voyager. One of the more popular shareware sites listed this
program as being downloaded over 160,000 times.
FTP Voyager
http://www.ftpvoyager.com
[ Page 220 ]
FTP Voyager has an easy interface and simple operation... I was using it just
minutes after entering my user information.
And best of all, my files were able to be downloaded from my website reliably for the
first time.
The top left-hand window of FTP Voyager shows all the files on your website. You
can expand the folders to view the files inside, and these then appear in the top
right-hand window.
The middle two windows show the contents of your hard drive. Below these is a
command window which tells you what is happening in real time.
Operation
Once you have logged in with your user name and password, your website and hard
drive windows load automatically.
It is a simple process to find and select the PDF file in the FTP Voyager hard drive
window, make sure the top right-hand window (the contents of your website) shows
the area you want to send it to, then press the upload button.
[ Page 221 ]
Your Internet service provider can tell you how to password protect your web
pages, and it is important to upload your PDF files to that folder for the protection to
work effectively.
Setting up your shopping cart
1) Go to the GTA administration site, and select Setup Shopping Cart
This is to set up your NetOrderForm... where sales orders are to be sent to, what
credit cards you accept and your shipping and tax information.
2) The first step is to fill in your own Email Address. This means that an email
confirmation of the order will come to you first. You’ll be using this to set up your
customer list in your email program.
3) If you have an independent agency, like a call centre which is processing your
credit cards for you (but not your bank or credit card merchant) you should fill the
email address in at the Secondary Email Address
4) A nice touch is to develop a separate page to thank your customer for the order,
[ Page 222 ]
and give additional information:
5) In this section I put the following message. This is so that people with a slow
service will not click the order button again:
“Please press the “Order Using Credit Card” button ONCE only. There may be a
delay before these order pages complete processing... please be patient.”
6) In this area you put all the details required for allowing your buyer to access your
product:
My message is this:
“Thank you for your order!
The following instructions allow you to download the 2

Acrobat PDF files onto your hard disk for reading on
screen or printing out. You won’t need to decompress
them - Acrobat uses its own form of compression for PDF
which is automatically opened when you install it.
NOTE: If you have any problems accessing these files,

just return this email to me with HELP in the Subject, and
I’ll send the files as an attachment.
MAC USERS: If you have loading/viewing problems, there
is more information for you further down.
Now, to start...
[ Page 223 ]
To open:
1) You will first need the free Acrobat PDF Reader. If you
don’t already have it installed, you can download the
latest version from: http://www.adobe.com/prodindex/
acrobat/readstep.html
If you have Acrobat Reader 2.0 or earlier, I recommend

you get the new one now. It is approximately 5.5 MB, and
you’ll need to allow up to 30 minutes for the download,
depending on the speed of your modem. It’s worth it!
2) Now you can download the first of the PDF files - the
Manual. Simply click on this link, or copy it into your
browser’s URL address window:
http://www.kensilver.com/PDF/xxxxxxxxxx
A dialog box will appear asking you for your user ID and a
password. Enter these exactly as shown:
(Note - be sure to match upper and lower case)...
User ID: xxxxx

Password: xxxxxxxxxxx
The PDF file should start loading onto your hard disk
automatically and then open in Acrobat Reader. It will take
about 3-5 minutes to load, depending on your modem
speed and the amount of internet traffic at the time.
3) Download this second file (the Newsletter backcopies)
in the same way:
http://www.kensilver.com/xxxxxxxxx
The user name and password is the same. This file will
take 1-3 minutes to download.
^^^^
To open a PDF document if it does not open
automatically:
WINDOWS
Click the Open button in Acrobat Reader , or choose File
[ Page 224 ]
Open. In the Open dialog box, select the filenames

above, and click Open. PDF documents usually have the
extension .pdf.
MACINTOSH
First use File Open in Acrobat Reader to open the
document. After you’ve used the Open command once on
the document, you’ll be able to open the document next
time by double-clicking.
Using Acrobat 4.0 for Macintosh with Netscape Navigator:

If you open a PDF file in Netscape 4.x and it appears to
hang, you may be encountering a known Netscape 4.x
bug.
- Try reloading the PDF document in Netscape.

- If this does not work, use the browser’s “Save As” menu
item to save the PDF file to your local disk, then use
Acrobat to open it directly from the local disk.
Any problems? You can email me at:

mailto:[email protected]
I’ll respond promptly.
Happy reading!
Warmly,
Ken Silver
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
Digital Book Author
“How To Make $100,000 A Year Part-Time Creating How-
To Manuals At Home.”
Member of the Self Publishing Association of New
Zealand
Join me on the Ken Silver Online
Forum:www.netbabbler.com/goto?forumid=11488
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^”
The order process
Once the order is received on the GTA secure server, you are sent an email (if you
put your email address in at set-up time correctly) to let you know that you have a
[ Page 225 ]
new order to retrieve.
You will then:
1) Go to the GTA site, and use your login name and password (assigned to you
when you sign up) to log in to the server.
2) Click on “View Orders” and your latest orders will be there for you to process.
These orders to show all the details your buyer has input. It will include the credit
card and address details.
Get a demo
See http://www.gta-tech.com/demo for a walk through of how the GTA-Tech

system works.
If you don’t want the demo and want to get started right away, go to:
http://www.gta-tech.com/signup.htm
The call centre option
If your business is outside the United States, most of the credit card providers
(which are based in the USA) cannot give you an account. It has to do with sending
funds overseas, and the supposed reliability of overseas accounts... I guess too you
are too far away for American jurisdiction.
You have 2 options:
1) Open a merchant account with your local bank.
2) Get an independent credit card provider service.
In the first case, if you have a chequered credit history... or even a blip on your credit
record... they may turn you down. For reasons known only to banks, electronic
[ Page 226 ]
sellers are a greater risk.
For many people, especially those starting out in business, a merchant account
will take up to a couple of years to acquire. This period is meant to assure the
bank that you have a track record and are in business for good - but how does it
help when you need take the first step?
There is another answer however.
You need an independent credit card provider.
While these are quite easy to find in most countries, the cost is often a fixed monthly
fee. If your sales are small, then this fee may be too much for your business.
My call centre charges me NZ$100 (US$55) a month to use their service, and
there are also separate processing and web access charges too.
eTip
I use Corporate Call Centre in Lower Hutt, Wellington. If you are a New
Zealand-based enterprise, you can use them too. They are set up for the GTA-Tech
order system.
But you need to keep a watchful eye on even the best call centres.
After all, they are a labour intensive business, and would prefer a large
multinational account to your relatively tiny one. So superior service might be
hard to come by on occasion unless you keep them on their toes.
However, if you prefer to have:
• The processing completed automatically

• The sales proceeds banked directly to your account
• Not having to apply for a merchant account.
... you should choose a call centre.
eTip
Use a local call center so that you can speak to them by telephone and
keep a personal dialogue going with the important managers there. It’s good for
your business.
[ Page 227 ]
Alternative payment
Can you sell on the internet without using credit cards?
Yes, but not as effectively. It has been estimated you will lose 90-99% of your
business if you do not provide a credit card.
I believe that figure, as fully 99.9% of my clients are credit card buyers. I used to
offer the option for alternative payment, but only one person has taken it up in my
year of internet operation.
You can recommend International Money Orders which are accepted round the
globe, but they are expensive both to buy and to cash in this country.
One client from the United States who wanted to purchase my manual wrote:
“Hope you don’t mind a travellers check for $50, as that

cost me $1, while they wanted to take 5 days to order an
international money order and then charge me another
$25 for the privilege.”
Enough said. Travellers checks are the best alternative.
The best answer yet
There are credit card providers on the internet! Many of these will
• Process your credit card sales

• Deduct their fees
• Send you a check at regular intervals.
Look at the alternatives by all means, but I have saved you the trouble - you will find
this the best company for processing:
[ Page 228 ]
Clickbank
www.clickbank.com
Here is their advantage. They are one of the few credit card agents who will
accept sales of electronic delivery. Most of the other companies do not.
ClickBank is for authors of unique internet content and services only. That’s you.
As an e-book author, you come under this qualification. So if you distribute original
information by:
• Web pages
• Files
• Email
... (that’s us e-book providers!), then ClickBank is ideal for you.
ClickBank allows you to sell internet content from your web page or email by
credit card.
• There is no setup fee and no monthly fee.

• A fee of $0.50 + 10% is charged per sale.
• There is a 90 day reserve.
• Their service includes free affiliate marketing on ClickBank’s network of over
15,000 affiliates.
• You can also sell shipped goods by credit card or check.
ClickBank acts as the ticketing agent for your website when you offer valuable
internet content. You provide ClickBank with access to your content, and place a
special “sales link” at your web site.
In exchange, ClickBank will:
• Sell access to your web content.

• Handle all billing and billing inquiries.
• Provide you with your own affiliate network (optional).
• Provide you and your affiliates with real-time sales reporting.
[ Page 229 ]
• Send you and your affiliates a paycheck twice each month.
A ClickBank account is not given if you:
• Mail products to your customers

• Deliver products or services off the web
• If you need a shopping cart system for your web site (you will not use the GTA
Technologies’ cart if you use Clickbank)
• If you sell content that you found at another web site
• You sell content that includes a license to resell or you need recurring or monthly
billing.
Can YOU use them?
If you have a website, agree to ClickBank rules, and are at least 18 years old, then
you are approved to use ClickBank.
If you operate outside the USA, you’re in good company... ClickBank currently serve
clients from over 50 countries. There are no extra charges for their international
service.
Before ClickBank can sell tickets to your web content, they need to review the
content you offer.
Once you sign up you will be able to request a limit of either $25, $50 or $100. Limits
over $25 are available only to businesses with their own registered domain name.
The maximum possible limit is $100.
Banking tips
If you have a merchant account with your bank, accept checks or travellers
checks, here are some tips for better banking:
• Don’t bank daily if it is a chore. Now this probably contradicts all I have said
earlier about daily maintenance. But if you don’t pass your bank daily, and have
to make a special trip, then bank once or twice a week.
[ Page 230 ]
• Pre-fill all your banking forms. This allows you to grab and run.
• Use your bank’s fast deposit facility. Many banks have a lobby or slot inside
the branch where you can make deposits without standing in a queue. USE IT!
The single most time-wasting event in life must be standing in line with a group
of miserable-faced strangers, waiting to be served.
• Use the ATM (Automatic Teller Machine) deposit facility. Many ATM’s will let you
deposit. It is time-consuming, but good if you want to bank out of hours.
• Don’t post your banking. If you have to - because you live away from the
nearest facility - register your letter for added security.
• Don’t have your banking couriered. It’s expensive. And it’s these little costs
that add up ... a $5 or $10 weekly cost could be the start of your dollar downfall.
• Use a bank which operates online or by voicemail. The time it will save you to
get balances, make payments and transfers is enormous. I haven’t stood in a
bank queue now since 1996, as a result of making all my transactions remotely.
[ Page 231 ]
eBook
SECRETS
Build community & credibility with forums
At the beginning of my website career, as I thought about the most effective way to
promote my self-publishing and marketing expertise, I took a good look around at
the other “Masters” - the gurus of the marketing world.
I wanted to find out how they promoted themselves and their products.
My mail-order manual course was ready to sell over the internet. But I didn’t have
the instant credibility that a title like “Doctor” or “MBA” brings.
Years of experience don’t count for much if you can’t prove it somehow.
So I had to accelerate my profile.
The answer was to have my own discussion board.
Ken Silver Online

This meant I could:
• Build essential credibility. Like publishing a book, a discussion forum owner

automatically assumes the mantle of an expert. No longer are you “Mr. Average.”
As the boss, your credibility rises. (Of course this will only happen if you really
are an expert).
• Reinforce my reputation as an expert. When forum members get together to
talk, they not only talk about the subject, but me as well. When you have a
forum, you’ll discover a spin-off effect that is good for your business.
• Give ‘instant’ goodwill. Sometimes I get questions from buyers wanting to
[ Page 232 ]
qualify something I’ve said... maybe about a guarantee for example. On the
forum I can reinforce my guarantee period with a more detailed explanation.
This will settle the minds of others who might have the same concerns.
• Leave the board to run itself in time. This is due to the “multiplier effect” -which
happens when a group of people start interacting on the net. One query
sparks another, or several answers, and before you know it - the forum has taken
on a mind of its own.
In short, everything I needed to build a solid web-based business could be done

with a simple discussion board.
eTip
Quite a few marketers use forums to build client confidence. Anthony
Blake even goes as far as to only have a discussion board as his ‘home page’.
Anthony Blake Online

http://www.ablake.net
And discussion forums also have far-reaching effects. Here is one experienced
internet marketer’s viewpoint on the close relationship between forums and
newsletters.
“I’ll tell you how I decide whether to subscribe to

a newsletter or not. I read many of the posts on
Internet marketing boards and discussion lists
...and *if* a person consistently gives good
advice, then I can be fairly certain that their
newsletter will be of good quality as well, and I
subscribe.”
Boards vs email
Why a discussion board? Why don’t I use an email-based lists like:
OneList www.onelist.com
[ Page 233 ]
Listbot www.listbot.com
Topica www.topica.com
eGroups www.egroups.com
Let’s talk about it...
What is an email-based forum?
These are sometimes called mailing lists or email discussion lists. They are made
up of a group of people who have subscribed to the list, and who each receive an
identical message automatically from a central server address.
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Epub archives: http://EzineSeek.com/archives/
—————————————————————————————
Lists come in two forms, digest or regular. Regular messages are sent to
subscribers as they are posted.
eTip
Messages sent in a digest form are generally accumulated... and when
enough messages are received to make up a certain size file, then they are all sent
together.
If the list is slow, it may take several days or weeks before a digest is received. Busy
groups can often produce one or two digests each day.
Advantages of boards
• Discussion boards can be easily moderated. Email lists can’t. This difference
could be important if you get a vigorous thread running, or a spammer running
amok. You want to be able to delete the posts when you need to.
• Threads of discussion are easier to follow on a board. Email forums rely on
your own email application organization... and for many people this gets
complicated.
[ Page 234 ]
Remember - it’s proven that for success on the web you should always be
catering to the lowest common denominator - the simplest - in everything you do.
• Discussion boards need no signing up. While this increases the chances of
anonymous posters, the control you have over them overall balances it out.
Why you need a forum
Think about the number of websites you see out there on your daily exploring. As
you check out the content, deciding whether to buy from them, a number of
options are running through your mind:
• What sort of people are behind this site... can I trust them?
• What background does this business have?
• How long has this business been going?
• What credibility factors allow me to trust these people?
It would take you quite a while, wouldn’t it? Imagine if you were to be able to speed
the process up and see:
• A complete record of this company’s business

• The time they have been trading
• Their customer complaints and praise
• The extent of their business knowledge.
Well now you can. All wrapped up in a discussion forum.
A forum will show you everything you need to know about the people you are
trading with or buying from. You can find out:
• From their writing how credible they are.

• From the dates of the postings, how long they have been in business (or at least
how long the discussion board has been going).
• How well they cope with inquiries... whether they are prompt with their answers,
and how fully they explain.
• How likeable these people are... yes, you can often tell a lot about people from
[ Page 235 ]
the “tone” of their replies.
So it makes sense to have a discussion board of your own. All these advantages
will be yours:
• You will build your reputation faster.

• You will quickly increase the recognition of your name.
• A discussion forum automatically allows you to become an expert in your field.
• A good forum attracts experts... and their presence has a snowball effect on the
forum readership.
• People who regularly attend your forum feel a sense of comradeship and
community. This makes your suggestions and product that much more powerful
in their eyes.
eTip
One of the signs that your board will succeed is the confirmation of
others when you first start. When I first started my board in 1998, and announced it
on my ezine list, I got a lot of email saying things like: “Congratulations Ken, I
wondered when you would do it!” and “Well done - it’s about time.”
There was obviously a demand for my style of discussion board on self publishing.
Using free Discussion Boards
Free discussion boards will help you free up your time in set-up. That’s a very
handy feature, because learning and understanding the scripts for the two most
common shareware discussion board scripts...
WWWBoard
http://worldwidemart.com/scripts/
WeBBBS
http://awsd.com/scripts/webbbs/
... takes some hours, or days.
[ Page 236 ]
If you choose not to do spend the time doing this, or your internet provider does not
have CGI facilities, a free forum will save you an awful lot of time and trouble.
There are many on the market. But too, a lot of them have limitations that you
only come to realise when you have been using them for a while.
One of the more important points in choosing a discussion forum is to select a

common format so that your message posters are familiar with the setup.
This makes for a more friendly environment.
As well, because the ‘free’ part of the bargain ultimately attracts a mixed crowd, you
can get some interesting visitors.
I had a flame from one such person who posted an anonymous message on all
the Network54 boards... not directed at anyone in particular... just to complain
about activity on another board not associated with mine.
However, this was a one-off, and has happened only once since I’ve used this
board.
List of free boards
Here’s a list of free discussion boards I looked at before deciding on my present

one:
http://www.boardhosting.com/
http://www.bravenet.com/
http://disc.server.com/
http://www.insidetheweb.com
http://www.freeforums.com/
http://www.showmethenet.com/forums/
http://www.sportsonly.com/software/
http://swingout.com/forums/
http://www.fboards.com/
http://forums.delphi.com/
http://www.insidetheweb.com/
http://www.vestris.com/agnes.new/doc/agnes_en.html
http://assembly.nerdworld.com/
http://www.beseen.com/board/
http://www.casualforums.com/
http://www.boardhost.com/
http://www.cgiforme.com/
[ Page 237 ]
http://www.dboard.com/msgboards/
http://www.dbop.com/
http://web.eesite.com/forums/
http://www.creative-dr.com/html/free_cgi/w_fxp.html
http://www.fido7.com/free-cgi/forum/
http://www.hostboard.com/
http://www.internexis.com/discussion/
http://apps3.vantagenet.com/site/forum.asp
http://CustomizedCGI.com/
http://www.voy.com/
http://www.webpost.net/
http://world.cgiserver.net/
http://www.wwwthreads.com/
http://www.yourbbs.com/
http://servicenet.hypermart.net/
http://on.starblvd.net/meet/
And what did I choose?
I found a free board that had all the features I wanted to start with Network54.
Network54
http://www.network54.com
Board features you need
Of the selection in the list earlier, I chose Network 54 as being the closest to my
requirements, because it:
• Has a familiar interface

• Notifies posters by email when a reply to their post is made, and gives the full
text of message.
• Accepts HTML so that you can put your own content in the heading area,
change the title, description, and other options.
• Allows you to delete certain messages.
• Lets you block selected posters by IP number.
[ Page 238 ]
• Lets you change the colors and style of the board.
On the negative side:
• Posters tell me they occasionally can’t get into the forum. But in fairness this is
more probably caused by a gateway server being down anywhere on the
Internet, rather than the program itself.
• The program puts a banner advertisement above your header, and you have no
control over it. As an example, I received an irate email from a woman who
objected - and rightly so - to a promiscuous banner ad. However, there was
nothing I could do... it’s the trade-off for a free service.
• If, as moderator, you dislike a thread in one of the posts, you have to delete the
whole post including all other answers in the thread.
Trialing forums
When I first started this discussion board early in 1998, I got a lot of feedback from
people who could not access it. I became very concerned about the reliability
factor, and closed the forum.
But as I discovered more about free forums, I realised this had a better track
record and reliability than most of them.
So I started it again, and apart from a few times when it dropped for more than a
couple of hours, reliability hasn’t been a prominent issue.
How to promote your board
Now that you have your discussion board up and ready - how do you get
readership and messages?
One way I did this - and is not recommended unless you are on very good terms
with the other discussion board owner or moderator - is to announce it on
another board.
You will be successful if your topics are similar but not competing.
[ Page 239 ]
In this case, I placed a formal announcement on Anthony Blake’s board (yes - he

figures a lot in my life :-)
I am also an adviser to his Inner Circle membership, so this also helped.
Inner Circle
http://www.ablake.com/icinfo/
Writing forum headlines
Online forums, newsgroups and discussion boards are the most underrated
selling vehicles of all time. I recently went back over my sales figures to discover
where most buyers found me.
You guessed it... nearly 70% from discussion boards - either my own, or others.
But you can post your heart out and get nowhere unless you recognize a few
secrets about getting your post (message) in front of prospective buyers.
The prime attractor is how you set out your headline. Many posters pose simple
questions and answers like:
HELP me please!
- Here’s my view
- Yes, I agree! (DNO)
- Me Too!
Here’s a thought.
Why not do this?
Anyone know...?
HELP!!!!
None of these are going to attract readership.
The answer is simple.
[ Page 240 ]
Make your headline an ad
Out of long habit I write an advertising “headline” for every post I make.
You won’t see any of my replies written like the headings above that you see on
many discussion boards. Instead, I try to entice the reader into my message with
interesting word-lures.
eTip
I write a ‘selling’ headline for my post... just like writing a headline for an
ad. Unless you can write crisp, inviting, drool-inducing titles for your forum, you’ll
have a hard time “selling” your opinion.
The best copywriters bring their skills to everything they write... no matter if it is a
forum or a selling website, or an email.
The secret here is to get your reader curious about your message.
To create a sense of excitement and anticipation that will entice readers to your
unique and interesting viewpoint - and turn them into buyers when they connect
on the selling link underneath your name.
Sample headings
Here’s some examples I’ve written, taken from various boards... read them and see
how they can draw you in to reading the message:
Yikes! I’ve Just Read Tony’s Response After I Posted A Promotion For My
Country!
I Don’t Normally Post The Same Message On Different Boards - But...
Recycled? Rehashed? Regurgitated? RESIST!
AutoMail Is A Winner For Me. Does Ezines Too.
How Warm, Feeling Bodies Will Lead Your Headlines To Success...
Batman... Why I Would Never Buy A Rolls Royce...
[ Page 241 ]
Are We Revealing Too Many Of Our Inner Secrets?
The Secret That Walt Disney Used Is Also Good For Your Letter!
Revamp your headlines
Here’s a few actual headlines from Jim Daniels’ board and my quick off-the-cuff
changes and improvements underneath.
CyberMarketing Forum
http://www.bizweb2000.com/wwwboard
When you compare the old and the new, which messages would YOU open first?
Original title: Jim Daniels what do you think?

My version:
- Here’s A Foolproof Idea To Identify Honest Businesses On The Net.
Original title: Working.

This poster is looking for some extra cash for her skills:
- How My Skills Can Help You Make Extra Money - And Help Me Too!
Original title: What do you want. . .

Here the writer is looking for website articles. My headline adds to the interest by
giving it exclusivity. Note how the question trails off at the end to increase your
curiosity:
- Boost Your Reputation & Sales Now. I Need 5 People Who...
eTip
If you use capitals for each word in your post, it will have more
‘authority’ and read less like any other comment.
[ Page 242 ]
And don’t forget... a long headline is good, but TOO long is a turn-off. Make sure
your post headline doesn’t go more than a line in length.
Promote your board
With a little bit of thought, you can come up with any number of ways to increase
posts to your discussion forum. I tried the idea below recently, and it was very
successful.
FREE! This Week I’m Offering EVERYONE A Chance To

Put Their Business On This Forum...
by Ken Silver
Dear reader,
Like most discussion boards, my one doesn’t normally

accept advertising in the posts - except as an URL in your
signature line.
But for this week only... from now through to Friday 6

February, I want you to post your ad - in a conversational
message form - on my forum at:
< http://www.netbabbler.com/goto?forumid=11488 >
There’s a couple of conditions, but they’re easy ones:
1) You MUST email a friend or business acquaintance

and ask them to sign up for my Secret Diary, by using the
submit field in the forum heading.
2) They need to be people interested in receiving regular

information on how to improve their web or publishing
business. Don’t sign up your grandma if she only wants
baking recipes!
When you email them, just say something like:

“Hey__________, I thought you’d be interested in an
online publishing forum that has information on improving
your web site at:
http://www.netbabbler.com/goto?forumid=11488. Why
don’t you sign up in the “Secret Diary newsletter” at the
top of the forum? Then you can put your business ad on
[ Page 243 ]
the forum too, free until Friday!”
3) Your forum advertisement posting should be in the

form of an
introduction... ”Hi, I’m _________ and I’ve got a great
product that will help you get more hits on your site right
now....”
(Make sure you give plenty of selling detail... don’t just

shove them
off to your webpage with a quick URL reference).
Easy, isn’t it?
And don’t forget, your messages will sit on this page

forever (however long that is! :-) ), so you get constant
advertising in front of our growing readership. And it’s
climbing rapidly every day.
Look forward to meeting you here! Email me with any

questions at:
[email protected]
Get back to the main page at:

http://www.netbabbler.com/goto?forumid=11488
Ken Silver
Author: “How To Make $100,000 A Year Part-time Creating
How-To Manuals”
The secret is to remove any message that appears to be a chain letter or pyramid
opportunity... these will do no good to the quality of your forum.
Building encouragement
It is always a good idea to let your readers know that you appreciate their input. I
wrote this post to encourage anyone who may not have posted to support yet:
A Personal Comment On This Forum...

by Ken Silver
Two months on... it doesn’t seem that long since I started

this self-publishing forum that’s growing each day.
[ Page 244 ]
And the thing I like best is the type of people we get here.
There’s very little ‘fluff’... happy words without any
meaning that you see on other unregulated boards.
Yes - we still need the human element with a bit of chat

and humour thrown in, but I’m pleased that most people
are bringing solid, useful information here.
No need to sort out the wheat from the chaff here... it’s all
a good feed!
Thanks to you, our readers and posters.
Ken Silver
*The Profitable Self-Publisher*
www.ksilver.com
PS. So what do YOU think? Is there anything more you

want to see on these posts? Improvements? New topics?
Change of style? Let me know, please, and I’ll get it
organized!
Getting responses
Sometimes your forum will go dead. Often you won’t know the reason why, but you
can do something about. Stimulate new inquiries and messages with a post like
this:
A Question For The List: What’s Your Most Pressing

Problem?
by Ken Silver
I’m looking for some feedback here... and maybe the

answers will help you too in looking for ideas:
On the net, or off the net... what’s you’re greatest

problem? For example, do you have trouble getting hits
on your site? Do you want to get into e-commerce but
don’t know how?
I’m interested in your comment on anything that bothers

[ Page 245 ]
you about the internet and making a decent income from

it.
If you don’t feel comfortable talking about it in front of

thousands of others, then email me please:
[email protected]
Look forward to your thoughts!
Ken Silver
www.ksilver.com
Controlling your board
One day you’ll open your board and discover a problem. A rude post... an ad... a
post with no value whatsoever. How do you deal with it?
• Fight fire with... water! Yes - don’t get abusive to people who wrongly post out
of ignorance. It really makes for a bad impression. A good example of this was a
post on a board that had two names signed under the same ID. This raised a lot
of anti-spam venom, until one of the posters simply explained... he said - as the
owner of the computer he often let his friend use it to post to the board! A case of
mistaken identity, and a few red faces.
• Don’t play ‘Big Daddy’. Some webmasters wield a big stick, posting many
warning notices about spam and being naughty. Sometimes you need to lay
down the law in order to discourage spammers, but oftentimes common
sense prevails. Harsh rulings and guidelines are sure to attract the minority who
see these things as a challenge. Think about how Disneyland succeeds... it
stays perpetually clean and neat - and gets a happy crowd because the
expectations are always positive. Making your board clean and happy, and you’ll
get the same result.
Move quickly to eliminate spam and advertising. You’ll recognise advertising

because the post brings nothing of real information to your board. Here’s a
message I had recently, and how I corrected it.
Beyond Search Engines Report!

Hi to all members:
I am finishing my report called Beyond Search Engines
[ Page 246 ]
and have placed a sample at my site. I would like your

input. Please email me your input. Thanks for your
help....
John
Beyond Search Engines!
A Message About This Post... by Ken Silver

<mailto:[email protected]>
John,
Thanks for your post, but as a quick reminder, the
purpose of this forum is to bring debate and information
to our readers. I actively encourage self-promotion as
long as you can bring value to this board as well. Asking
readers to visit another site without bringing any value to
this board doesn’t achieve this.
And asking readers to send comments to your email

address bypasses the most valuable part of this board -
allowing the free debate and exchange of information to
flow in this forum.
If you want a guideline on how you can improve your

post, simply bring a question or some interesting and
relevant information to the board. For example, by placing
several paragraphs here from your report.
Then maybe allow readers to access more information
through an URL placed after your name. This way
everyone benefits. Look forward to hearing more from
you... it is interesting stuff you’re doing!
Ken Silver
Getting your message out on other boards
You should be looking for any opportunity to spread the word about your e-book
business. In a way, what you do is not much different from the massive campaigns
that multinational businesses do when they declare they are “Open For Business.”
Give long and detailed answers when you can. One of the more prominent
internet marketers has a board in which rarely does his answers span more than a
few lines or give much information away.
This in turn attracts interest at a lower level... you’re never going to get any depth
from your discussion this way.
[ Page 247 ]
However Tony Blake regularly gives much valuable advice on his board - others
do too - and this creates a loyal following and a strong identity.
You can use other discussion boards to promote your own activity, but be careful
when you do:
• Don’t copy the same message to a number of other boards. Because so many
readers with the same interests visit the same marketing boards, our
messages get seen by the same people. I try to make all my comment always
original.
• Try and make a difference by bringing VALUE to your posts with useful
information.
• Good posters only write when there is something of interest and value they
can contribute to the forums. Now I’m lucky... I’ve had 50 years of life experience
- a lot of it in successful self-employment - and this can open eyes to a new
world. My experience gives a different slant that may work for others.
Other boards you can visit
Here are some marketing discussion board URLs so you can explore the different
groups there are out there. Each has a different personality.
One thing you’ll find when you explore them - many core posters flit to each forum,
sometimes posting similar messages on each one to get extra publicity for their own
cause:
Anthony Blake: Anthony Blake Online

http://www.ablake.com/cgi-bin/index.cgi/
Product Developers Board

http://www.profitlines.com/ipub/index.html
Dave Bancroft: The Jealously Guarded Secrets Internet Marketing Forum

http://profit.org/forum
J Nicholas Schmidt: Profitalk.com

http://www.profitalk.com/talk/talk.cgi
Jim Daniels: Cybermarketing InfoBoard

http://www.bizweb2000.com/wwwboard/
[ Page 248 ]
Ken Silver Online: Self-Publisher’s Forum

http://www.network54.com/goto?forumid=11488
Mike Enlow: Business Growth and Marketing Discussion

www.paradise-serve.com/powerforum
Paulette Ensign: Tips Booklet Discussion Group

http://tqm-online.com/cgi-bin/config.cgi
Ron Ruiz: Free Publicity and Promotion Discussion Board

http://www.free-publicity.com/cgi-bin/talk.cgi
Wanda Loskot: SANE Marketing Discussion Board

http://loska.com/successconnection/discussion/index.html
More free boards
Here are some more interesting boards involving entrepreneurship and marketing:
http://www.netbabbler.com/goto/index.php3?forumid=16731
http://www.ideacafe.com/cgi-bin/maincs/dcboard.cgi?az=list&forum=marketingmix
http://www.primeprofits.com/wwwboard/
http://www.inc.com/bbs/list/13
http://gmarketing.com/tactics/forum.html
http://www.wipd.com/~dogbyte/loadforum.html
http://www.unconventionalwisdom.com/cgi-bin/config.pl?
http://profit.org/forum/
http://homebasedbusiness.com/cgibin/index.cgi
http://talk.e-digest.com/
http://www.marketingskills.com/discuss/
http://www.online-venture.com/pforum/index.cgi
You can also check out this discussion board list:

www.entrepreneur-web.com/index_3.htm
[ Page 249 ]
eBook
KNOW-HOW!
Ezines - your marketing weapon
Let’s define it. An ezine is an online newsletter. It can be produced hourly, daily,
weekly, monthly or on demand.
Most marketing newcomers think that an ezine has to provide valuable

information. Well, OK... maybe.
But if you should never forget that marketing your e-book comes first. All very well
to provide free information ad infinitum (that means forever)... but at some stage you
need to ask your prospect to buy.
eTip
Of all the serious faults in marketing, perhaps none is bigger than not
asking for the sale.
And it is the most common. Why? Perhaps, if you’re a regular guy, your simply not
used to asking... it seems aggressive and pushy.
Well my friend, I can tell you from experience that there is no alternative. Prospects
will not buy from you just because you are a business buddy, or give them lots of
free information.
And the strange thing is, they often won’t remember that you’re selling
something until you tell them. That’s right! Not everyone thinks that free
information is a subtle way of selling... sometimes they have to be banged on the
head with a selling statement.
Can you overcome your shyness, reluctance and good manners to address this
problem?
When you do, you’ll be amazed at the results. Instead of losing friends, having
customers abuse you or feeling demeaned by the process as you possibly
[ Page 250 ]
expected... you’ll find something else instead - your sales will rocket!
You have to accept my value judgement here as gospel - because I’m living proof. In
every ezine and email I send there is a subtle - or not so subtle -selling
message embedded. And the results are phenomenal, if I say so myself.
Let’s summarise this step:
SUMMARY: In every transaction with your prospects, you MUST ask for the
sale.
There are several ways to do this. The first and most basic used to have a suitable
signature at the bottom of every email.
Ezine signatures
Your signature should be a selling statement. Ignore all the restrictions that the
editors of other ezines impose on you.
They often ask, when you post, to:
• Limit your signature to x number of lines

• Not provide a blatant selling statement
Fair enough. They can do this because you are their guest. And maybe because
they’re trying to keep down the size of the file.
But when it comes to sending out your own ezine or email, you can do whatever
you like.
Here’s the minimum items you need to include in your signature:
1) Your name. Obvious? Maybe - but I have seen quite a few signature names
where the first name is just an initial. If you want to be a friendly sales source, you
need to get on a first name basis with your prospects. Make sure your first name is
spelled out in full.
2) A tag which describes you. This is optional, but very useful. It is almost a
description of your best attributes. I use ‘The How-To Guru!’ as mine. Here are a
selection of others:
[ Page 251 ]
Rick Smith, The Net Guerrilla
Drew Eric Whitman, D.R.S.

Direct Response Surgeon (tm)
Dan Poynter: Author-Publisher-Speaker
Ken Silver
The How-To Guru!
3) Your product. Even if you sell a number of products, you need a hook to interest
your reader - so showcase your best and most attractive product.
4) Website address. This URL is essential for your signature. Don’t leave home
without it!
5) A tempting offer, preferably free. This is to attract the casual reader and allow
you to capture their email address. Mine is:
Read the first chapter and contents FREE!

Visit: http://www.ksilver.com
6) Your qualifications. You already know this is an essential part of your

credibility rating... so flaunt it. It can be as simple as membership in your local
chamber of commerce. I use:
Member of the Self Publishing

Association of New Zealand
7) Graphic separators. These are lines which define your signature and help make
easy sense of the various items within it. Here’s a few examples:
-
___
^^^^
****
>>>>
\\\\\\//////
[ Page 252 ]
Now let’s put it altogether:
Ken Silver
The How-To Guru!
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
Digital Book Author
How To Make $100,000 A Year Part-Time
Creating How-To Manuals At Home.

Join me on the Ken Silver Online Forum:

http://network54.com/Forum/11488
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
I use several signatures for different circumstances. If I am writing to an existing

customer, they don’t want to see how to get a free look at my first chapter again. So
I use this section with the offer left out:
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
Digital Book Author
How To Make $100,000 A Year Part-Time
Creating How-To Manuals At Home.
Here’s another one that are often used to sign off my ezine. As one of the Board
Advisors for Tony Blake’s Inner Circle, this line gives me great credibility:
Success to you!
Ken Silver
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
Board Advisor: Anthony Blake’s Inner Circle
Digital Book Author:
[ Page 253 ]
How To Make $100,000 A Year Part-time

Creating How-To Manuals At Home
Read First Chapter And Contents FREE...

Go now to: http://www.ksilver.com
Join Me On The Ken Silver Online Forum:

www.netbabbler.com/goto?forumid=11488
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
Ezine launch
What is the best way to announce the launch of a new ezine? Register your ezine
with various directories. Here some ideas:
1) Resources:
Ezine-Tips
http://ezine-tips.com/articles/promotion/
2) Ezine directories:
John Labovitz’s E-Zine List

http://www.meer.net/~johnl/e-zine-list/submit.html
The EzineSeek Ezine Directory

http://www.ezineseek.com
The E-ZineZ Search Engine

http://www.e-zinez.com
The List
http://www.liszt.com/
3) Use New-List to get your ezine announced and to gain your first lot of
subscribers. New-List is a mailing list that shows all new ezines which are
published, and for which they are advised.
NewList
http://scout.cs.wisc.edu/scout/new-list/
[ Page 254 ]
4) Below is a small list of some of the directories which allow you to list your ezine
as well. While this is not a complete list of every ezine directory on the web, it is a
good place to get you started.
http://www.zinebook.com/publicz.html
http://www.newsletter-library.com/ven.htm
http://www.arl.org/scomm/edir/template.html
http://www.coalliance.org/forms/ej.suggest.shtml
http://www.edoc.com/jrl-bin/wilma
http://www.newsletteraccess.com/database/reg.html
http://gort.ucsd.edu/newjour/submit.html
http://www.yotta.com/magazine/addfree.htm
http://www.linkfinder.com/submit.html
http://www.dominis.com/Zines/publishers/add-howto.html
http://www.etext.org/services.shtml
http://www.disobey.com/low/addere.shtml
http://inkpot.com/submit/
http://www.catalog.com/vivian/intsubform2.html
http://www.oblivion.net/zineworld/add.html
http://www.coalliance.org/
http://www.lifestylespub.com/
http://www.neosoft.com/internet/paml/answers.html#add
http://www.zinerack.com/search/enterurl.html
http://www.netspace.org/cgi-bin/lwgate/request-add.html
5) Send a sample of your ezine. A slow but sure way of increasing your ezine
subscription is to send out a sample copy to everyone who emails you. Make sure
you have a subscription method both at the top and bottom of your ezine.
A short note like this at the top of the ezine will stop your recipient confusing it with
spam...
Hi (name),
Thought you would be interested in
seeing my latest newsletter, as you
have an interest in my subject.
If you want to receive more from me

on a regular basis, just send a blank
email to: [email protected]
Thanks...
[ Page 255 ]
6) You can place ads in other ezines. Remember to keep your offer brief... don’t
sell ads for your own newsletter or ask for article submissions - just offer readers a
free sample copy.
A useful list of over 600 ezines ready for you to subscribe to is at:
http://www.site-city.com/members/e-zine-master/
7) Exchange ads with other ezine publishers:
E-zine Publishers
http://www.site-city.com/members/e-zine-master/
where you’ll find over 600 newsletters listed there
Email each one that appears to be good match for your own kind of publication,
and offer to place an ad for their publication free - if they will place your ad in their
next issue.
A typical request letter looks like this:
Hi David,
I read your classified in Jim Daniels’ BIZWEB GAZETTE, and want

to offer you the chance of running it free for 3 issues in
my own ezine.
This is a limited offer open only to those classifieds I feel

would match my own newsletter standards and target readership.
If you are interested, please just REPLY this email back to

me... perhaps making additional notes or changes to your ad
shown below my sig.
I need your submission within 2 days for it to run in my

next issue.
-
Here’s 5 quick background details for you on my unique ezine:
KEN SILVER’S SECRET DIARY.
* Targeted to readers who want to increase sales from their

website, and who want to sell information products by mail or
from their own site.
* Subscribers read my diary as I try the many options that may
[ Page 256 ]
improve my own new site’s success. I write about my failures too.

* Written irregularly... as important events occur. The first 4
issues have appeared within 3 weeks. I try not to let more
than a week go by without an update.
* List numbers are now almost 200, and I gain 5-10 new subscribers
a day. I have several promotions that should move it to a 1000
within a month. At that stage I will discontinue free classifieds
(other than those already booked).
* Free classifieds are vetted for reader suitability. I reserve
the right to discontinue any submission for whatever reason.
-
You may also know others who would be interested in my offer. You’re
welcome to forward this message to them.
And if you want to do a classified exchange on your site, please

let me know too.
Warmly,
Ken Silver
Publisher
************************************************************
-At Last! An Ethical, Risk-Free Business You Can Believe In-
Subscribe to my FREE ezine to discover how to market on the

Internet. Go to ‘My Secret Diary’ at http://www.ksilver.com
I get $1,000+/wkly as a HomeMade Info-Publisher... part-time!
Find out how you can too at http://www.ksilver.com
Ken Silver Publishing
PO Box 22-183, Khandallah, Wellington, New Zealand
Email: [email protected] Fax: +64-4-477 3739
************************************************************
YOUR FREE CLASSIFIED...

*** MAKE SOME MONEY while HELPING your fellow Webmasters! ***
Freedback.com now offers an incentive program to help even
more people join our 50,000 Members!ÊShow your visitors how
to add >>> Free Feedback Forms <<< to their site and GET
FREE CASH! <http://Freedback.com/promote/c_trade.html?JDD>
Remember that it is important to get qualified responses with this letter. You can
only do that by targeting ezines that have similar interests and audiences.
Another resource for swapping ads is:
[ Page 257 ]
The Publishers Exchange Center

http://www.peakprofit.com
8) Newsgroup postings.
In the past it was common to get a high response from postings on newsgroups,
but nowadays the market has become so segmented that the time the spent on it is
not worth the result. Only post to newsgroups if you have plenty of time on your
hands!
DejaNews
http://www.dejanews.com
See for a list of newsgroups.
Titles that bite!
A member of an ezine publishing newsgroup I subscribe to found the answer to a

perplexing puzzle. She was getting her ezine bounced back for no apparent reason,
and couldn’t figure out why.
She then discovered that her ezine list host had a spam filter on to search for the
word “success” in the ezine subject title, and rejected it on that basis.
Promoting your ezine offers
Now that you have a list of interested subscribers... it’s time to start selling. And
the most effective way of doing that is not by simply sending them information with a
selling statement, but actively promoting price and conditions exhaustively.
Yes - but I guarantee you will be exhausted sooner than your prospects!
That’s because very few promoters extend their promotion right through to its
natural finish. A natural finish is when your sales costs are close to your profit.
eTip
Most sellers tire of their own message well before it has sunk in to the
minds of their prospects. Invariably they give up way too soon and lose all the
[ Page 258 ]
impact that their promotional program has started.
Just remember to keep your promotion going until sales shrivel.
Before I show you what I have done, let’s look at a list of promotional opportunities
that you can use straight away. Each are based on my own successful
promotions.
I can’t show you any unsuccessful promotions, because for some strange reason I
haven’t had any! It’s true... all my promotions have been a success every time.
You can see the full text for these promotions - these and many others follow at the
end of the page after these examples:
1) Currency Exchange Promotion. This was ideal for me as a New Zealand selling
to Americans. Over a period of a month or so our currency strengthened against the
US dollar. This effectively meant I was losing money on every order.
I needed to put the price up, and this timing was the ideal opportunity. So I created
an artificial limit by setting a timeframe limit. In this case on a certain day the price
would rise. Up until that period, the prospect had the opportunity to buy at the old
price:
A short note if you’re thinking of buying the digital Info-Publishing

Knowledge Pack...move quickly!
The international exchange rates between my country (New Zealand)

and other countries have changed dramatically recently, and I’m
losing money fast.
I have to raise the US$39 price to recover my costs, and so

it will go up to US$47 in 7 day’s time.
2) Opportunity Promotion. The text below is self explanatory. I genuinely wanted to

bring the price of my product down so that it was accessible to more people.
The results were amazing - I had an immediate increase of a factor of 15. For
every sale I had previously in a period, I now got 15 sales. When you read this
promotion you’ll understand:
I’ve been thinking hard over the last week or two...mainly

[ Page 259 ]
about the many people who think that the internet will
bring prices down dramatically for nearly everything we buy.
You’ve heard about FreePC haven’t you? Yes - it’s working

already.
But it hasn’t happened in our business - the mail-order

publishing business. Here, prices are high as ever, despite
costs being lower than ever.
But *I* want to make a difference. I want to start your

change to a better life through lower prices, in the way
that many observers have hoped for.
And this is how I hope you’ll benefit.
A little explanation:
My costs in providing each digital Info-Pack are pretty small,

not counting the years of development.
However, I’m a businessman - and I’m not going to throw away

my years of experience selling my exclusive self-publishing
secrets for just a few dollars. It’s not commercially valid.
There’s a lifetime of valuable experience distilled in my work.
But I do want to bring costs down, to get my unique method

of making money in self-publishing out to as many people as
I can.
So I sat down last night and worked out the bare minimum
I could sell my Info-Pack for, and still make a living.
This price will amaze you
And I hope it will start a quiet revolution in pricing

structures as a result.
3) Envy Promotion. I use envy as a tool. It is a powerful motivator for prospects

who want to emulate my success. I make no excuse... oftentimes the best form of
promotion is the good old-fashioned “why can’t I do that” type of envy which is
constructive.
[ Page 260 ]
Of course, it is more than the pure forms of those words. It has to be realistic, and I
show how realistic it can be with my examples.
In this next sample, I paint word-pictures of how the prospect can benefit from
buying my info-Pack, and weave exciting facts into the story:
Welcome to this new week! The weekend has been busy with
sales, and as the dust cleared, another 4 Authorised Reprint
Rights were sold!
That leaves just 14 international rights left, and once they’re

gone - they’re gone for good! (And there are still 5 prospects
who’ve told me they’re keen, but haven’t paid up yet).
Most of the buyers elected to pay the US$900 investment in full,

while two paid in 3 monthly installments. If you have your card
almost maxed out at the moment, buying with this interest-free
offer might be a good way to secure your rights issue now.
Because if you wait another month, they’ll probably all be gone

and along with it your unique opportunity to make a decent
living with your feet up on your lazyboy armchair!
4) Satisfaction promotion. This is akin to a testimonial. And to back it up, I use an

actual testimonial!
For those people who want my Consultation Certificate

for $500 worth of written advice within one year), you
can buy it later for a further $39.
It’s worth buying.
Here’s what one person wrote on my Self-Publishing

Forum recently about the quality of advice I give:
I sent you an email a couple of weeks ago asking for

advice about my web site. I have implemented most of
what we talked about.
I appreciate the time and effort you took to give me

personal guidance. That extra effort on your part has
made me a very satisfied customer.
James Jones.
[ Page 261 ]
6) Copy My Success promotion. Your promotions will work when your prospects
can visualise themselves achieving results like you. When you combine concrete
results with action that your prospect can take now, you are on to a winner.
This morning I added up the past day’s sales from my latest online
promotion. It came to $858.00.
Not bad for ONE day’s *work*...
In fact - I didn’t even have to work for this. Yesterday’s orders

came in by email, the credit cards were processed by my Call Center
in Lower Hutt, and the PDF files sent out from my email program
to buyers within 10 minutes.
A money-making system on autopilot. Marvellous.
You only need an info-product...in my case it is my Info-Publishing

Knowledge Pack.
Some of the material for the Info-Pack I already had in the form
of sales letters for my other products. And about 10% of the manual
was in rough note form - material I had earlier researched and
stored on my computer.
So last year, after I decided that I was going to produce a How-To

information manual, it took just 3 week’s part-time writing to get
everything organized. Because I used my unique ‘Shopping List’
writing method, the manual was pretty much in completed form when
I finished.
Then I tidied it up and polished it. That took another week of

nights, and a weekend.
So, in a month of sparetime work (I was still working as a wage-

slave at the time), I finished a 125-page manual. I advertised
it in a national newspaper, and sales went crazy...and have been
strong ever since, both offline and online. Many hundreds have
been sold in the last few months...a sure sign of a quality product.
[ Page 262 ]
Have you got a month to put your experience together for a How-To
manual?
7) A Contest Promotion. These are always successful. Specially if they are free to
enter. In this case the contest below had no value other than goodwill. It did not
increase my subscriber rate, but it did do one important thing... it kept those
eyeballs flexing :-)
That’s just as important - to make sure your ezine is being read regularly.
FREE CONTEST - And you’ve already been entered! Yes, as an

active subscriber to my almost-daily newsletters and the
weekly QuickTip newsletter, you automatically get the chance
to WIN a free digital Info-Publishing Knowledge Pack valued
at $39.00 right now! If you’ve already bought - or are going
to buy any value Info-Pack, then win - I’ll give you a free
Consultation Commitment worth US$39. Each week, on different
days, I’ll be announcing the winning URL. Keep reading to find
out if it’s buried here today, and if it’s *lucky you*!
[ Page 263 ]
eBook
SECRETS
Ezine samples
Use these ezine samples to build your own ezine and promotional database of
ideas. They give a good cross-section of ideas that you can use and adapt for your
own promotions.
eTip
I’ve used a lot of this ezine material for this manual you’re reading... about
15% of this e-book is my original newsletter material rewritten to merge with new
text. Regular ezine newsletters are the perfect way to accumulate information for
your e-book. And if you write them in sequence, they will make the business of
gathering and collating your e-book a breeze!
Note too how I’ve brought the personal issues into the newsletters... the money I
make, the trips I take, the numerous benefits of a home business. (Oh, yes - I harp
on about those a lot! :-)
All this melds together and reinforces the delightful concept of successful self-
employment in your own business - with info-publishing the KEY!
CLOSING DATES
^^^^^^^^^^^^^^^^
They’re flying out the door! More Info-Packs are being

bought as you read this, but time’s running out for you!
The cutoff dates for you to buy the Info-Publishing

Knowledge Pack at these low prices, are:
[ Page 264 ]
Saturday - yes, that’s the one coming up the day after

tomorrow. It’s the LAST day for getting the Info-Pack
only (without my 2 hours Consultation advice) for
just US$39. It goes up to $47 after that, to counter
currency exchange losses. You get nearly 300 pages
of information to get you started in the exciting
information business.
25 May - this is not far away either. It’s the last

day you’ll be able to buy the full Info-Pack at
the ridiculous price of US$78, down from $US$95.
Forgotten why you need to buy the Info-Pack at all?
OK - if you want something to sell, either on the

net or by mail, a “How-To” info-manual is one of the
few products where you’ll have virtually NO
competition!
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
WHY?
Because your product is unique to you. It’s not some
cut & paste job using other people’s material
that will doom you to failure.
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
And when you buy an Info-Pack, it’s also an investment

in your future.
Visit my website to learn more about the Info-Pack:

http://www.ksilver.com
Order now. You’ll get the Info-Pack as a digital PDF

file in just minutes after your credit card is accepted!
It’s easy to download and perfect to print - exactly
the same as my original manual.
And the price will NEVER be lower! (Don’t forget my 1

year guarantee).
To order directly, go now to:

Or have another look at my page at: http://www.ksilver.com
[ Page 265 ]
Ken Silver
Ken Silver enthusiastically publishes the almost-300 page digital

manual and newsletter pack:
“How To Make $100,000 A Year
In Your Spare Time
Creating Profitable How-To Manuals.”
which is a best-seller by mail-order and has sold many hundreds over
the internet. You can order it and get your digital PDF files
delivered within minutes to your computer, ready to read or print
out in top-quality format. Visit: http://www.ksilver.com
(Winner of the free Info-Pack: [email protected] Email me now to
collect your prize at: [email protected] )
I’VE ALMOST SOLD OUT OF INFO-PACK RIGHTS!

^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
Yes, only 4 out of the original 20 Authorised Reprint Rights

offer remain. After these sell, the only way you’re going to
grab a piece of the profit action is to buy the Master Rights
(only 3 available) at US$6,000 each.
These enterprising rights resellers are already starting
to promote my Info-Packs, selling the Info-Packs for up to $95
each, and keeping ALL the income for themselves.
Join them now...go to: http://www.ksilver.com/rights.htm
^^^^
PASS IT ON
Do you know someone interested in web marketing or self-publishing
who would be interested in receiving this newsletter? Just press
FORWARD on your browser and enter their address.
^^^^
TALK ABOUT YOUR MARKETING
Want to talk about web marketing? Visit the Self-Publishing & Web
Marketing Forum at: http://www.netbabbler.com/goto?forumid=11488
Ask a question. Answer a question. Or just read and learn!
^^^^
You’ve received this almost daily info-goldmine by signing up
[ Page 266 ]
on my website or Self-Publishing Forum. To unsubscribe, put only

the word REMOVE in the Subject of any email and send to:
[email protected]
Copyright 1999 Ken Silver Publishing.
PRICING
^^^^^^^^
Hi,
I’ve been thinking hard over the last week or two...mainly

about the many people who think that the internet will
bring prices down dramatically for nearly everything we buy.
You’ve heard about FreePC haven’t you? Yes - it’s working

already.
But it hasn’t happened in our business - the mail-order

publishing business. Here, prices are high as ever, despite
costs being lower than ever.
But *I* want to make a difference. I want to start your

change to a better life through lower prices, in the way
that many observers have hoped for.
And this is how I hope you’ll benefit.
A little explanation:
My costs in providing each digital Info-Pack are pretty small,

not counting the years of development.
However, I’m a businessman - and I’m not going to throw away

my years of experience selling my exclusive self-publishing
secrets for just a few dollars. It’s not commercially valid.
There’s a lifetime of valuable experience distilled in my work.
But I do want to bring costs down, to get my unique method

of making money in self-publishing out to as many people as
I can.
[ Page 267 ]
So I sat down last night and worked out the bare minimum
I could sell my Info-Pack for, and still make a living.
This price will amaze you
And I hope it will start a quiet revolution in pricing

structures as a result.
There’s a problem though.
When the price is this low, people are going to think my

product is lower value than it really is. You and I know
it isn’t that way at all - but nevertheless I’m going to
test the concept first before committing to this lower
price for good.
So here’s my proposal: for the next 5 days, until Saturday,

the Info-Pack and all the material detailed on my website:
- the giant 218-page self-publishing Manual,

- 2 Special moneymaking Manuals (they’ll amaze you),
- numerous sales letters,
- Special Reports,
- and much more, worth over $800,
all EXCEPT my Consultation time...
...will be available for just US$39. Until Saturday.
If the response is good, I may leave it at that price. Then

again, it may go back up to $95.
Who knows?
Here’s what one of the top net marketers says about the Info-Pack
(and by the way, he paid for my manual - it wasn’t given away
here. And he wasn’t asked for this comment either):
“Ken, thanks for your great book. I am impressed with how

complete and step-by-step it really is. I would definitely
recommend this manual for anyone and everyone who wants to
get started in this multi-million dollar business of selling
information by mail. You’ve done a great job, Ken.”
[ Page 268 ]
Jeff Gardner
SO, what do you want to do? You can start to make a great income
like me - upwards of $1,000 a week and often more - for just $39,
or you can wait and see if the price will go back to $95.
Don’t forget my one-year money back guarantee applies here too.
You can order directly by going to:

Just look for the $39 price. You get the Info-Pack usually
within minutes as a digital PDF file, and as a HTML file soon.
Or take another look at my website for more details at:

Be part of the pricing revolution now...let’s change the world,

one Info-Pack at a time!
Success to you!
Ken Silver
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^

“How To Make $100,000 A Year Part-time
Creating How-To Manuals At Home”


^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
PRICE RISE FOR INFO-PACK

^^^^^^^^^^^^^^^^^^^^^^^^^^^
A short note if you’re thinking of buying the digital Info-Publishing

Knowledge Pack...move quickly!
[ Page 269 ]
The international exchange rates between my country (New Zealand)

and other countries have changed dramatically recently, and I’m
losing money fast.
I have to raise the US$39 price to recover my costs, and so

it will go up to US$47 in 7 day’s time.
Don’t dally...this will be a permanent price rise. It will never

be cheaper than right now!
Order now at:

Or see my website for more info: http://www.ksilver.com
REPRINT RIGHTS
The Authorised Reprint Rights price may also rise, so it is

essential you move quickly here too.
If you are definitely interested in acquiring the rights

(only 10 left now from the original 20 a week ago), but haven’t
budgeted for it at the moment, let me know as soon as possible.
I might be able to reserve it for you at the old price.
More details at:

http://www.ksilver.com/rights.htm
Or contact me: [email protected]
Ken Silver
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
Read The First Chapter And Contents FREE
Member of the Self Publishing Association

of New Zealand.

^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
[ Page 270 ]
TALK ABOUT YOUR PASSION

Ask a question. Answer a question. Or just read and learn! There’s
a good thread on at the moment about passion in business.
GETTING $$$ RESULTS WITH LESS EFFORT

^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
By Ken Silver
When you start selling your info-manual over the internet,

you’re going to to notice one huge difference between the web
and your similar mail-order enterprise.
It is, simply, the amount of EXTRA effort you have to invest

to sell on the web in various ways.
Here’s why...
With mail-order or direct mail, your buyers rarely send

you a letter or any other form of correspondence.
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
THINKING POINT
Sometimes a fortnight has gone by without me receiving as
much as a scrap of paper from any of my growing legion of
many thousands of mail-order customers.
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
And the reason is obvious. It takes a LOT of effort to

find some paper, type or write on it - including all
the polite paragraphs that society dictates we use. Then
to find an envelope, stamp, and trudge down to the post
office (probably in the pouring rain!)
Contrast that to the internet.
While your buyer or prospect is scanning the net for signs

of life, a thought about you pops into their head. Quickly
they bring up an email screen, and 3 minutes later a complex
question comes shooting down the line to you.
[ Page 271 ]
This happens all the time. It is one of the unique and

powerful BENEFITS of being electronically linked.
To them, maybe...
But it is a curse for the marketer trying to move their

info-manuals out the door at a faster rate of knots,
and they have devote valuable time to answering questions.
(I do this happily enough - but I’m a minority).
Every time we sit down to hammer out a classified or

post to a forum, along comes a query (“You Got Mail!”),
or a statement or advice-wanted email that ties you up
for hours.
So how do the skillful marketers in this business avoid it?
There are a few ways. But first, be prepared in advance.
EXPECT these interruptions to happen.
Expect that selling on the internet will be vastly more

time-consuming than mail.
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
THINKING POINT
On this marvellous internet you’ll deal with MORE people
and have MORE TO DO daily than with the slow, convenient
mail-order side of your info-manual business.
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
Don’t resent it...this is all part of the wonderful internet

connection.
And the rewards are greater too on the net. So persist, and
use these following tips to get the most from your time
at your keyboard:
— If you have a newsletter, or ezine (if you don’t - why

not? This is the most essential form of communication,
and will accelerate your prospect conversion to sales
ratio immensely), use your painstakingly crafted replies
to your other buyers and prospects as fodder for it.
[ Page 272 ]
Put the replies that you’ve spent loving minutes or spent

hours over into your ezine as useful information. Cut the
Q&A style that you used to answer to them, and change the
reply to stand on its own as an article.
— If you write articles for other ezines (and if not,

why not? Again, it is time-saving and an article adds to
your credibility), then again, reuse these replies as a
basis for your articles.
— Use ‘form’ replies. These are various standard statements

you find you use all the time. Shortcut the effort you need
to type them out again and again by cutting & pasting these
into your correspondence.
They can be phrases, sentences, or even paragraphs, all

pretyped, ready to go.
For example, I have this sentence entered in my TypeIt4Me

program: “Let me know if there’s any more information I can
help you with.” I produce it by typing “lmk” and this
useful text expander does the rest. One program for Windows
is ShortKeys (http://www.shortkeys.com/) For the Mac:
TypeIt4Me (http://www.hebel.net/~rettore/AboutTypeIt4Me.html)
— Use shortcuts for various words. Using the same TypeIt4Me

program, I merely type common words I’ve entered into its
dictionary...words that I use a lot, have unusual formatting,
are long or are easy to spell wrong like: business,
entrepreneur, Info-Pack, info-manual. Simply typing the
first 2 or 3 letters in each word lets the program expand it.
— Produce prewritten Special Reports from all sources. Let

say you have a forum of your own (if not, why not?). Gather
all the useful information from it and compile it into a
Special Report. You’ll be amazed how much material you’ll
find there, much of it exceptionally useful advice from other
experts in your field.
Just make sure your forum has a qualifier at the top of the
message bard that states all material within becomes the
property of the forum owner.
[ Page 273 ]
— FAQ (Frequently Asked Questions) are a great timesaver, as

many of the common questions you get over time can be compiled
into a giant ‘answer bin.’ Refer your questioners to it as
often as you can, and watch your spare time grow!
Another shortcut for your info-manual...use excerpts from

other manuals or books, with written permission from the
authors of course.
You’ll find the information will add considerable status to your

own material, as well as saving you a lot of writing time.
All these ideas are designed to save you valuable time when you
compile your info-manual, or the various ancillary pieces
around it like newsletters, email replies and ezine material.
Don’t you now see how easy it can be to get productive?
If you’ve been putting off buying an Info-Pack because you

think it takes a lot of time to produce, you are WRONG my friend.
Use these tips and prosper in your own home-made business in the
exciting world of “How-To” info-manuals.
And don’t forget -
...the $39 offer I made has run out and no more are available at
that price. Instead, the Info-Pack (minus my 2 hour Consultation)
has yesterday risen to US$47.
It may go higher still soon. I’m fighting other marketing gurus

who want me to raise my prices. They can’t believe that almost
300 pages of unique, info-packed information should be sold for
this low price.
It is spoiling the market for their own offerings, most with

less pages, but pitched at up to 5 times my rate.
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
THINKING POINT
In a converse way too, my low price gives my material the
appearance of being less effective than other expensive
offerings. But...
[ Page 274 ]
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
...nothing could be further from the truth. My info-manual is

packed with information, and comes together with a monthly
newsletter...
“The Self Publisher Letter”
and many Special Reports, as well as 2 full manuals I used - and
still use - to make a luxurious living for myself.
Order yours right now, and it will appear on your screen in PDF
form (the most sophisticated way to digitally make and send a
manual) within minutes.
Then you can start putting these money-saving, time-saving tips

into action!
To order directly, go now to:

Ken Silver

“How To Make $100,000 A Year
In Your Spare Time
Creating Profitable How-To Manuals.”
^^^
I’VE ALMOST SOLD OUT OF INFO-PACK RIGHTS!
These enterprising rights resellers are already starting
to promote my Info-Packs, selling the Info-Packs for up to $95
each, and keeping ALL the income for themselves.
[ Page 275 ]
^^^^
PASS IT ON
^^^^
[email protected]

active subscriber to my almost-daily newsletters and the twice-
at $39.00 right now! Each week, on different days, I’ll be
announcing the winner. Keep reading to find out if it’s you!
I HAVE A CONFESSION TO MAKE TO YOU

^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
From Ken Silver.
Rights were sold!


while two paid in 3 monthly installments. If you have your card

[ Page 276 ]
Already the weekend’s buyers are poring over the material I’ve
sent them...the extra bits and pieces that will help them
sell my Info-Pack, and hopefully boost their fortunes.
They know also that I will be standing behind them with

advice and suggestions in regular email contact to enable
them to get the highest volume of sales possible. Every
tip I try will be passed on to them.
CONFESSION TIME
Now, about that confession I had to make to you...
This year I’m well on the way to making $150,000 and more.
Those of you following my progress will know it is an easy
life I lead. My online sales are digital, and so the process
is pretty much automatic. Much of the time I spend marketing,
because, let’s face it, without active marketing, nothing
happen at all - even on the internet.
But it’s an enjoyable way to spend a day.
And for more fun I just climb a nearby mountain.
My secret is this (and I’ve never spelt it out to anyone)

...that I have made my growing income starting from an
base of barely 7,000 regular prospects!
That’s right. I began with less than 1000 people on my ezine

mailing list, and 6,000 on a mailorder list built up over
a year or two - which I only send out every three months
or so nowadays!
And I get minimal volume from search engines or links. I

have no backends, and don’t cross-promote my products.
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
REVELATION
Just imagine what I could - and yes - WILL DO, when I
finally rack up my efforts! That tiny percentage of
prospects that has allowed me to live so well is going
to explode my sales!
[ Page 277 ]
And best of all, my experience is also YOUR advantage

when you buy my Info-Pack or Authorised Reprint Rights
...it means you’re guaranteed an info-product that works
and sells superbly! Can you see how you only need a tiny
start to get going?
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
Now, the net marketing experts are going to pooh pooh my

statement...they’ll say you can’t make a $100,000+ a year on
such a small volume. And especially at my low prices.
Well, I’m going to tell you how it works for me - in the

next newsletter. How you don’t need a half-million passing
your site weekly to make a good part-time living in the
exciting info-manual business.
You’ll just have to wait until then to learn my secret

- sorry, I won’t be answering any private email on
the subject.
But up until then, think about why my tiny sales universe

brings such big money - and how, if you bought my rights
or my Info-Pack, you could be starting to achieve similar
remarkable figures...depending on your own enthusiasm of
course.There’s no guarantees - you have to put in some
effort - but your chances are much better with an already
best seller behind you, than out on your own.
You can buy the Authorised Reprint Rights pack now at:
Don’t kick yourself for missing out on this once-in-a-

lifetime offer, with painless payments too!
Get the Info-Publishing Knowledge Pack with my 2 hour

Consultation Certificate (US$78) or without it (US$39)
now: You can order directly by going to:

You get either Info-Pack usually within 10 minutes, as

a digital PDF file ready to view onscreen or print out
as a high-quality manual EXACTLY as you’d get it from
[ Page 278 ]
me by mail. Don’t forget my one-year money back guarantee

offer on the Info-Pack too.
See you with a QuickTip tomorrow!
Ken Silver
‘HOW TO MAKE $100,000 A YEAR
IN YOUR SPARE TIME CREATING
PROFITABLE HOW-TO MANUALS’
Ken Silver enthusiastically publishes ‘How To Make $100,000 A

Year In Your Spare Time Creating Profitable How-To Manuals’ which
is a best-seller by mail-order and has sold many hundreds over
out at top-quality.
^^^^
PASS IT ON
^^^^
TALK ABOUT YOUR INTEREST
In a recent message I outline a strategy to help a self-publisher
turn frugality into a paying proposition. Have a look!
^^^^
on my website. To unsubscribe, put REMOVE in the Subject of any
email and send to: [email protected]
Monday
1.43pm
[ Page 279 ]
———————————————————-
IMPORTANT NEWS ON THE INFO-PACK OFFER!
———————————————————-
The $39 offer is still available.
The response has been overwhelming. It seems that

this lower price - without the optional 2 hour
Consultation - is one that everyone wants to start
off with.
So I’ll keep this low $39 Manual-only price open

for a few days yet...but don’t delay - the offer
may change at any time.
THE CONSULTATION CERTIFICATE OPTION
For those people who want my Consultation Certificate

for $500 worth of written advice within one year), you
can buy it later for a further $39.
It’s worth buying.
Here’s what one person wrote on my Self-Publishing

Forum recently about the quality of advice I give:
“I sent you an email a couple of weeks ago asking for

advice about my web site. I have implemented most of
what we talked about.”
“I appreciate the time and effort you took to give me

personal guidance. That extra effort on your part has
made me a very satisfied customer.”
James Jones.
Get the Info-Publishing Knowledge Pack with this


[ Page 280 ]

me by mail.
Don’t forget my one-year money back guarantee offer too.
Success to you!
Ken Silver
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^



^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
You’re receiving this information because you signed

up to read the first chapter of my Info-Manual and
also to get my regular QuickTip ezine. If you don’t
want my inspirational viewpoints, just put the
word REMOVE in the SUBJECT line and reply to this email.
But be warned - you could miss out on some great
opportunities and information ahead!
OVERSEAS BUSINESS
Hi Info-Pack Rights buyer!
In just a few hours I’ll be winging my way halfway around

the world to England. Should that concern you?
No - because when I arrive I’ll be logging in once a day
[ Page 281 ]
for the fortnight I’m there, to handle any queries or

consultation you might need...so you won’t be without
my support.
But it will take 2 days to get there, and 2 days to get

back, and I’ll be offline for that time. (You can’t check
email from an aircraft, even in these enlightened times!)
So don’t worry if you don’t hear from me in my usual prompt

fashion, or get my regular ezine. We’ll soon be back to
normal.
All the best for your week,
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
You’re receiving this information because you signed up to read
the first chapter of my Info-Manual and also to get my regular
QuickTip ezine. If you don’t want my inspirational viewpoints,
just put *only* the word REMOVE in the SUBJECT line and reply to
this email. But be warned - you could miss out on some great
opportunities and information ahead. There’s a lot happening!
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
Thursday
7.57am.
IT IS THE BEST MONTH I’VE EVER HAD...
Hi again,
This morning I added up the past day’s sales from my latest online
promotion. It came to $858.00.
Not bad for ONE day’s *work*...
In fact - I didn’t even have to work for this. Yesterday’s orders

came in by email, the credit cards were processed by my Call Center
in Lower Hutt, and the PDF files sent out from my email program
to buyers within 10 minutes.
A money-making system on autopilot. Marvellous.
[ Page 282 ]
You only need an info-product...in my case it is my Info-Publishing

Knowledge Pack.
Some of the material for the Info-Pack I already had in the form
of sales letters for my other products. And about 10% of the manual
was in rough note form - material I had earlier researched and
stored on my computer.
So last year, after I decided that I was going to produce a “How-To”

information manual, it took just 3 week’s part-time writing to get
everything organized. Because I used my unique ‘Shopping List’
writing method, the manual was pretty much in completed form when
I finished.
Then I tidied it up and polished it. That took another week of

nights, and a weekend.
So, in a month of sparetime work (I was still working as a wage-

slave at the time), I finished a 125-page manual. I advertised
it in a national newspaper, and sales went crazy...and have been
strong ever since, both offline and online. Many hundreds have
been sold in the last few months...a sure sign of a quality product.
Have you got a month to put your experience together for a “How-To”
manual?
Because once you spend this time (and it’ll fly past), the bulk
of your work is done. The rest is cruising.
That’s right...creating the manual is the *hardest* part. For me

the experience was fun, because I was writing about something I
knew. That’s the nitty-gritty of the “How-To” manual business...
do what you know and the creativity just FLOWS!
The rest of the time you’ll spend processing the orders - a VASTLY
shorter time.
I only spend a couple of hours a week sending my mail-order product

out, but virtually no time for my digital product. That lets me spend
time away, as I did for 4 days last week in Auckland visiting my
daughters and accompanying my wife as she attended a seminar there.
My laptop let me answer mail each day and send orders out.
[ Page 283 ]
Believe me, the thrill of NOT having to ask a boss for time off, and
doing EXACTLY what I want still gives me a daily buzz.
How can you start on this path to financial and personal freedom?
If you have some in-depth knowledge on any subject...and most people

do...then my $39 Info-Pack will direct you through - in a step-by-step
way - to a profitable business. Even while keeping your day job if
you have to.
It’s a great investment in yourself. And in just a few weeks you could
be in the same position as Mike here:
“I also wanted to congratulate you on your product ‘How to Write &

Sell Your Own Home-Made Information Manual’. My wife and I followed
your ‘Action Steps’ and in a very short period... produced a 96 page
spiral bound manual on ‘Finding the Best Care for Your Elderly Loved
One’. Thanks and keep up the great work!”
Mike Murphy, NJ
It could even take as as little as a week, as another of my clients told

me. That’s fast. I read the rough draft of her 100 page manual and it was
good, because she knew her stuff.
So, you can start to make a great income like me - $858.00 yesterday...
..a day that I lazily spent shopping and researching internet satellite
connection systems, enjoying my personal freedom in the sun...
...or you can spend the time watching TV after a hard day, and getting
no closer to being independently wealthy or telling your boss where
to go.
The only thing that separates us both is a $39 investment in your own
Info-Pack solution.
You can order directly by going to:

Just look for the $39 price. You get the Info-Pack, usually within
minutes, as a digital PDF file.

[ Page 284 ]
Don’t forget my one-year money back guarantee offer too.
Success to you!
Ken Silver
PS. If you’re worried about not getting my 2 hour Personal Consultation

on this offer (the reason the Info-Pack is only $39 and not $95), you can
buy my time separately. Just email me with your request and I’ll let
you know the details.
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^



^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^

active subscriber to my almost-daily newsletters and the
at $39.00 right now! If you’ve already bought - or are going
to buy any value Info-Pack, then win - I’ll give you a free
Consultation Commitment worth US$39. Each week, on different
days, I’ll be announcing the winning URL. Keep reading to find
out if it’s buried here today, and if it’s *lucky you*!
THE BIG SECRET TO SMALL TRAFFIC SUCCESS

^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
From Ken Silver.
In my last newsletter I talked about how I make a great

living - and now how you can too - from a tiny puddle of
enthusiastic prospects.
[ Page 285 ]
In fact, the number of my targets is so small, and my success

so great (over 60% mailorder sales response) that conventional
marketers - trained to manipulate gigantic numbers so they can
get back a feeble point of a percent in sales - just
look sideways at me.
I even had a close friend, a publisher of ‘real’ books,

ask me if I really made the sums of money I so often bandy
about in my ezines.
He can’t quite believe the low costs and high profits this
business brings me - and to everyone who tries it.
But I’m NOT boasting when I say how well I do. Even when
I tell you I had the best WEEK ever, last week - with well
over $6,000 in sales! (And that’s not counting the full
amount from the Reprint Rights buyers who have elected to
pay in 3 part-installments).
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
WAKE UP CALL!
In the past 2 days another 2 Reprint Rights have just gone.
That leaves just 12 left. You need to order yours now!
Visit: http://www.ksilver.com/rights.htm
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
So why do I harp on about my income here?
Well, if you’ve ever had to work for a regular but pitiful

wage - AND had to spend years of your life cooped up
in a tiny cell while others told you what to do - then
you would be as joyful as I am at every Info-Pack sale that
enters your door.
I’ve found my own income source has truly been like a release
from my former wage-slave prison.
So you can’t blame me for wanting to spread the word as

enthusiastically as I can.
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
THINKING POINT
There are few other businesses that offer such unbounded
financial and personal freedom than “How-To” manual
self-publishing.
[ Page 286 ]
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
Why is this?
Well, you get personal freedom in the hours you spend

doing what you enjoy. And financial freedom as a result of
your love of the work. I’m finally going to England in
a couple of weeks to visit my mother. I haven’t seen
her for quite a few years. My income and personal freedom
in the info-manual business has allowed me to do that.
Self-publishing, done the way I recommend it, has one most

important factor that distinguishes it from all other types
of business types...and that is you take very little risk
when you follow my lead.
Many people don’t realise this crucial point. It’s a NO-RISK

business like no other I know. But you need to follow a proven,
beaten path for the best results.
THE HOLY GRAIL
So what’s the answer to maximizing sales from puddling

audiences? For a start, there’s a lot of wasted marketing
effort going on.
I often wondered why many marketers throw their message at

thousands of completely disinterested prospects. We’re all
guilty of it at some stage, with:
* Free classifieds in some general-interest ezines.

* Posting in unrelated newsgroups.
* Long personal replies to someone whose buying interest
you haven’t qualified yet.
All a terrible waste. Such a low proportion of sales for the

numbers and the effort we put in.
So how do you cut down on this unnecessary effort and raise

your strike rate?
One of the secrets of my success - the way I get hordes

of sales from a tiny handful of prospects - has been due
to these two words:
[ Page 287 ]
1. Target.
2. Qualify.
TRUE STORY
I used to sell real estate 25 years ago. I was a failure at
it, and I only partly know why. Certainly when I later sold
advertising in my own newspapers I was a tremendous success.
So it wasn’t entirely me or my lack of personality or sales
savvy. (Boy - was that turnaround the ointment for a battered
and bruised ego!)
The one real estate *barrier* I had to overcome in my 6 month

realty career was how to ‘qualify’ the prospect.
Were they someone that really wanted a house, or were they

‘tire-kickers’ simply wanting to see inside a glitzy home?
The best real estate sales people know how to ask the right
questions to qualify their prospective buyers, and drop the
rest like hot potatoes.
And so should we. Here’s how we do it:
THE SOLUTION
The two key words I’ve mentioned are the ONLY way you are
going to emulate my success in the most effective way!
You need to strongly TARGET and QUALIFY your audience...those

world-weary, cynical prospects who want your material if
they could only be persuaded to see you as a solution for
their lack of money and freedom.
So I do these things to extract the highest number of sales from

the people who read my writings and visit my sites:
- I write personally. In a conversational manner. No executive

speak here.
- I post only on discussion boards of like-minded people.
- I tell prospects what I do as clearly as possible, so they

don’t get fooled into thinking I’m selling something else.
- My deals have no catches to trip people up.
[ Page 288 ]
- My ezine opt-ins are people who want to read the first

chapter of my manual, like you did. I know these are people
who are on my wavelength. Now they just need to know the
benefits, and when they do, they buy like crazy.
- I host a discussion board again only for the type of people

I want...mainly to do with self-publishing and internet
marketing of those “How-To” manuals. Yes - we occasionally
get off the topic once in a while - who doesn’t? It’s fun).
Doing this means I attract the right sort of people...those

who already qualify themselves to buy my material. Then I sell
to them, fast and frequently. Like the endless chain of these
newsletters that keep comin’ at ya! :-)
But it works.
Like in most of life, following these pointers won’t guarantee

you a fortune...but it’ll certainly help.
The other, almost secondary point to the Target & Qualify

credo is to offer alternatives. I sell the Info-Pack as well as
the Authorised Reprint Rights, so that buyers have the choice of
duplicating my success both ways.
The more hooks in the same puddle, the more fish you catch!
You can find out more about the Authorised Reprint Rights
now at:
With only 12 left, don’t risk missing out on this

once-in-a-lifetime offer, with painless part payments too!
Or you can get the Info-Publishing Knowledge Pack with my 2 hour

Consultation Certificate for US$78, or without it, just US$39.
——————————————————-
WARNING!
I don’t know how long that $39 offer
will last - I’m under a lot of
pressure from other gurus to put
the price up).
[ Page 289 ]
——————————————————-
Order the Info-Pack directly by going to:


You get either Info-Pack, usually within 10 minutes, as

me by mail. (Contest winner: [email protected]
...email me for your prize details!). Don’t forget my
one-year money back guarantee offer on the Info-Pack too.
Ken Silver

‘How To Make $100,000 A Year
In Your Spare Time
Creating Profitable How-To Manuals’
out at top-quality.
^^^^
PASS IT ON
^^^^
^^^^
[ Page 290 ]

on my website. To stop both these and the QuickTips ezine, put
REMOVE in the Subject of any email. Send to: [email protected]
HOW MANY WEEKS ALONG THE WEALTH LINE ARE YOU?

^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
From Ken Silver.
Last week was a boomer. Sales just kept on pouring in. My new
price structure made my Info-Pack irresistible to many people
who wanted to buy part of the pack now, and the rest later.
And the Authorised Reprint Rights pack has quickly sold

to just 18 now available - with several buyers in the wings.
Yes, an astute web marketer by the name of Paul Galloway

< http://www.palis.com > took another one this morning.
He realised that this was a quick way to add value to his web
site and his own info-products by getting my Info-Pack.
All this income has put me further along the Wealth Line.
What is a wealth line? Well, author Robert Kiyosaki, who

has just released his new book “The Cashflow Quadrant”
says that that your wealth is defined by the number of
weeks you can survive without working.
Here’s how I worked out my own Wealth Line:
My last week’s income was $2,100. My overheads are modest

(my wife says I’m a tightwad!), and my business runs
comfortably on around $300 a week.
Now, if you divide the week’s $2,100 income by $300, you

get 7. That’s 7 weeks I can live off that income.
Work yours out using the the same formula.
[ Page 291 ]
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
TIP: The ultimate wealth strategy, according to Robert, is
to keep income going ahead of your overheads, mainly through
controlling a business...then you’re truly wealthy.
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
So what can YOU do now to improve your Wealth Line?
One of the 2 ways to achieve that happy state is to do what

I’ve been doing over the years - reduce all outgoings and
overhead to the smallest amount possible, while still
having fun.
Examples:
* I only occasionally have the need for a cellphone (remember,

this is a mail and internet business I’m running). So I use a
prepaid call plan. That means no monthly outgoings
to worry about, and no unexpected call bills...and we all
know about those - correct?
* I have no personal debt or borrowings. Hard to maintain in

this consumer-driven world, but the peace of mind is worth
every red cent I don’t owe!
* I prepay my business tax as I go. This means no worrying

times in the following year trying to scratch up repayments.
* I ride a motorcycle by choice - not necessity. But apart

from being pure delight to ride, a motorbike is the most
economical way of getting about...even by cutting parking
costs in the city to nil.
* I sell overseas. Our country charges a goods & services tax

(GST) of 12.5% on every sale within New Zealand. I sell my
goods outside the the country (exporting), and so this tax
doesn’t apply.
The best bit comes next...
* I get GST back on local expenses by claiming all legitimate

business costs from all suppliers to my business. And the
result is always a healthy refund at the end of every 2
[ Page 292 ]
months. (Tax writeoffs are also the best reason for owning
your own info-manual business - even when you’re employed).
The other way to improve your Wealth Line is to sell low cost
items...products that cost a fraction of your selling price.
As I’ve said before - to everyone that’ll listen to me -

info-manuals are THE ultimate product, because...
- There’s no overhead costs, because you publish on demand.

- You have low production costs...paper products have the
highest return on investment.
- You work at your own pace using asynchronous communication.
(if you buy my Info-Pack you’ll read in a back-copy of my
“Self Publisher Letter” why this secret makes our business
the perfect home business solution). That’s also a low
cost way to run your business.
Another way to boost your Wealth Line is to have several

profitable income streams. Once you have one, the rest are
easy to start and run with the added experience you’ve gained.
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
EXAMPLE: If you have several info-manual lines selling well,
like me, and the occasional Authorised Reprint Rights, you
can live very comfortably indeed.
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
Now you have a choice to improving your Wealth Line, by either

buying my low cost Info-Publishing Knowledge Pack:
( http://www.ksilver.com ) ...
...or my new international Authorised Reprint Rights:

( http://www.ksilver.com/rights.htm ) - with only 18 left since
I started offering them last night).
Both ways will accelerate your income, and get you started
moving along your own Wealth Line.
What are you waiting for!
Ken Silver
AUTHOR
[ Page 293 ]

out at top-quality.
—-
—-
In a recent messages I outline a strategy to help a self-publisher
Thursday
11.13am
EXCLUSIVE OFFER!
(But first, a little story)...
Yesterday I climbed the small mountain behind our home. It’s

called Mt Kau Kau. It’s not a big walk, and because our house
is already at one of the highest points in Wellington, over-
looking our spectacular harbour, I took only 20 minutes to
reach the top.
It was a little break from the comforts of my home office -

though if I wanted I could’ve taken my Macintosh PowerBook
up there and continued working.
But I sat in the long grass and basked in the sun. There was
just a gentle breeze, and the view was awe-inspiring.
I spent most of that time reflecting on my new life, free
[ Page 294 ]
from the onerous task of being a wage-slave. Just 9 months

ago - now it seems much longer. The rest of the time I spent
calling my family on my StarTAC, telling them how much I
appreciated them and their support.
Yes, it was a good couple of hours well spent. Exercise,

reflecting and connecting.
I thought about the profit vehicle that allowed me to do

this...my Info-Publishing Knowledge Pack. Sales are booming,
yet I spend absolutely no time at all processing the orders.
That’s all done automatically, while I climb mountains.
(Get to the point Ken!)
Well, my trip up the mountain yesterday was my own self-imposed

reward...a reward for finally finishing an offer I’m going to
make to you now.
Here’s what I’ve dreamed up for you...
NOW - YOUR REWARD!
You see, selling on the internet is darn difficult for most

people. They often lack the credibility, the background,
the winning product to make the step to burgeoning sales.
Sure, many of my info-manual buyers learn how to take the
steps and sell their info-manual.
Lots do. I’ve heard of some good stories so far.
But if you had a top-quality product right NOW, that you

could sell and have confidence in, you’d be out there on
the mountain with me, I bet!
So that was the reason for my climb...I had just put the
finishing touches to an Exclusive Offer that you can use
right now, to start selling a ready-made info-manual while
keeping all the proceeds from the sale for yourself. And
get all the backing and support in the world to grow your
sales.
That way is through Authorised Reprint Rights.
[ Page 295 ]
MY EXCLUSIVE OFFER TO YOU
I’m offering the exclusive, limited, Reprint Rights for my

Info-Publishing Knowledge Pack to you.
There are just 20 international rights available...and one

of them is reserved for you.
ABOUT THEIR BENEFITS
Are you familiar with the term ‘Reprint Rights’?
Reprint Rights is the exclusive permission for you to take

my full Info-Publishing Knowledge Pack product and sell it
on your website, or by email.
You can duplicate and sell my product as often as you like,

without paying out any royalties, or any other extra payments
whatsoever.
You are as free as a bird to promote it globally, and keep all

the proceeds. And don’t worry about competition...there are
hundreds of millions of prospects - more than you or I will
ever contact in our lifetimes. They’ll never run out, and more
keep coming each day.
Here’s how you benefit as a rights buyer:
1) It’s an easy and profitable way to GET STARTED NOW. You

don’t have to spend time creating a manual...just piggyback
on the success of my Info-Pack to grow your income. You can
do it in your spare time too - just like I do.
If you already sell info-products, so much the better...it’ll

be an easy step.
2) You get a top product. This is important - no-one will buy

or keep a poor runner. My Info-Pack is a winner. Over 600
have sold since the end of last year, with only 2 returns (yes,
TWO - that’s not a misprint). And no-one was dissatisfied
with the quality of the Pack.
Even if you are new to Reprint Rights and the publishing

business as a whole, you’ll know that this is an exceptional
[ Page 296 ]
record.
3) I stand behind my product totally. You have been to my

Discussion Forum, even posted on it perhaps, and know that I
am active in the self-publishing business - have been for
years. And I’m a Board Advisor for Anthony Blake’s Inner
Circle...you can’t get more credible than that. These facts
help your sales immensely.
4) If you’ve seen the unsolicited testimonials on my home pages,

you’ll know that I give superior service in everything I do.
I was recently approached for the Reprint Rights for my Info-Pack

by Dr Paul Hartunian (the man who sold Brooklyn Bridge). Paul is
a discerning businessman who specializes in Reprint Rights, and he
wanted mine.
If he didn’t think my product was viable, and worth its weight in

gold, he wouldn’t have made the offer to me.
Done!
That leaves 19 rights to sell as of now.
Bill Myers also sells some of his info-product rights, and if

he too didn’t think it was a great deal, he’d be the first to tell
you. Bill’s got a great article, and you can read on it on the
site I’m going to give you below.
START CLIMBING TO THE TOP...
I’ve put more information on my website. Visit it now and learn

a little more about the fascinating, low-risk business of my
Authorised Reprint Rights.
It’s 11am. I’ll change out of my pajamas and take another walk.
The sun is shining, the future is beckoning. Join me!
And remember- only 19 Authorised Reprint Rights are available.

Be one of the successful climbers now!
Warmly,
Ken Silver
[ Page 297 ]
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^

of New Zealand.

^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
FREE CONTEST - And you’ve already been entered! Yes,

as an active subscriber to my almost-daily newsletters,
you automatically get the chance to WIN a free digital
Info-Publishing Knowledge Pack. Keep reading to find
out if your lucky email address is buried here today!
^^^^
SPECIAL $39 OFFER CLOSING SOON
The Info-Pack is only available at this price until
Saturday, then it goes to US$47 because of international
currency shifts. Don’t miss out again! Order now at:
TRAVEL THE WORLD WITH YOUR INFO-BUSINESS!

^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
From Ken Silver.
It’s true. You can run your Info-Pack business from

anywhere in the world...and I’m going to be doing this
in less then a fortnight when I hit London, England.
My trusty laptop accompanies me, but I don’t need it.
That’s because my business is automated...a staffless,

paperless, officeless miracle!
In the days when I had a ‘real’ offline business, as

a newspaper proprietor, I had staff to cover for me
when I traveled. They were good people, efficient
[ Page 298 ]
and effective.
But they were no substitute for me...the kingpin that

built my 2 newspaper empire through determination and
hard work. (Oh, the hard work! Don’t remind me of it!)
So traveling was a worrying time. Would the papers meet

their deadlines? Would someone be off sick? Would all
the equipment work properly, and the computers not crash?
Yes, there was no real freedom in my traveling then.
But the Info-Pack business is a different kettle of

fish altogether. If you had such a business, like me, it
would allow YOU to:
* Travel without worry, even if you had to take your

laptop with you like a security blanket.
* Be confident that any problems would be minor, that

could wait until you got back.
* Not worry about staff, overheads, finance...all the

conventional bother of ordinary business.
You may not have a destination in mind, but when you do,
you can run your business in Hawaii, Bali or the Bahamas.
Here are the core secrets to a successful ‘free-to-travel’

business operation:
* Automate Your Business With E-Commerce.
A staffless, officeless business is easier on the net

than ever before. It gives you an international freedom
bounded only by the number of country’s adapter plugs
you can carry. (“Being Digital” author Nicholas Negroponte
carries a big bagful of adapters with him as he travels
the world).
You automate in 3 easy steps:
- Your order page is connected to your credit card agency

who process your orders automatically, and bank your
[ Page 299 ]
daily income or send you a check.
- Your order page gives out the location of your info-

manual on a secret, password protected web page, for your
buyers to download.
- Your order page autoresponder tells your buyers that

you’re away from the office, but will contact them at the
first opportunity. (You can do this at any of the growing
number of cyber-cafes springing up in practically
every city).
* Have An Info-manual Ready To Sell.
This is the easy part, really. My Info-Publishing Knowledge

Pack is designed primarily for mail-order, but most of the
nearly 700 buyers (since September last) are using it with
the intention of producing e-books to sell over the internet.
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
ADVANCE NOTICE
I’ll be bringing out a manual shortly that will tell you, step
by step, how to market and sell your e-books through digital
delivery.
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
Until then, you can get started right now with the Info-Pack...
all the information you need is ready in my Info-Pack for you
to begin now.
And it won’t be wasted if you only want to sell electronically.

You need this basic Info-Pack information to start your e-business.
You’ll even get a discount on your purchase of the e-book system
because you’re an Info-Pack buyer.
* Turn Your Info-manual Into An E-book.
It’s a simple process. All you need is Adobe Acrobat to easily

create PDF files, almost instantly. My almost-300 page Info-Pack
takes about 5 minutes to convert from PageMaker files into
PDF files, at the touch of a button. This format means that
anyone in the world can read your manual...it is truly cross-
platform.
[ Page 300 ]
Now your electronic files are ready to send to your buyers

as an email attachment, or be placed on a password-protected
page for buyers to download.
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
THINKING POINT
Can you see how the paperless, staffless, officeless
concept is beginning to build for you?
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
Once you have your business set up, the donkey work done,
you need never touch it again...even when you travel.
But you can’t do a thing until you have a product, an info-

manual for your many buyers.
And this is the easiest part, because my Info-Publishing

Knowledge Pack leads you through the creation of your manual
in easy, step by step chunks.
And at the lowest price ever - until Saturday.
PACK YOUR BAGS!
The Info-Pack is the best investment you can make in this

cluttered world filled with seemingly amazing opportunities.
How can you sort out the good ones? By testimonials...

actual words from living, breathing customers.
I get dozens of emails raving about my “How-To” manual...

like this one from the vice president of Musivation - singer
Michele Blood’s motivational company:
“And all I can say...is that it looks awesome! Where I

see your manual differing (and far eclipsing) almost all
others on the market is in the tangible and practical tips
that you give for implementing your idea. You not only
explain a concept, you draw on actual examples and case
studies to show EXACTLY how to execute the plan. This
alone, Ken, is worth thousands of dollars to any reader
with ambition and some plain old common sense!”
Jesse Horowitz
[ Page 301 ]
Don’t think you can write? Don’t worry...the Shopping List

system I teach is not complicated - in fact, it only takes
up a few pages in the info-manual...but it is effective.
So now you’re only a short time away from planning that

trip, free from the responsibilities and constraints of
other clunky full or part-time businesses.
Here’s the best part...
I’ve saved this bargain till last...the US$39 price

for the Info-Publishing Knowledge Pack is still available
until Saturday, when it goes up to US$47.
This gives you the full Info-Pack - but without my Consultation

Commitment...the 2 hours I devote just to you. (Don’t worry,
this can be bought separately anytime you need it).
Your business journey starts with a single step...
Start your journey now. You’ll get the Info-Pack as a PDF

file in just minutes after your credit card is accepted!
And the price will NEVER be lower!
To order, go now to:

Happy traveling!
Ken Silver

‘How To Make $100,000 A Year
In Your Spare Time
Creating Profitable How-To Manuals’
[ Page 302 ]
^^^
WE’RE ALMOST SOLD OUT OF INFO-PACK RIGHTS!
These fortunate and enterprising resellers are already starting
to promote my Info-Packs, selling ready made profit centers
for up to $95 each, and keeping ALL the income for themselves.
^^^^
PASS IT ON
^^^^
TALK ABOUT MARKETING ON THE NET
^^^^
[email protected]
BIRTHDAY TREAT!
Yes, it’s my birthday, but YOU are the one who

will benefit here...
For a short time only, for as long as the

celebrations may last - I’m reducing the cost of
the Info-Pack from $95.00 down to a ridiculous $29!
[ Page 303 ]
You get the info-Pack manual of 230 pages, plus

six newsletter back copies totaling 48 pages... an
absolute bargain - for less than the cost of a meal
out!
(I’ve made this price by not including my consultation

or newsletter subscription - but all the valuable
information you need to make money with “How-To”
manuals is still here!)
How will the info-Pack help you start making a good

part-time income?...
1.Whether you intend to sell on the internet or by

mail-order, this manual is invaluable. You’ll get full
information on how to create a “how-to” manual... the
most profitable form of information publishing you
can find.
2.You’ll get dozens of valuable tips and hints that

I haven’t see anywhere yet.
3.If you want to sell information or products on the

Internet, you’ve got to know how to write. My manual
tells you in an easy, step-by-step form.
4.There is still money to be made in mail-order... you’ll

get the most complete, practical information you need
to make money without ‘working’ for it. You still only
need a couple of hours each week to keep your business
running profitably.
You can order now by going directly to the order form at:
Or visit my website again for details and more information:

If you have any questions, why not write me:

[email protected] I’ll get back you quickly (but allow
12 hours delay if your country is in the northern
hemisphere... I’ve got to sleep sometime!)
Look forward to hearing from you,
[ Page 304 ]
Ken Silver
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
Digital Book Author
Creating How-To Manuals At Home.”


http://network54.com/Forum/11488
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
[ Page 305 ]
eBook
SECRETS
Marketing - THE hidden Key
What’s the answer to maximizing sales from tiny audiences as I have done?
Getting enormously high percentages of sales from a small area?
For a start, there’s a lot of wasted marketing effort going on by others.
I often wondered why many marketers throw their message at thousands of

completely disinterested prospects.
We’re all guilty of it at some stage, with:
• Free classifieds in general-interest ezines.

• Posting in unrelated newsgroups.
• Long personal replies to someone whose buying interest you haven’t qualified
yet.
All a terrible waste. Such a low proportion of sales for the numbers and the effort
we put in. So how do you cut down on this unnecessary effort and raise your
strike/success rate?
Two simple words
One of the secrets of my success - the way I get hordes of sales from a tiny
handful of prospects - has been due to these two simple words:
1) Target.
2) Qualify.
[ Page 306 ]
True Story
I used to sell real estate 25 years ago. I was a dismal failure at it, and I don’t know
why. Certainly when I later sold advertising in my own newspapers a little later I was
a tremendous success.
So it wasn’t entirely me or my lack of personality or sales savvy.
eTip
I’ve now come to realise that we each have a ‘special place’ in our
personality where we outshine - and if you are mismatched in a job or career, then
success constantly eludes you until you find the right match.
However, as I went along the way in my 6-month realty mismatch, the one big estate
“barrier” I had to overcome was how to qualify the prospect.
I needed the ability to decide - were they someone that really wanted a house, or
were they tire-kickers simply wanting to see inside a glitzy home? I learned the best
real estate sales people know how to ask the right questions to qualify their
prospective buyers, and they drop the no-shows like hot potatoes.
And so should we in our e-book marketing. Here’s how we do it:
The positioning solution
Using the two key words I’ve mentioned - target and qualify - are the ONLY way
you are going to emulate my success!
You need to strongly TARGET and QUALIFY your audience... those world-weary,
cynical prospects who want your material if they could only be persuaded to see
you as the only solution for their lack of money and freedom.
So I do these things to extract the highest number of sales from the people who
read my writings and visit my sites:
• I write personally and in a conversational manner. No executive-speak here.

• I post only on discussion boards of like-minded people.
[ Page 307 ]
• I tell prospects about my product as clearly as possible, so they don’t get fooled
into thinking I’m selling something else.
• My deals have no catches to trip people up.
• My ezine opt-ins are people who want to read the first chapter of my manual,
like you did. Because of that, I know these are people who are on my
wavelength. Now they just need to know the benefits, and when they do, they
buy like crazy.
• I host a discussion board, again only for the type of people I want... those
mainly to do with self-publishing and internet marketing of my “How-To” manuals.
Doing these things means I attract the right sort of people... those who already
qualify themselves to buy my material. Then I sell to them, fast and frequently. And
it works.
eTip
The other, almost secondary point to the Target & Qualify credo is to offer
alternatives. I sell the Info-Pack as well as the Authorised Reprint Rights to my
buyers, so they have the choice of duplicating my success both ways.
The more hooks in the same river, the more fish you catch!
Site success
Here’s how an Amway salesman boosted my business operations, without

realising it, and taught me more about focus:
I had a visit last week from someone in one of the several spinoff companies of the
Amway Corporation. A pleasant fellow, like most of them are, I guess.
I didn’t know he was from that company. He didn’t say.
He had rung me a few days earlier to tell me about the coming boom in home
delivery networks and the internet, and wanted to have a chat about it. Said he
had contacted me because I had an ad in the local PennySaver for my PC card fax/
modem, 28.8 for my PowerBook.
Now, I have a keenly tuned “story” detector, but I think it was switched off at the time
he called me, lulled into a false sense of security by his intelligent conversation.
[ Page 308 ]
Normally I say goodbye to most offers like this before the smarmy salesguys are
through the second sentence. (The first sentence is always: “How are you today
friend, great weather isn’t it?”)
Tim didn’t say this. What a change!
I said I didn’t want to invest anything (Rule Number One: Always invest in
yourself first when you own a business). He said no need to do that - he wasn’t
offering anything.
Then I said I have a thriving business (Rule Number Two: Don’t dilute your
interest or efforts elsewhere). He replied, “No worries, my friend, this may even
surpass it with only a little work.”
I invited him round. This was sounding good... maybe I was on to the bottom rung
of the Holy Grail at last!
Well, to cut things short, as he sat down in my comfy home office, I noticed he was
holding an Amway diary. I knew this because an Amway friend who has been trying
for about 5 years to enlist me had sold a similar one to my wife.
So our conversation was brief and to the point as I realised he had duped me.
As we stood at my front door, I said to him, “One of the main reasons I won’t go into
your business is the sheer waste of time... time I would have to spend recruiting
unqualified prospects.”
He looked a little quizzical at that.
I continued pleasantly, “You’ve come round here - spent half an hour travelling,
twenty minutes talking to me - only to discover I have no interest whatsoever in your
product! And worse, you didn’t even check out whether I was interested or not at
various points in our talk.”
He said, “Well... what comes around goes around.” (He was full of pithy, tired little
sayings like that).
But as I showed him the door and promised to remain open to the concept, the
thought of his gross inefficiency remained with me. And as I discussed the waste of
resources and time of this meeting with my wife, it suddenly hit me.
Much of my - and your - success on the internet is due to two things. And these
two essential ingredients are the ones that salesman Tim failed dismally in:
[ Page 309 ]
1) Correct TARGETING
Tim failed to target me effectively. Instead of inviting me to a large seminar along

with others so that he could speak to 100 prospects at once, he went one-on-
one... wasting hours, days, maybe months of his time on people that would only be
vaguely interested.
Maybe 1 in a 100 would take him up on his offer. That’s a pathetic strike rate in any
field.
eTip
In my self-publishing internet business, ALL my prospects are strongly
targeted through the beauty and efficiency of email. No plodding, singular effort
here. Instead, I use wide-ranging email and forum methods that talk to millions of
people at once. Then I let the interested ones respond to me. No wasted effort!
2) Proper QUALIFYING
Tim failed to qualify me properly many times as a prospect for his business.
Instead, he used only a primitive qualifier - he assumed that if I had a modem to sell,
I must be computer literate and would be interested in his product. Wrong!
You increase your effectiveness to get qualified prospects if you follow my lead
here... all my prospects are prequalified first because they opt in to read the first
chapter of my info-manual.
By this I know they are fully qualified because they’re eager to know more about my
manual. You can’t do better than that.
So I figured Tim had taught me a great lesson. By learning from his mistakes, my
marketing efforts are getting that much more effective!
I never did find out exactly what he was selling though, other than it was a pitch to
come along and meet someone further up the organization. He was unable to even
leave me a pamphlet.
What a way to sell! It’s set up for failure all the way.
When you compare the sales methods here with the pure effectiveness of the
internet, you’re on to a winner, no question about it.
[ Page 310 ]
Revealing hidden content
Should you reveal some of your e-book to titillate the buyer’s wallet, or simply
make them pay without viewing first?
There’s no doubt that a preview will help sales. Prospects want to know what they’re
buying nowadays.
The old days of concealed, “whip your prospects up to a frenzy with sales talk” are
gone with the advent of the internet.
However, I’m a believer in showing the content... not by revealing too much, as
you are then lessening the impact. For information to be really worth something to
your buyer, it has to be partly revealed.
In my info-manual promotions, I allow the reader to read the first chapter.
But as this is mainly devoted to explaining the concept and profitability of

information manuals, very little is given away. The real meat in the product follows
after that.
Persistence pays off
You need to make many offers to get the sale... it’s an essential strategy.
But with your various promotions come rejection, refusals, even rebuffs - and
remarks on how you are ‘too commercial.’ I’ve had some of these.
But only when you approach your e-book market time and time again will sales
start rising.
Persistence is the payoff in the selling business that many experienced marketers
know. If for every 10 approaches they make, they know they will get 1 sale... then
the sum is easy to predict: to get 5 sales a day, their target is 50 calls. Easy!
There’s a great example here that was told by Wendy Evans of Saatchi & Saatchi
Advertising in her book: “How To Get New Business In 90 Days And Keep It
Forever,” and it went like this:
[ Page 311 ]
Story - filling the barges
Imagine your prospects as being a long way down a river, out of sight. You start
sending barges filled with product to them, but it takes quite a while before your
cargo reaches them.
If you stop now, or your prospects happen not to be at the side of the river when
your barges pass, you get no sales.”
“So you have to keep sending the barges down, one after another. Eventually one
of them will connect - a sale!”
“But the promotion attempts don’t ever end - you have to keep the barges moving,
moving, moving. If you stop, then for a while you may get the same volume of sales
as the loaded ones continued to flow down the river and reach their destination.
But when they run out, sales will dry up. So it’s a constant, ongoing process.
This marketing strategy can be applied to your own e-book marketing... it’ll work for
you!
The one-product rule
The only rule about rules is that they’re made to be broken!
I’m generally in favour of the One-Product Rule... “Only offer your prospect one
manual or deal at a time, otherwise they’ll become confused with all the
possibilities.”
But in one of my product lines, I offered a Giant Bonus Pack - all the Reports and
extra value material bundled into one ‘product.’
This bundling secret is not commonly used in our business, and so I want to
highlight how my use of it shot my profits through the roof.
It wasn’t until I bundled all my associated services and reports together that I
started to see some serious sales.
To achieve that, all I did was to put another offer on my order form. (I never call it
[ Page 312 ]
an order form, it is an Offer - mine is ‘Ken Silver’s 10-Day Limited FREE Offer!’).
eTip
Note the 10-day limit. If you don’t have a deadline in ALL your offers,
say goodbye to 50% or more of your business. It’s that important.
My offer was a GIANT BONUS PACK, comprising of all my programs and reports
together with the main manual, worth a total of $105.
I offered it for $49 with a limited timeframe.
And the Bonus Packs sold 1 out of every 5 orders! Through pure opportunism.
This sales secret shot my profits up 37%!
Now the interesting thing, for me, is that each Giant Bonus order represents a
‘vapour’ sale... something from nothing - like smoke. I had the material there - all I
had to do was to present it differently.
Look at your main e-book product. See if you can produce associated material
from it. Then bundle and offer it to your prospects for another bite of the income pie!
Asking for the sale
I got thinking about an email newsletter I received recently. For those who haven’t
been exposed to the exuberant Dr Jeffrey Lant, he has a huge following through
many clever marketing strategies.
Worldprofit
http://www.worldprofit.com
His WorldProfit organisation claims 100 million visits this year on the associate
and home pages that sell his information products and websites.
His advertising methods are both shunned and grudgingly admired by many. But
all the criticism comes from one part of his pitch - it is simply that he asks for the
[ Page 313 ]
sale.
Again and again. Then again. As many times as humanly possible.
On and on he goes, supporting his sales pitches with solid marketing

information, then sandwiching more sales pitches between them.
His in-house classifieds run constantly through his ezine... positioned at the top,
middle and bottom.
SELLING ANYTHING? ANYTHING AT ALL? Then get your sales message on thousands
of websites FREE. Do it at http://www.worldbannerexchange.com
SUBSCRIBE to all the FREE Worldprofit ezines! Do it at

http://www.worldprofit.com/ezines
TUNE INTO THIS SUNDAY’S “WORLDPROFIT INTERNET SUCCESS HOUR W/ DR. JEFFREY
LANT.” Every week we take up another vital aspect of profiting on the net!
The program is 8 p.m. Eastern, this Sunday. No charge to participate, but
you must reserve your phone line in advance.
Mailto:[email protected] to do so!
ARE YOU BROKE? FLAT BROKE? NO BUCKS? Well, let Dr. Jeffrey Lant and
Worldprofit get you out of this completely unsatisfactory condition just as
soon as possible. Mailto:[email protected] w/ “I’M BROKE” in the
subject.
WARNING! “EARLY BIRD” REGISTRATION DISCOUNT FOR THE CLEVELAND PROGRAM

EXPIRES AUGUST 15TH!!! Go to http://www.worldprofit.com/conference.htm now
GREAT NEWS! Already more Worldprofit Associates have signed up for our
“Making REAL Money On The Net” Program in Cleveland, Ohio October 1-3 than
attended our Washington, D.C. program. That means CLEVELAND IS GOING TO BE
PACKED!
Friday October 1 hear Dr. Jeffrey Lant on “WHAT YOU MUST DO TO SELL ON THE
NET!” Ever heard Dr. Lant? He’s an electrifying speaker. Intense,
enthusiastic, punching, probing, funny as Lenny Bruce (and cleaner), he’s
as motivating as Billy Graham while delivering one money-making technique
after another. AND THIS FULL DAY PROGRAM IS FREE IF YOU’RE A
WORLDPROFIT ASSOCIATE!
And here’s a clever catch - many times an opportunity he presents is often

rephrased in 6 different, separate classifieds... each with a vibrant headline
showcasing another point of view.
The effect is outstandingly commercial, and it grates... but it sells.
And it sells well.
[ Page 314 ]
I just had to write this to remind us that it’s often easy to play with sales
projections, and fiddle with advertising placements, but at the end of the day
we’ve just got to sell, sell, sell!
Learn from the Masters
One of the most profitable ads of all time can help you with your e-book
marketing.
In the 1950’s an entrepreneur and advertising copywriter called Joe Karbo devised
one of the most eye-catching ads yet produced.
It has been copied and reused in various forms, but never with the same
effectiveness.
Read the headline and these first dozen paragraphs or so and see why it has
become a classic in its time, and by studying and applying it how you can improve
your marketing in the same way:
(Headline) The Lazy Man’s Way To Riches
(Subhead) “Most People Are Too Busy Earning A Living

To Make Any Money”
(Body copy)
“I used to work hard. The 18-hour days. The 7-day weeks.
But I didn’t start making big money until I did less - a lot
less.
For example, this ad took about 2 hours to write. With a

little luck, it should earn me 50, maybe a hundred
thousand dollars.
What’s more, I’m going to ask you to send me 10 dollars

for something that’ll cost me no more than 50 cents. And
I’ll try to make it so irresistible that you’d be a darn fool
not to do it.
After all, why should you care if I make $9.50 profit if I can
how you how to make a lot more?
[ Page 315 ]
What if I’m so sure that you will make money my Lazy

Man’s Way that I’ll make you a most unusual guarantee!
And here it is: I won’t even cash your check or money

order for 31 days after I’ve sent you my material.
That’ll give you plenty of time to get it, look it over, try it out. “
Note how Joe uses several unique motivators to stir his readers...
• Use of the word ‘lazy’ to appeal to the residual income side in all of us...
• His completely open and transparent explanation of how he will make
money from his offer even while helping the reader...
• The 31-day guarantee (unique in its time)
Some of his sentences don’t even read well grammatically. It made no difference -
this ad was enormously successful.
Increase your profits while reducing your effort
Everyone wants this magic formula. Yet it is not complex, nor difficult to do. There is
only one step to accomplish:
Increase the price of your products.
American mail-order entrepreneur Jeff Gardner broke into a higher profit ceiling
this way.
He says: “One of the things that has made a big difference in my business (and
profits) is realising how important a higher-priced product is. I spent my early years
in this business trying to sell $5 to $10 reports. Big mistake on my part.”
“Recently, I’ve switched to products costing $200, $300 and $500. My profits have
jumped tremendously, I’m messing with less product inventory, and I have less
customer service to deal with.”
“And now, with the customers I do have, I can devote more time to them and help
them more. It has been a better situation all around.”
Jeff sells high priced home study courses, multi-packaged manuals and
[ Page 316 ]
reports.
Revealing your income
Are you put off by the advertisements for moneymaking businesses or manuals that
always seem to promise a giant income for you? Do you believe them? Do these
figures make you interested - or turn you away?
These are all questions, as marketers, we ask ourselves constantly in this

business.
Many people think it is too commercial - too pushy to do this.
Well, I’m in favour of it... of giving income figures wherever you can. There are a
number of reasons I think this way:
1) It is difficult to gain credibility in any business without quoting the income

figures you expect buyers to get from it.
People want to know how much they can make financially with your e-book...
what they can expect to gain by spending their hard-earned money with you. After
all, that’s what business is all about - if you want to grow your investment.
You can say it by explaining that the secrets in your e-book can get you earning as
much as the average Joe or Betty gets. Or you can say how you’ve bought a
Porsche from the sales letter you sent out.
That doesn’t get people too excited. It’s not in their mental arena of possibility. It
probably turns them off your product and concept too.
eTip
It is far more effective to give strong financial testimonials... dollar figures
stated precisely - daily, weekly, or per-project. It focuses the prospect’s mind
wonderfully when they can visualise their money-in-fist.
In my case, I earn over $1,000 a week from my manuals and reports (it’s now
considerably more now that I’m selling through the Internet... in one week I brought
in over $6,000).
But if you went to my website http://www.ksilver.com and erased all the
[ Page 317 ]
statements that talk about my earnings... how could you - or anyone - tell if my
product was worthwhile buying?
You can’t. Accurate sales figures qualify best. If you leave them out, readers may
guess wrongly - or worse, not guess at all - and go on to another site which gives
them a better idea of income.
eTip
If you put an income figure in your sales material, be prepared to back
it up... in some countries and states it is illegal to promise that you could earn a
similar income. Always qualify your statement by saying somewhere in your sales
material: “Results may vary according to your experience and skill level.”
The free Offer
One of the most attractable ways to hook your target audience is to offer a free add-
on. FREE is a powerful word that has an instant appeal.
Here’s a list of some of the ways you can develop a Free Offer to stimulate your
e-book sales. See how many you could adapt to your promotion:
• Free sample of your material... an abbreviated or cutdown version of your full

manual. You could even give away the first chapter of your Manual as I have
done.
• Free information
• Free use of a product for a trial period
• Free toll number to contact you (toll-free number)
• Free gift certificate
• Free estimate or quotation
• Free sample issue
• Free Audio cassette
• Free Video cassette
• Free survey results
• Free seminar
[ Page 318 ]
• Free coupon
• Free consultation
• Free analysis
• Free problem-solving
• Free info-product evaluation
• Free sample if requested on a letterhead or with a business card
• Free return postpaid envelope
• Free two-for-one offer
• Free booklet
eTip
Try to make your free offers conditional on your prospect buying
something from you within a certain period. Or by buying and getting the free
item. Or trialling your product and getting a free item regardless of whether they
take your offer up or not.
There are many ways to benefit and stimulate sales using FREE as your lever!
Banners - are they worth it?
Should you place your marketing reliance on banners? Here’s some information
that will make you think again...
Your readers may not even see banners, let alone click on them.
1) Some readers, especially those with slow connections, view their web pages
with the images turned off. This means they won’t be able to see any banners at
all... only the banner’s HTML title.
2). Perhaps more dangerous to e-commerce are the ad stripping software titles on
the market. These shareware programs stop web pages from loading graphic
images (ads).
[ Page 319 ]
Ad stripping fortunately hasn’t caught on yet... but we hope it never does. Why?
Consider a simple example using search engines.
These are free at the moment because advertisers effectively pay for the service
through the banners. Now imagine if ad stripping takes hold... that means the
search engines will have to look elsewhere for their income.
So website advertising would become ineffective, and commercial sites and

businesses would eventually stop their online ad buying.
Instead, they would charge you to view.
Say goodbye to many of the free services you now enjoy!
This ad stripping concept, although it is not widespread, is going to have some

implications on how you do advertising.
My suggestion is that you don’t even consider banners, but the stick with the “Y
Factor” system that ignores these forms of advertising.
The Guarantee goldmine
There is no substitute for a no-questions asked, money back guarantee -it is a

tremendous confidence-builder for your e-book sales.
You MUST give - and follow up on - a guarantee. The longer the timeframe the
better.
While one of my manual’s guarantee is only 30 days, the one for the Info-Pack is a
full year. In practice your returns are very low if your product is good AND you
present it genuinely and honestly.
eTip
The Guarantee is your primary marketing confidence builder. Without a
guarantee you will have a hard time in the e-book business. You can use the
guarantee to measure the success rate of your products. If the percentage of
returns under your guarantee system is more than 10%, you should look carefully at
your product to see where it is failing. My response rates are a fraction of a percent -
so low at 2 or 3 a year, that I am always surprised when I see one.
[ Page 320 ]
The usefulness of a guarantee comes up from time to time in marketing

discussion. Many people see a guarantee as a small part of the selling package.
But I’ve done a test which contradicts that.
Refund test surprise
To explain: I had a refund request recently. It was only my fourth request from
many hundreds of sales... so it was a bit of a surprise to say the least. Of course I
honoured it.
Then I decided to run an experiment. I cut out any mention of a guarantee in my

website sales material... used nothing at all - didn’t even talk about it. I filled in the
spaces caused by the gap, altered the numerous references to my refund
strategies, and sewed up the page again.
My idea was to see if the guarantee, or lack of it, would affect sales in any way. It
was to run like this for a week.
Well, that week was the lowest sales week on record! I kept the same promotional
effort going, but sales dropped dramatically.
Added to the dive in sales, I also got several enquiries about whether I gave
refunds... or any sort of guarantee.
So I added back the guarantee after a week. You guessed it - sales rose
immediately!
This was a eye opener for me... a real-time indicator of the essential usefulness of a
guarantee.
eTip
In one part of an earlier offer I gave a Lifetime guarantee. This meant at
any time in MY lifetime I would give their money back if they weren’t satisfied my
product did all I said it would. While the response was good to this move, I feel it
was too extreme... a lifetime is one of those too-good-to-be-true periods that would
put people off instead of creating confidence.
[ Page 321 ]
Returns - how to keep them at Zero
Here are 2 marketing ways you can use to keep your returns to almost zero.
I use what I call ‘long term conditionals’ to combat the returns problem. These are
special, extra hooks... in addition to the other benefits I give with the package...
that increase customer satisfaction, and prevent returns.
Use them in this way:
1) Welcome them. A day after your customers receive your e-book, write a
welcome email and include information in it about a new, extra Update Report
bonus.
Explain that from now, and throughout the next year, you will be updating the
content of the manual. All this information will be sent to them free at irregular
intervals - for as long as they keep your product.
There are always improvements you can make to your e-book as a result of
feedback you get, and this is an economical way to do it... as well as a great selling
point for your customers.
2) Give an Ezine away. Include a subscription ezine in the package, but offer it
free. Your customers get it for almost a year! They’d be foolish to return the pack
and lose out on this continuing gold mind of information.
Refunding pdf files
The short answer is that there is no way you can prevent returns once your digital
e-book has been sent. You obviously cannot claim the electrons back.
But you won’t lose out, really. Luckily there are several advantages in this situation
as a digital provider:
1) There is little outgoing cost for you. Maybe some small credit card processing
cost of the few dollars, but little else. This still means your loss is tiny when
measured against the sale price. (I’m assuming you’re not selling a $5 information
[ Page 322 ]
product, but something at least 5-10 times this price).
2) If your e-book is good informational quality... that’s to say you offer above
average value and you personally stand behind it with a good long-term
guarantee... you needn’t fear returns.
As a guide, most mail-order experts agree if your returns go above 10% then you
have a customer satisfaction problem, let alone a refund problem! My returns
number just 7 from over 750 sales... yours can be just as low if your product works
well.
Returns checklist
How do you further avoid returns? Here’s some soul-searching questions for you to
check against:
1) Are you pre-qualifying your prospects before they buy?
Do they really WANT - and are suited - to your product? Or are you selling fridges to
Eskimos, or a complex product to people who just want simple answers?
The better the match, the higher the after-sales satisfaction, and the fewer returns.
2) How can you qualify your prospects more accurately?
In my online ads I used an opening statement like: “Do you want to make up to
$1,000-2,000 weekly, part-time, in your own home-based business?”...Each
pasrt of this sentence qualifies the prospect by making sure they understand what
my info-pack offers.
3) How good is your product?
Excellent? The more your information reveals “little-known secrets” or uncommon

knowledge, the higher leverage you have. Then the less competition you have, and
again, the fewer returns.
4) Is your advertising ‘overselling’ your prospects?
[ Page 323 ]
Are your buyers are disappointed with the reality of your product when they get it in
their hands? Calling your e-book a lifetime golden opportunity - when it is in reality
only gold-plated - will cause this imbalance.
Your buyer will be disappointed, and back comes the refund request!
5) Are your returns policies too strict?
If you give a short 10-day money back guarantee, your returns will increase
because buyers won’t have time to evaluate your product properly.
Rather than spend the time going through the material and getting the wealth of
value in it, they’ll be scared of falling out of the refund grace period... and will waste
no time getting it back to you.
Use a 3-month, or even a year, refund period... it will actually decrease your
returns even further.
The follow up
The lack of a follow-up means lost profits forgotten by thousands of beginners
A few marketers have a systemised follow-up method using autoresponders. For

example when an opt-in ezine subscription is received, the autoresponder unit will
then set up a series of emails. These are reminders and special offers that are sent
to the subscriber at regular intervals.
I do not use this system. Some prominent marketers swear by it. For example Corey
Rudl (The Internet Marketing Center) sells an email management program called
MailLoop.
MailLoop
http://www.mailloop.com/
[ Page 324 ]
It sells for US$399.00. As our manual concentrates mainly on free and nearly-free
software and systems, Mailoop is well out of our price range.
The Email alternative
You can achieve the same effect with a general mail-out from your email program.
It is simplicity itself. You simply make a series of offers via your ezine, mailed to all
your list at the same time.
Of course, the timing it may mean that some prospects will get your offer a day after
they have signed up, and others a fortnight later. I don’t think it matters here.
eTip
The only advantage an email management program offers is the
automation of individual offers. In most cases you won’t need to do that if you send
a global offer. And too, many people now are tired of obvious autoresponder offers.
Resist the temptation to automate too much!
[ Page 325 ]
eBook
SECRETS
How to write ezine articles
An article that you have written yourself is one of the strongest forms of free
publicity available to you. It is a powerful attractor for your prospects because it will
do the following for you:
• Increase your credibility (of course!)

• Enhance your visibility
• Give you material for future books
• Generate leads
• Let you be looked on more favourably by other ezine editors
• Force you to generate new ideas and confirm existing ones
• Provide material for your website
Getting article ideas
How do you get ideas for your articles? One way is to go through the same process
as you did to find the subject for your how-to manual.
• The best articles are those that draw on your experience. Don’t stray outside
your boundaries.
• Remember that although you are trying to promote yourself, don’t do it by
making blatant self-references. Any self promotion should be subtle. Weave
yourself gently into the article. (I’ve broken that rule many times however :-) It
depends how you write it).
[ Page 326 ]
eTip
If you haven’t already done this, sign up to as many similar types of
ezines as the ones you are intending to send your article to. This will give you an
idea of their style and their requirements.It will also help if you can review back
copies too... this means you won’t be repeating old subjects.
Brightening up your article
Once you have the basis for an article fleshed out, use these methods to make it
even more attractive:
1) Don’t be afraid to make your article contrary. A strong article often has strong
opinions. Readers respond best when they are provoked and when they get the
opportunity to look at things in a new way.
2) Use specific examples where you can. Give names and places too... these give
credibility to your writing.
3) Don’t overwrite... keep the thought processes simple. Do this by...
4) Use these helpers: bullet points, listed topics (1. 2. 3.) and subtitles (“How A
Simple Question Can Bring Internet Selling Success”) to make your article clear.
5) Use short sentences and short paragraphs.
6) Make your article timeless. (In internet terms this can mean longer than a
month :-) Will your article ‘keep’ -still be fashionable and relevant - for at least a
month?... this could be the time it takes for a large or popular ezine to accept it.
Better article headings
Your object here is to invite curiosity in your readers. Don’t rely on the ezine
editors to do this for you... they often don’t have the time to dream up exciting
headlines for your article.
The best headlines will indicate what you article is about - without giving the game
away. Use the popular and effective ‘list’ method:
[ Page 327 ]
5 Little-Known Ways To Win A Contract

3 Secrets That Give You Business By Email
Top 7 Secrets to a Stress-Free Work Life
eTip
Use odd numbers only, 3, 5, 7. (7 could be the highest you can go
without making the read seem a long journey). For some reason these odd
numbers are much more attractive to the eye than even numbers.
Capitalise all the words in your headline. This is one way to identify it as a
headline, rather than just comment.
Use the words I’ve referred to in the section of this manual about writing headlines.
Words like “free,” “secret,” “how to” and “reveal” are just as important for articles
too.
Your article signature
Unless you put contact information at the bottom of the article, all your hard
work has been in vain! This is the most important part of your article.
Here you can - and should - skilfully weave a selling sentence into a signature.
Indeed, most ezines allow you to do this as a trade-off for the “free” information they
get for their readers... so don’t be shy!
Always include:
• Your mailing address

• Your website address
• A reason for people to visit you. This is essential... just listing the basic
information will not help. You need to put in a selling statement.
• Make sure you give something away. In the traditional manner of the internet, a
generous spirit returns sales manyfold.
Here is how I wrote my signature especially for an article:
[ Page 328 ]
Ken Silver (mailto:[email protected]) the friendly HomeMade Publisher,

will help you easily create profitable “How-to” information manuals
to sell by mail and internet - without you being a skilled writer.
Get Ken’s FREE and unique “MY SECRET DIARY” newsletter that reveals
fresh successful internet marketing strategies at:
Your article submission letter
Your submission letter to ezine editors needs to be carefully structured. On one

hand, you don’t want to be seen pandering in order to get your article published...
On the other, you don’t want to assume that all commercial ezines will take your
article immediately.
It’s important to:
• Find out the name of the editor and address your email directly to them
personally.
• Let them know you have read and acknowledged any requirements they have
for articles.
• Write your submission letter on their terms... so they know that you have their
reader’ s interests at heart.
• It doesn’t hurt to make your submission LETTER a little tantalising too. After
all, editors are human too, and they respond in the same way to interesting
material as much as their readers do.
• Make your submission email SUBJECT slightly provocative too... I used the
word “interesting!” in the subject field of my email to DEMC to liven up and
invite curiosity.
[ Page 329 ]
Case Study - DEMC
Here is my submission letter to DEMC, a broad-based ezine on business sent to

around 275,000 subscribers.
DEMC
http://www.demc.com
Notice in the submission letter below how I included the editor’s name in the email
subject TITLE.
Then I gave a brief idea of what was coming - including my view of what they were
getting with the word “interesting!”
In the email I also assumed they would be intelligent people, so I used unusual
words like “stint” and “buoyant.” There’s no harm in keeping your vocabulary a
little different when you are dealing with people who understand the English
language (you hope they appreciate your work here!).
I used the sentence:

“Sales have been buoyant... even more so when I made a startling discovery.”
... to create curiosity. Yes, you can use these clever tricks even on sophisticated
readers like editors.
EMAIL SUBJECT: Abbie - Article (Interesting!) For Submission
24/11/98
Dear Abbie,
I’ve been receiving your newsletter for a little while now, and I’m
impressed at the quality of guest authors you attract. I hope this
article - written specifically for DEMC - also makes a similar
contribution for your reading audience.
[ Page 330 ]
Quick background: I owned a couple of community newspapers

for 15 years, and after a stint with Saatchi & Saatchi, developed
a highly successful direct response business.
Now I am applying my hard-won publishing skills and knowledge

to the internet, and am selling successfully to the world.
Sales have been buoyant... even more so when I made a startling

discovery.
You’ll read exactly what in my article.
I look forward to your comments.

Ken.
PERSONAL DETAILS
-
Name: Ken Silver
Title: Publisher
Company: Ken Silver Publishing, 78 Kanpur Rd, Wellington, New Zealand.
Phone: +64-4-477 3738
URL: www.ksilver.com
Article: 7 WAYS TO BE NET-CREDIBLE

-
Two copies of the article are provided. The first is hard-returned
at 60-65 characters, ready for publication. The second is
not wrapped in case you want to make any changes.
Article size: 797 words (body).
Copyright: Usual applies. This article has been specifically written

for DEMC. If it is not required, please advise so I can use elsewhere.
Note: Please provide a virtual tracking email address in my SIG.
After a week with no reply, I debated whether I should write again. Eventually my
practical side took over, and I sent a gentle reminder. It doesn’t pay to be too
aggressive here because...
• It is their decision entirely whether your article will be published.

• Editors are busy people, and your article may have been pushed to the back of
the line.
[ Page 331 ]
• They may have considered your article unsuitable, and not bothered to tell you.
There was one other possibility - that I had posted to the wrong address
and it was gone for ever. So just to cover all eventualities, I sent this pleasant
reminder...
EMAIL SUBJECT: My previous submission
Hi Abbie,
I’m not sure on your author policy and whether you advise receipt of
articles. I ask because I sent an article I had written for DEMC on
the 24 November, and haven’t heard from you.
Normally I would not disturb you and your busy schedule, but as the
article was specifically written for you, I need to know whether I can submit
it elsewhere if it’s not suitable for your newsletter.
Look forward to hearing from you,

Ken Silver
COPY OF MESSAGE SENT
I sent both copies of the article again, and in a day or so I got a pleasant reply back.
Then soon after I received this reply. Success!
^^^
Dear Ken,
Thank you for submitting your informative and helpful article. We

have published your piece “7 WAYS TO BE NET-CREDIBLE”
in our latest issue of DEMC’s E-Magazine. A copy of the issue with
your article was emailed out to you today for your review.
As specified when you submitted your article to us, we ran the article
with your complete contact information listed. We hope this exposure
in DEMC’s E-Magazine will generates new leads for your business.
If you would like to submit any additional articles for publication in

DEMC we would be very interested in reviewing them. Should you have any
questions or need any assistance in the future, please do not hesitate
to contact us.
[ Page 332 ]
Sincerely,
Abbie Drew
DEMC
[email protected]
800-348-3454
^^^
And here is the issue in which my article appeared. I have removed most of the other
content for clarity.
The DEMC Article
^^^
** DEMC ** Volume III No. 97 **

Often Imitated, But Never Bettered
Serving the Internet Since November 1995
WHAT’S IN THIS ISSUE - FEATURES
1) Marketplace Classified Advertisements

2) Business Insights: “7 Ways to be Net-Credible”
3) Feature Article: Y2K - Year 2000 - Millennium Bug - What is it?”
4) DEMC’s - Advertising Information
==================
BUSINESS INSIGHTS
7 WAYS TO BE NET-CREDIBLE
How A Simple Question Can Bring Internet Selling Success
By Ken Silver
A Canadian client asked me an innocent question the other day.

And for the first time in my life, I couldn’t answer it. And
worse - if this question had been asked of millions of other
internet sellers - they would have been powerless to answer too.
It is the most important question anyone who sells over

the net today will ever face.
He posed this blunt question to me, that would soon change

my whole web-life around: “How do I know you’re not a
[ Page 333 ]
huckster like all the others?” Well, I couldn’t answer. How

does anyone answer that? All I could do was talk about my
vast experience. Not good enough... he wanted more credibility
than I could give.
But only days after he asked this question, I discovered one

of the most effective website strategies ever. When I applied it,
I saw my sales rocket over 300 percent... congratulatory emails
started arriving. My e-commerce world changed entirely.
All through changes I made to my credibility.
So how can YOU get credible? What factors do you really need
to overcome your prospect’s suspicions? Is credibility the reason
why only a select few websites spring into profit - while most
never make a cent?
Here’s some of the credibility problems I’ve seen around, and

how they can be corrected:
1. DO YOU HAVE YOUR OWN DOMAIN NAME?

Obvious, simple, but often neglected by many small players.
Using a free public web provider is like renting a store, instead
of owning it. Your own domain name shows commitment,
stability, and yes - credibility. Having one is a small but
important step that accelerates your business standing overnight.
2. USE SOME WORDS SPARINGLY...

There are many weasel words on today’s internet that set off
warning bells in people’s minds. The common ones are: Rich,
Wealth, Moneymaking, Success, Fortune, Millionaire, Mail-
Order. Rightly or wrongly, these words test a site’s credibility
if they’re used to excess. Remove them, or use them lightly.
3 CHECK YOUR GRAMMAR...

The net is mainly a written medium. Yet it is populated by many
people who cannot write properly, and so their credibility
suffers. Here are some common grammatical foul-ups. I see them
daily, yet they are so simple to fix with a spare minute and a
dictionary:
* Confusing lose with loose.

* Confusing you with your (or making a mistake by leaving off the r).
* Confusing its with it’s.
* Confusing there with their.
4. DO YOU REPLY QUICKLY?

Long silences from your business - when your client expected
a reply to yesterday’s email - are not credible. Get an
[ Page 334 ]
autoresponder for the times you are busy or out, and send a
message that says: “Sorry, I’ll be back and replying in person
on Friday.”
5. DO YOU GIVE ‘FOLLOW-THROUGH?’

It’s a different concept from “follow-up”. Your expectant clients
have taken the step to buy from you. But they are nervous,
waiting for something to go wrong... for you and their product
already paid for to disappear without trace.
Reassure them with a series of emails after the sale: “Your item
was shipped today,” and several days later, “Your item is
expected to arrive in ____days,” and then a follow-up, “How are you
enjoying your product?” Nurture them before, during and after
the sale. They need reassurance - you get credibility and kudos.
When I did this, I got thank-you emails to my autoresponder!
6. SHOW YOU’RE A REAL E-PERSON...

Credible, real people give their full name in their net dealings.
They don’t hide behind an alias, a company name, nor use just
their first name or a nickname. They don’t use “we,” which
implies they have a staff of dozens - instead of just one.
7. PROMOTE THE BRAND OF “YOU”...

You can improve your credibility hugely by constantly
reminding people of your specialness... the secret ingredient that
separates you from every other me-too, ho-hum proposal on the
net:
* Show your history. If you’ve posted to discussion boards

over time, then gather your sent messages all together and put
them in a page on your site under “Who is (YOUR NAME)?”
When I did this and pointed readers to mine, the response was
gratifying. People love dealing with credible people who
demonstrate they have a background with a history - and who
like to help others.
* Toss out the old sayings... the cliched phrases that everyone
else has done to death. When I removed a statement which
implied “Buy my product now and you will get rich” and
replaced it with a helpful backup service - a “Free 2 Hour
Consultation Commitment” which positioned me as a helper
and mentor at my client’s shoulders - sales soared.
Improving your credibility is not major surgery. You just make

the subtle changes by removing or improving these factors that
affect your genuineness and helpfulness. Credibility will follow
you automatically.
[ Page 335 ]
###
Ken Silver (Mailto:[email protected]) the friendly HomeMade Publisher,
will help you easily create profitable “How-To” information manuals to
sell by mail and internet - without you being a skilled writer. Get Ken’s
FREE and unique “MY SECRET DIARY” newsletter that reveals fresh
successful internet marketing strategies at: http://www.ksilver.com
Interviews - compelling & powerful marketing!
Of all the marketing promotion I do, being interviewed for another ezine is one of
the most effective I have discovered.
It has the implied authority of an editorial because of the “question and answer”
nature of its set-out.
And an interview is attractive to your readers because it promises a “dialogue”

between the questioner and yourself... this is always interesting to read because it
appears to be your personal viewpoint.
Even though you might write the same material in an article, for some reason an
interview is many times more effective.
You don’t have to wait around to be asked either... the best opportunities come when
you propose an interview to an ezine editor. Rarely will you get turned down.
To make it easier for them, you can write a series of suggested questions which they
made or may not use.
Here are two articles I did for ezines that together with the sales strategy at the end
brought in a considerable number of sales.
Newsletter Interview 1
Interviewer: Rick Smith
Rick Smith, “The Net Guerrilla”
[ Page 336 ]
Discover the Insider Secrets of The Net Guerrilla!

Small and homebased business owners, subscribe today to Rick’s
free online newsletter to discover how to competition proof
your business and be a “Net Guerrilla”. Send any email to
<mailto:[email protected]?body=subscribe%20guerrilla>
^^^^^^^^^^^^^^^^^^^^^^^^
INTERVIEW WITH KEN SILVER
Q: Ken, can you share some of your successful moneymaking projects? Any “case
studies”?
A: The most effective so far has been my Info-Publishing Knowledge Pack. A year
ago I decided that too many people went into mail-order projects and failed. The
percentage was even higher than the number of failures in small business...) over
80 percent. And after 5 successful years in the mail-order business I decided to
analyse why I had succeeded while others didn’t.
Well, part of my answer was revealed to be that everyone started off reinventing the
wheel. They would try various ways that appeared to work well for others, but failed
dismally for them.
I discovered something else as well... they had no-one to get advice from. So they
were working in the dark, struggling to make sense of what should be a simple
process, but not getting far. That’s when I realized that they needed a mentor...
someone with experience who had been through the mill and done it all.
When I found that link in the otherwise perfect mail-order business, I set out to make
myself a mentor to my clients.
It has worked tremendously well. Though I have a lot of mail from my clients wanting
information on their projects - and it is growing the more I sell - I still am able to find
the time to direct people in the right direction.
The Info-Publishing Knowledge Pack was the first complete manual that had ‘me’
along with it as an advisor. I give up to 2 hours free consultation to advise on
projects, tips and advice that is directly for the project my client are working on.
There’s no substitute for real-world advice, and this is why the Info-Pack sells so
well. But while I have time to give advice to a thousand buyers now, I don’t know
what will happen when that number doubles. I’ll be pretty busy!
Q: Do you know of any other ways people are making money in New Zealand? How
any small-time operators have come up with unique moneymaking ideas?
[ Page 337 ]
A: There is a gentlemen in Nelson, a school teacher, who sells a horse-racing

system. And another in Christchurch with a lottery system. But the number of people
who succeed in without strong mentorship in this business are very few indeed.
However I’m starting to see a few students of mine appear now that I’ve been selling
my Info-Pack for a while. I’m sure they will do well.
Q: Why do some struggle to come up with ideas?
A: My theory is that many people are unable to focus. There are too many
distractions in this modern world. It is made worse by the constant barrage of
infomercials and seemingly credible people who say they are making a million
dollars. I can’t tell you the number of times I’ve also been swayed by pitches like
these, and almost decided to throw in whatever I was doing at the time to try them.
Now, many opportunities can be very successful. But many are fake. So many
students say they try this course and buy that manual, and get nothing out of it.
They denounce the system as useless.
In fact, surprisingly, everything works for some enterprising people... it all depends
on the vitality, the persistence, the courage they put into it. Look at mega-marketer
Ben Suarez. In his recent book “7 Steps To Freedom II” he outlines the incredible
problems he faced in his early mail-order years as he tried to bring products to
market. He believes that only one out of 7 ideas tried will work. That is an enormous
waste of time and resources. But we all have to do it to get to the successful
product.
Another example: Many sales organizations tell their salespeople this: “We know
that for every 100 calls you make. You’ll get 20 appointments. For every 20
appointments you’ll get 3 sales. We’ve statistically proven it.”
So the salespeople face up to each day with enthusiasm... they know they only have
to plow their way through the 100 calls to make the sales they need to pay their
commission. So in a reversed way - every turndown from a prospect actually makes
them keener, because they are getting to their goals by going through the failures.
It’s the same with ideas. You have to keeping trying until the one you want turns
up... there’s no short-cut. And the more hooks you have in the river, the more fish
you catch!
Q: What are some cheap inexpensive sources for getting project ideas?
A: Read, read, read! I get through 3 newspapers a day, up to 5 magazines, and

spend yet more time on the internet trolling for more ideas. It is not that there is a
lack of ideas out there... it is more that we have to train ourselves to recognise them.
[ Page 338 ]
There is a good story about American real estate entrepreneur Robert G Allen
(“Creating Wealth” and “Nothing Down”), who back in 1981 had a bet with the LA
Times. He said, “Send me to any city. Take away my wallet. Give me $100 for living
expenses. And in 72 hours I’ll buy an excellent property using none of my own
money.”
And he did it. The example here is that when knowledge meets opportunity, a profit
is born.
Another way for internet users to find ideas is to check out the discussion boards
and newsgroups. You’ll always find a number of questions that are repeated in one
way or another. These questions actually do your idea research for you, because
they have defined the problem - a solution that someone else wants. As we know, a
defined problem is an answer on a plate. No need to send out questionnaires or set
up focus groups - these problems in the forums are exactly what you need to solve.
Q: Ken, it’s said that one way to come up with project ideas is to model a proven
winner... not copycat, but model a proven winner. Can you further explain this to
us?... perhaps an example?
A: Modelling is the easiest way to get started, but the secret to modelling your
business on proven winners is to isolate the part of what they do to gain success.
There are many successful marketers about to model on. Take (American marketer)
Anthony Blake for example. His success factor is not easily modelled - because it is
based on his vast knowledge of his subject.
But you can duplicate one of the factors he uses to gain a leading edge - and his
secret is overkill. Yes - if you ask him a question, Tony will give incredibly detailed
answers at length. I’m an Advisor on his Inner Circle Board, and I know the amount
of trouble he will go to just to answer a question.
Another American marketer, Nicholas Schmidt, uses a clever strategy for his
speciality... the Theme Store. He believes that everything you do should reflect a
commonality - all your projects talking with the same voice.
My winning method is the “How-To” information manual model. Many people only
partly realize how potentially powerful how-to products are. The best thing here is
that “How-To” ideas are in everyone’s head - ready to be released and turned into
income with the right methods.
Q: What are some HOT TOPICS for possible information products?
A: Again, visit discussion boards and newsgroups in your area of experience and
interest. Look for enquiries on each one that have a common denominator. You’ll
find that many people are asking the same questions:
[ Page 339 ]
- How do I get traffic to my site?

- How can I start a web page?
- I need e-commerce... how do I go about it?
Questions like these that are not answered satisfactorily are your gems of
opportunity. They point out areas that people want to know. One of the most
effective ways to make money in anything is to recognize want people want and then
give to them.
Q: Ken, as you know, problems tend to create opportunities.... ideas for products.
Have you had any specific problem that, once solved, created a product or project
idea?
A: No, despite knowing that problem answers are best, my best projects have
tended to be opportunistic. Why? Well, after many years in business I have a sense
of what might appeal to people, and I can develop a product around my intuition.
Not everyone can do this... it takes many years of ‘getting out there’ in the
marketplace, talking, reading and thinking. In a sense it is a refined method of
searching for problems that can be acted on... I’ve just come to it in a roundabout
way.
Q: Can you give, for the benefit of our readers, a project idea they could put into
action right NOW?... Something they can take and “run with”?
A: An affiliate opportunity page for their website. Now, a word of caution - affiliates
are a buzzword at the moment, and not many people are making money at it. But a
page that is actively promoted in an ezine or newsletter could bring in some pocket
money.
Geocities have just listed a number of affiliate programs that could form the basis of
such a page. Each of these sites pay a proportion of their sales on a regular basis.
Here’s what Geocities says about this opportunity in their new Pages That Pay
program that anyone could use or adapt to their own circumstances:
“Homesteaders said they wanted more ways to make money from their GeoCities
home pages, and we listened! The result is Pages That Pay, our new affiliates
program that gives you the chance to sell products from many of the Web’s top
merchants, such as barnesandnoble.com, Egghead.com and Staples.com”
“You may be asking, “What is an affiliates program?” Simply put, it means that you,
the affiliate, can team up with hot merchants and sell products from your home
page. Every time visitors buy something through your site, you earn commissions!”
“Until now, adding merchant links to your home page required you to sign up with
[ Page 340 ]
each merchant individually. But with Pages That Pay, you can add many different
merchant links quickly - and you only have to sign up once.”
“You can sell books, software, movies, concert tickets, office supplies and much
more from your very own home page. You’ll never have to worry about the details of
shipping products or billing customers - the merchants you select take care of that.
All you need to do is create a great home page that attracts visitors.”
“Pages That Pay brings you the best merchants on the Web. Here’s a sample of
some of the leading brands we’ve teamed up with. We’ll be adding more great
merchants on a regular basis, so stop by the Pages That Pay Sales Centre often.”
* barnesandnoble.com - If we don’t have your book, nobody does!

* Digital Work - Online tools for growing businesses.
* Egghead.com - The Internet’s Value Shopping Community!
* E-Merchandise - Bringing the Stars to you!
* Fogdog Sports - The Ultimate Sports Store.
* GoTo.com - Search made simple.
* MSN Expedia - Become a travel agent for yourself and your friends and family.
* Net2Phone - Over 1 million customers can’t be wrong!
* Outpost.com - The Cool Place to Shop for Computer Stuff!
* QSound Labs, Inc. - 3D Audio With Attitude.
* Reel.com - The best place to buy movies.
* Seattle FilmWorks - The Easy Way to Share Pictures via the Internet.
* SmarterKids - The Online Store That Helps You Sell Fun Children’s Educational
Products Parents Want!
* Staples.com - Team with the #1 online office supply store.
* Tickets.com - Covers the world of tickets.
* Tutorials.com - The Leading Provider of Enhanced Learning and Communication
Solutions.
* Value America - The Premier Online Retailer.
“You don’t need to be a business pro to earn money with Pages That Pay. We’ve
teamed up with Be Free, a leading provider of affiliate technology, to make sure
Pages That Pay works for you. We’ve also simplified everything for you - from
choosing merchants and adding links to your site, to producing detailed sales
reports and, of course, getting paid.”
To learn more about Pages That Pay, check out this link: http://www.geocities.com/
pagesthatpay/ptp_market.htm
Q: How would you market this product?
A: I would produce a series of regular mailings to my newsletter/ezine readers, say 2

or 3 a week, each with a short introduction to the way that each of these affiliate
businesses can benefit them.
[ Page 341 ]
Thank you Ken, for your excellent input and comments. How can our readers get in
contact with you?
A: They can visit my website: http://www.ksilver.com

Or email me direct: [email protected]
Or visit my Forum: http://www.netbabbler.com/goto?forumid=11488
Thanks for the opportunity to answer your questions and spread the word about
internet business. The next couple of years are going to see massive explosion of e-
commerce... it is absolutely essential to climb on board now and establish a
presence.
It’s even more important to recognize this now, because in the future we’re all going
find it very much more expensive to be seen and heard. Look at the search engines
who are charging for a good position on their indexes... banner ads that are soaring
in price, paid ezine advertising, and more.
Newsletter Interview 2
Interviewer: Marc Goldman

Marketers Resource Weekly http://www.goldbar.net/
Email to: [email protected]?subject=subscribeMrW
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
INTERVIEW WITH KEN SILVER
1. What are the people who make money online doing consistently that is helping to
increase their leads and sales?
They are marking their patch! Yes, the leaders are moving quickly to firmly establish
themselves in this first wave of internet info-opportunity. They are hosting their
presence on forums and discussion boards, newsgroups, and setting themselves up
as experts in their areas. These early adapters are cleaning up!
But it’s not too late for marketers to join the online rush... and I’ll explain exactly how
in this interview.
2. If you could change one thing that most marketers do wrong, what would it be?
Most entrepreneurs simply put up a website, fill in a few free classified forms, get
active on a few forums, and wait for results... that often never come. Barely 1
marketer in 1000 is making a decent living on the internet. (And the number could
[ Page 342 ]
be much less than that).
This one thing that I’m going to detail now is the most misunderstood aspect of
marketing on the Internet today. It is this - marketers will succeed mainly by putting
their energy into creating a web presence... an online personality.
The most effective way they can do that is by promoting themselves as an ‘expert’.
Obviously if marketers are an expert in their field already, then this is so much
easier. But if they are not skilled or experienced, they can make their website
effectively be an expert for them - by offering a large selection of links on their
subject.
However, no-one should get discouraged - because everybody is an expert on

something! Think back through your hobbies and interests, even your work. As an
expert, you can create a unique position in your field on the Internet. I did this with
“how-to” information products. It was relatively easy because up till now there had
been few people who had recognised this new aspect of informational opportunity. I
had also had several years of mail-order experience in the same field. Many other
web marketers have similar backgrounds.
3. How important is maintaining and building a list? How often should one contact
their list with offers?
Let’s talk about the second question first, by saying you have to be in frequent
contact. And I mean frequent. Even daily. But many recipients get upset if they
receive ezines frequently from the same marketer, even if they have requested them.
Yet this is one of the most important factors in targeting your audience. You must
approach then again and again in print.
Don’t be shy. Ignore the small number who will protest, because the majority will
love you for it! You won’t step on too many toes if you provide useful and relevant
information in your newsletter.
But to get back to your first question. The subscriber list is an essential part of your
marketing. As proof I can point to my own example... a tiny list of barely 1000 opt-in
subscribers, to whom I have sold nearly 700 info-packs. That is an extraordinarily
high success percentage, but it was easily achieved simply by:
Emailing frequently, and,
Providing useful information that readers could apply immediately to their own
marketing.
4. What is the most important thing you can do on a consistent basis to be

successful?
Apart from daily marketing, you should observe basic business practices. The three
[ Page 343 ]
most important among them being:

1) Answer your email promptly
2) Be friendly and open in your marketing
3) Under-promise and over-deliver.
Many marketers on the Internet don’t have basic business experience. The internet
is all they know, and this is not enough. For anyone who wants to get experience,
even taking a part-time job at McDonald’s will help immensely with an internet
business.
5. Why is it that most online marketing efforts fail to produce the marketer’s
expected results?
This answer is closely linked to the ones above... I can’t stress how important it is to:
Be an expert in your field,
Market aggressively through your list.
Anyone who fails to get a reasonable response in their own marketing should look at
these two points closely.
6. How many products should one be selling from their website?
Let me answer that by asking - how many buying opportunities can you wave in
front of people and expect them to make a correct decision - or any decision at all? If
it is three products or more, you are asking them to make a complex decision. Even
with two products to choose from, they have to make alternatives. With only one
product, it’s easy, because the decision is: to buy - or not to buy. For most people
that is a stressfree decision to make. If you have done your marketing right - it will be
an effortless decision for them.
Keep it simple. Overchoice means complexity, decision-making, and to find the time
to research. Not many people have these luxuries. Like most of us, a buyer wants to
make a quick decision. We help them by keeping the choice simple: Offer just one
product.
Every day I see complex home pages with dozens of products on show. They will
never be as effective as a strongly targeted and focused site with only one or two
products.
7. What is the optimum price to charge for an entry level product?
Many experts in the off-line mail-order field will tell you that a $50 item is the
minimum for a profitable business. That may be true in the paper based world, but
not so here. Online you can sell even a $19.95 digital product in quantity, with tiny
overheads - maybe just a dollar or two to the credit card provider. Your marketing
[ Page 344 ]
costs are close to zero. Selling digitally, you have the best business in the world!
8. Should every marketer have a back end product/service?
Once again, in the mail-order world, a back end is imperative. Because of the large
costs in promotion and marketing off-line, mail-order businesses often lose money
on their first product in order to sell their back-end later on. But again, the Internet is
different. Here you can reach an infinite number of people at practically zero cost...
so the old way of doing things doesn’t apply. I didn’t start with a back end as many
people recommend... and the sales of my primary product have been more than
adequate.
9. Is there an information product for everyone? What I mean is; can you find a
target market and come up with the information that they would buy to, or are there
some markets that will not purchase informational products?
Yes, there are markets which seem attractive, but have traditionally not proven to be
good sellers. An example of this is real estate information... it would seem that
everybody wants to know how to buy a house, but few info products sell well in this
field. However, if you were able to produce a manual outlining the most successful
way to win a house through entering a contest - this is a different story. Putting a
twist on ordinary information is the way to succeed.
10. How do you create a simple “How To Product” and how long should it normally
take?
You can do an instant how-to product right now by attaching a tape-recorder to your
telephone and interviewing an expert. This method is quite common as a way to get
started quickly. In this case, about one hour’s recording and some time spent
transcribing will do wonders. You will have an instant product of 20 or 30 pages.
However, the best way is to start from scratch using your own unique knowledge -
as an expert in your field. If your product is in demand - like a winning Lotto system
for example - you can produce 20 pages in a matter of days and be on your way. An
info-product of 100 pages usually takes about one month to complete.
11. Are “digital” products the future?
Most definitely. The ease and convenience of a digital product - as we see now with
info-products produced in e-book form - is the way of the future. But there are a high
percentage of people not on the Internet who can be a substantial part of your off-
line business. Don’t forget them - they can make a large and regular addition to your
digital income.
12. What can marketers do to keep their return rate low?
[ Page 345 ]
The first and obvious solution is to provide quality. The more unique and useful your
information, the less likely it is to be returned. Of the many hundreds of info-packs I
have sold, there have been only five returns... and none of the returners were
dissatisfied with the product.
A special tip for mail-order products: shrink wrap your product. If you have three
parts to your product, shrink wrap them separately as well. Somehow people
perceive shrink-wrapped items as more valuable.
Online, provide a regular newsletter to buyers. If, say, you provided a year’s free
subscription for a newsletter which would normally sell at $90, there is a strong
incentive here for buyers not to return the product.
13. Is there a secret to creating How To Products that you can share with our
audience?
Marc, one of the most important issues many beginners have in our business is to
find a subject that is unique and in demand. This is not as hard as it sounds, but a
surprising number of people are unable to come up with a marketable subject. This
is where my expertise can help them... I provide guidance in the direction they
should go for a small extra cost. And my manual explains how to find the most
suitable subject in detail too.
One of the biggest hooks to acquiring your product is to offer a moneymaking

solution. Tell your buyers how to make money with the information you are going to
give them. Set the details out step-by-step, and before you know it, you have a hot
winner on your hands!
14. As far as Free Publicity is concerned, what can a marketer do to make their site
more attractive to editors?
Editors are the same the world over... they want timely, interesting - and sometimes
provocative - news for their readers. In your press release, you should put the most
interesting fact about your product in the first paragraph.
And remember, the most interesting fact is not how customers can buy the product
from you! Instead, think of the reader first and what they want, then write your press
release to appeal to their hopes and aspirations.
15. What are the most cost effective methods of advertising online?
Unfortunately, many cost-effective methods are not “effective” methods on the

Internet! Banners, free classifieds and similar “too good to be true” areas have
proven not to be that effective. One of the best ways is to participate in a forum. You
[ Page 346 ]
need time to do this, but the results are very effective. Here’s why: when you take
part in a discussion board you are automatically displaying your expertise in your
answers. There is no better way to showcase your talent than this. A half hour spent
a day replying on several forums will work wonders for your reputation... and sales.
16. How important is customer service, especially on the net?
Customer service has become an essential part of the net enterprise. Customers
today expect a rapid speed of response... but often get long delays and poor quality
response. Anyone who can improve on today’s standard will do exceptionally well.
17. What is a reasonable time for a customer to wait before their product gets
delivered?
Instant! Yes, the sooner the better. Never has it been as imperative to provide
blinding speed as on the Internet today. The closer you can approach this instant
response, the happier your customer will be.
18. Has being a New Zealander ever been a hindrance to your online business, or
does that simply prove your theory that you can live anywhere and run a business in
mail order/internet marketing?
It has made no difference whatsoever. I am convinced now - with my customers

spread right from northernmost Newfoundland, down to New Zealand at the bottom
of the world - that anyone can indeed be a global enterprise just working out of their
front room. The majority of my buyers are American, with about 10% from Europe
and elsewhere. It’s made no difference to my success where they are located, or
where I am located.
And your business can be portable too... a few weeks ago I travelled to England on
the other side of the world, and for ten days successfully ran my enterprise with just
a laptop and a phone connection.
19. How important is branding your business?
Management guru Tom Peters has consistently talked about the “brand of you” as a
marketing force. If you are a one-man band, you are a one-man brand! It is all tied
up with the personality of your business. The more you inject your personality into
the business, the more successful you will become.
I have lost count of the times I visited websites where not a trace of the owner or
operator can be found. This is bad for business... I recommend to get your site
branded with your personality today!
20. What can a beginner do today to get started in “How To” Publishing?
[ Page 347 ]
The first step is to get more information from experts, people like me. Visit some web
sites, ask questions, get an idea of your market. This shouldn’t take long... the “how-
to” market is seriously underrated.. Few people realise how immensely profitable it
can be, and how little competition exists. Because the number of information
subjects is so vast, anyone can write on any subject - without conflicting with
anyone else. I’ve said it before, it’s the best business in the world!
Here’s another way to start: I’d like to offer your readers the opportunity of winning a
free info-pack worth US$47.00. All you have to do is enter your email address at the
top of my forum page at: http://network54.com/Hide/Forum/goto?forumid=11488
You will then be subscribed to my newsletter, a sometime daily, sometime weekly

information source on “how-to” publishing... and be able to read the abbreviated first
chapter of my info-manual “How To Make $100,000 A Year Part-Time Creating How-
To Manuals At Home” absolutely free.
Both the 5th and 15th subscriber will win a free info-manual! Don’t delay! Look
forward to seeing you there...
Ken Silver
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
Digital Book Author
Creating How-To Manuals At Home.”


^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
[ Page 348 ]
eBook
SECRETS
Pyramid your publishing profits
So your manual or booklet is selling well, but you’re not making a decent living at it
yet. How do you generate more income? More importantly - how do you increase
your profits?
The answer is to increase your product lines. Have several INCOME STREAMS.
You need to increase the number of products you sell.
As some authors find, selling one e-book manual or booklet is not going to give a
spectacular income without hard work.
This is because:
• If you sell a gardening How-To e-book manual on spring vegetables, your sales
may fall off in winter.
• Your e-book on making pottery may not be a big seller in the summer months
when your readers want to be out water-skiing.
eTip
The secret is to layer your income with more how-to e-book manuals,
one after another. Once you have completed one e-book manual or e-booklet, you
need more product linked to your main one to on-sell. Worried about the extra
work? Don’t be. Building a line of related manuals may seem harder than it really
is.
There are several ways to do this without too much extra work. (Thank goodness,
you say!
1) Expand your manual into several smaller booklets. Or,
[ Page 349 ]
2) Take one area of your manual and expand on it in detail. Produce it as another
manual or booklet. Or,
3) Condense your manual and offer it as a reduced price product. Do this only
after all your marketing efforts at the higher price are exhausted.
To successfully do this, completely finish one product BEFORE you move to

another. Have the income stream working properly before you move on to the next
one.
EXAMPLE:
One of my manuals sold well at $39.95. Then I went back to all the database of
unsold prospects and sold a condensed version for $20.
Spread the risk
Spread the risk - put your eggs in many baskets
Maybe you think you could make a financial killing with one product - one
manual or a single booklet. You start by giving your idea some thought, and decide
your reader demographics are so wide that nothing could reduce the flow of orders.
But, sadly, one day they will dry up for any number of reasons.
• Maybe your information is outdated by changing events.

• Perhaps fashions change, and your information is no longer necessary.
There are a variety of reasons for the possibility that your product may not be as
popular as it once was in your golden days.
And worse, you are now relying on the income. You have paid a deposit to have the
roof retiled, and your next two month’s income is needed to pay it off completely. Or
that Pentium II computer you bought a year ago needs expensive upgrading, and
you can’t pull in any more income until it has been fixed.
So, the answer is simple. Diversify. Spread the risk.
And do it by expanding the best way you know how... in the same type of business -
the information manual e-book business you know and do so well.
[ Page 350 ]
Now that you realise this, you are ready to start Manual No. 2 or 3, or 4... or more!
eTip
It is easier to make $24,000 from 3 manuals at $8,000 per item each year,
than it is to make $24,000 from a single one. Your aim should be to increase the
number of income streams you have flowing into your bank account. Do this by
having a variety of Manuals and Booklets on varying subjects.
Of course, you don’t have to be the creator of everything you sell:
• You can expand your line by also selling products created by others.
• You can have orders for other people’s products, where you send an order to
your supplier who returns the product to the customer.
But as I have emphasised before - your own product is best.
Improving Your Hit Rate
Once you’ve got success from one manual, keeping moving!
A Manual is designed to help your readers in one specific area. You already know
how you can expand it to help that same audience further.
For example, a closely-tied manual for this e-book would be a ‘Search Engine
Marketing’ manual. (Yes - it’s already under way!)
So find out what these are for your readers... how you can help them solve their
pressing problems. And then work on a solution:
• One book can be broken down into several Special Reports, audio tapes,
videos, home study courses.
• Several related smaller products (such as Special Reports) can be grouped
together to form the foundation of a new book or other major information
product;
• A chapter or section of one product may be expanded later into yet another
major information product.
[ Page 351 ]
• Excerpts from your Manual can be used as articles to promote sales of the
product itself, as well as other related products or services.
Lifetime Value
Have you estimated the lifetime value of your customers? You’ll be surprised at
how much they could spend with you over a long and extended period, given the
chance.
If you offer them a manual each year, and they spend $80, that’s $800 you have in
the bank over the next 10 years. 1000 customers like that means another $800,000
every 10 years.
What would happen if you didn’t make those offers? Or didn’t have a back-end
product? Yes - say goodbye to a huge potential income.
Product Or Affiliate?
This is a common question I get every once in a while:
“Do you think a newbie to marketing should focus on

developing a product such as you have done and
give priority to promoting it; or learn more about
affiliate marketing? I’d like to hear your opinion.”
Many top marketers promote affiliateships because their global boundaries are
expanded enormously. It’s like suddenly having hundreds of no-cost salespeople
all plugging their products.
In the business world, this is a good thing. Free expansion, so to speak. And I’m in
favour of the concept.
But many people trying to make money as affiliates fail for one common reason -
they have no experience of the product.
eTip
A grounding in the product is essential for affiliates. This is such an
essential part of the selling process, it’s no wonder they can’t make sales. It’s like
[ Page 352 ]
asking a man to demonstrate cosmetics (with apologies to any man out there who
does use make-up perfectly), or a pencil salesman to sell computers.
Background is so important.
I have the Reprint Rights offer for my e-book available right now, but I won’t even
consider allowing someone who hasn’t already bought my manual to sell it.
So those are the things a newbie should figure on when they look at any affiliate
product:
• Know the product from personal experience

• Be able to give a personal testimony on how it has worked for them
Those are powerful selling points and essential for marketing.
By far the best deal is having your own info-product. Not only will you have less
competition because your material is usually unique, but there is a lot of kudos to
be gained from publishing your own material... you’re seen as an authority and this
carries a lot of weight.
But if you don’t have the time, and just want to get started and dip your toes in the
water, then try affiliate programs. Then, once you gain some hard experience, you
can launch your own info-product.
A good source for affiliate program information is Declan Dunn’s website:

Declan Dunn
http://www.activemarketplace.com/win
Authorised Reprint Rights
You can expand your e-book empire quite rapidly with reprint rights. These are the
exclusive rights to sell a product and keeping all the profits for yourself. The
conditions and percentages vary depending on the rights you buy.
Notice that I have included some strong selling benefits in my own offering below.
For example:
• I’ve named my rights package as Authorised Reprint Rights. This title gives the
[ Page 353 ]
product some authority.

• These are exclusive rights - which means that the buyer can sell on and
keeping all profits and income from the sales.
• The only restriction is that they cannot sell the rights. That means for example
they cannot duplicated what I am doing in selling the rights to my product.
• I made only 20 rights available. A restriction is important to the buyer, because
it means the rights have some exclusivity... the chances of the market being
saturated is very unlikely. The same applies to the Master Rights... there will only
be three available at US $6000 each.
The information on reprint rights below appears on my web page, and is directed
towards potential rights buyers by answering all their questions.
AUTHORISED REPRINT RIGHTS
Exclusive Limited Offer For The

Info-Publishing Knowledge Pack
I’m offering a limited number of Authorised Reprint Rights for my

Info-Publishing Knowledge Pack. There are just 20 international
rights available in total, and demand is expected to be strong.
WHAT ARE AUTHORISED REPRINT RIGHTS?
Authorised Reprint Rights are the exclusive permission for you to take my full Info-
Publishing Knowledge Pack product and sell it either on your website, or by mail-
order - or both.
You can duplicate and sell my Info-Pack product as often as you like, without
paying out any royalties, or making any other extra payments to me whatsoever.
You can promote it globally... there are no area restrictions. And you keep all the
proceeds.
All you need to do is follow my easy instructions for marketing the Info-Pack. You
get regular emails from me on methods and ways to get more sales from your
Authorised Reprint Rights package. And of course you’ll get full support for your
questions on any aspect of the Info-Pack.
If you decide to sell the Info-Pack by direct mail (mail-order), you’ll also get all the
material you need to start.
[ Page 354 ]
HOW TO ACHIEVE SELLING SUCCESS WITH REPRINT RIGHTS
On the internet you will succeed best in selling these rights if:
You have previously used the Info-Publishing Knowledge Pack.

You have a website and a mailing list, or
You have a website that promotes similar products, or
You are an active marketer.
If you have a website, but no marketing strategy, I will assist you in finding ways to
help increase sales for as long as you need it.
IT’S A SAFE INVESTMENT
Here’s why your investment can be safer and more profitable than almost any other
printed information product I know:
1) High Sales Volume
My Info-Publishing Knowledge Pack is a winner. Over 600 have sold since the end
of last year at prices up to NZ$170 each, and with only 2 (yes, TWO - that’s not a
misprint) returns... and neither of them were dissatisfied with the quality of the
Pack. Even if you are new to Reprint Rights and the publishing business as a
whole, you’ll know that this is an exceptional record.
The Info-Pack is even more attractive now as it can be sold without my

Consultation Commitment offer ($500 worth of my time over a year) for just
US$39, or WITH the Consultation for US$78. These low prices have proven to be
a winning move with sales leaping up to 7 times the previous volume.
2) Full Backup And Support
I stand behind my product totally. You may have been to my Self-publishing

Discussion Forum, even posted on it perhaps, and know that I have been active in
the self-publishing business for some time. And I’m a Board Advisor for Tony
Blake’s Inner Circle... you can’t get more credible than that. These facts help
cement your sales to your own buyers.
3) Top Quality Service
[ Page 355 ]
If you’ve seen the unsolicited testimonials on my website you’ll know that I try to
give superior service in everything I do. Your customers are also my clients, and
you’ll be happy that I give full backup in everything I do. This helps you sell my
Info-Pack with confidence.
4) In-Demand Product
Here’s a further guarantee of quality for you. I was recently approached for the
Reprint Rights for my Info-Pack by Dr Paul Hartunian (the man who sold
Brooklyn Bridge). Paul is a discerning businessman who specializes in Reprint
Rights, and he wanted mine. If he didn’t think my product was viable, and worth
its weight in gold, he wouldn’t have made the offer to me.
5) No Royalty Payments
There are no ongoing royalty payments or per copy payments. Once you purchase
the Authorised Reprint Rights, all income you make marketing these products is
yours to keep. Additionally, you are not required to provide me with any
information regarding your sales figures.
All these points are important for you, because your income depends on my
product. You’ll want to know if I can deliver quality... I can. And you’ll benefit from my
reputation.
YOUR INFO-PACK OFFER
You can sell my Info-Pack from your website or by email, either in a hardcopy form,
or digitally as a PDF file. Your costs are minimal when you sell and deliver
electronically... as much as 99 percent of the selling price is yours to keep. I’ll even
help you set up a way to do this.
What do you get with my Authorised Reprint Rights offer?
1) Reprint and Duplication Rights.

The reprint and duplication rights give you the non-exclusive right to duplicate, sell,
give away, rename and resell individual copies of the Info-Pack in any way you
choose.
2) Master Product Material.

You get the current Info-Publishing Knowledge Pack along with all the sales
material for both your website or for mail-order. It is provided in Acrobat PDF form,
but it can be mailed to you as hardcopy if you prefer.
3) Masters Of All Promotional Material.
[ Page 356 ]
You also get my sales letter for your website, and a free secure server order site set
up to process the orders. (You’ll need to have a credit card account to process credit
card payments).
4) Retained Income.
ALL income from all and any sales is yours to keep.
5) Product Guarantee.
The offer comes with all the guarantees and benefits that you know about already
as an Info-Pack buyer. (Visit my website to refresh your memory).
6) Certificate of Reprint and Duplication Rights.

This is made out in your name, giving you the legal right to reprint and duplicate
the product.
RESTRICTIONS
The only restriction on the Authorised Reprint Rights is simple: you can not offer
the Info-Pack products as a wholesale agent (you must only sell them to retail
customers), and you may not sell the reprint and duplication rights to anyone else.
However you can obtain those rights. Just send me an email and I can give you
more information.
WHY REPRINT RIGHTS ARE GOOD BUSINESS
For more independent information, take a look at two other websites that deal with
Reprint Rights. You’ve got to know all the facts.
The first is a past newsletter by Bill Myers, where he talks straight at you about the
upside and downside of Reprint Rights. He gives warnings that you should take
notice of too... but I can tell you first that my Authorised Reprint Rights pack has
NONE of the problems he talks about. And he talks about all of the benefits too -
they are numerous. Bill sells the rights to a lot of his own products and admits they
are a good income earner for his buyers. See this site now:
The second is Dr Paul Hartunian’s site. As I’ve mentioned, Paul is the expert. He
makes a very good living selling Reprint Rights, and his information will help you
too:
HOW TO ORDER:
When you order, you’ll receive the current Info-Publishing Knowledge Pack as an
attachment, just as your own customers will. Within 24 hours, you’ll receive PDF and
[ Page 357 ]
HTML files location that contain the website and marketing material.
You’ll be in constant contact with me - I’ll advise you on the best ways to sell the
Info-Pack, as well as ways your can improve your sales.
Thank you for your order!

Ken Silver
SMALL PRINT
Because you are buying the rights to the resale of a product rather than the product
itself, this is not a business opportunity, and there is no formal refund policy. The
sales depend on the effort you make to promote the product, and I cannot be
responsible for your sales volume success or lack of it.
However I pledge to back and support you in every way for as long as it takes, to
assist you in the sales & marketing process. No guarantee is given for achieving any
sales figures, or for the claims of the product. Any sales are dependent entirely on
your own individual efforts and any figures here should be taken as a guide only.
State and local area taxes are your responsibility.
Please make sure you understand these statements fully so that we can continue a
happy business relationship.
eBook Rights
The letter for the eBook Rights is similar, but reflects changes made in the period
since the Info-Pack Rights were released:
AUTHORISED REPRINT RIGHTS
Exclusive Limited Offer
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
“Ebook Secrets: How To Create And Sell
Your Own Profitable eBook On The Web -
Using Free and Nearly-Free Programs”
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
I’m offering a limited number of Authorised Reprint Rights for

this manual. There are just 20 international rights available
[ Page 358 ]
in total, and to date (Sept 99) 15 have been sold.
WHAT ARE AUTHORISED REPRINT RIGHTS?
Authorised Reprint Rights are the exclusive permission for

you to take the eBOOK SECRETS manual and sell it
either on your website, or by mail-order - or both.
You can duplicate and sell the product as often as you like,
without paying out any royalties, or making any other extra
payments to me whatsoever.
You can promote it globally... there are no area restrictions.

And you keep all the proceeds.
All you need to do is follow my easy instructions for marketing

it. You get regular emails from me on methods and ways to get
more sales from your Authorised Reprint Rights package.
And of course you’ll get full support for your questions on any
aspect of the e-book.
HOW TO ACHIEVE SELLING SUCCESS WITH REPRINT RIGHTS
On the internet you will succeed best in selling these rights if:
* You have previously experienced e-book publishing.

* You have a website and a mailing list, or
* You have a website that promotes similar products, or
* You are an active marketer.
If you have a website, but no marketing strategy, I will assist you

in finding ways to help increase sales for as long as you need it.
IT’S A SAFE INVESTMENT
Here’s why your investment can be safer and more profitable than
almost any other information product I know:
1) High Sales Volume
My previous manual, the Info-Publishing Knowledge Pack is a winner.
[ Page 359 ]
Over 750 have sold since the middle of 1998 at prices up to NZ$170
each, and with only 4 (yes, FOUR - that’s not a misprint) returns...
and no-one was dissatisfied with the quality of the Pack.
Even if you are new to Reprint Rights and the publishing business
as a whole, you’ll know that this is an exceptional record.
2) Full Backup And Support
I stand behind my product totally. You may have been to my

Self-publishing iscussion Forum - even posted on it perhaps,
and know that I have been active in the self-publishing
business for some time. And I’m a Board Advisor for Tony
Blake’s Inner Circle... you can’t get more credible than that.
These facts help cement your sales to your own buyers.
3) Top Quality Service
If you’ve seen the unsolicited testimonials on my website

you’ll know that I try to give superior service in everything I do.
Your customers are also my clients, and you’ll be happy that

I give full backup in everything I do. This helps you sell my
product with confidence.
4) In-Demand Product
Here’s a further guarantee of quality for you. I was recently

approached for the Reprint Rights for my Info-Pack by Dr Paul
Hartunian (the man who sold Brooklyn Bridge). Paul is a
discerning businessman who specializes in Reprint Rights, and
he wanted mine. If he didn’t think my product was viable, and worth
its weight in gold, he wouldn’t have made the offer to me.
5) No Royalty Payments
There are no ongoing royalty payments or per copy payments.
Once you purchase the Authorised Reprint Rights (US$900), all

income you make marketing these products is yours to keep.
Additionally, you are not required to provide me with any

information regarding your sales figures.
All these points are important for you, because your income
[ Page 360 ]
depends on my product. You’ll want to know if I can deliver

quality... I can. And you’ll benefit from my reputation.
THE OFFER
You can sell my eBOOK SECRETS manual from your website

or by email, either in a hardcopy form, or digitally as a PDF file.
Your costs are minimal when you sell and deliver electronically...
as much as 99 percent of the selling price is yours to keep. I’ll
even help you set up a way to do this.
What do you get with my Authorised Reprint Rights offer?
1) Reprint and Duplication Rights.

The reprint and duplication rights give you the non-exclusive
right to duplicate, sell, give away, rename and resell individual
copies of the eBOOK SECRETS manual in any way you choose.
2) Master Product Material.

You get the current eBOOK SECRETS manual along with all
the sales material for both your website or for mail-order. It is
provided in Acrobat PDF form.
3) Masters Of All Promotional Material.

You also get my sales letter for your website, and a free
secure server order site set up to process the orders. (You’ll need
to have a credit card account to process credit card payments).
4) Retained Income.
ALL income from all and any sales is yours to keep.
5) Product Guarantee.
The offer comes with all the guarantees and benefits that
eBook SECRETS manual buyers get.
Restrictions
The only restriction on the Authorised Reprint Rights is

simple: you can not offer the eBOOK SECRETS manual
as a wholesale agent (you must only sell them to retail
customers), and you may not sell the reprint and duplication
rights to anyone else.
[ Page 361 ]
However you can obtain those rights. There are only three
Master Rights available at US $6000 each.
WHY REPRINT RIGHTS ARE GOOD BUSINESS
For more independent information, take a look at

Dr Paul Hartunian’s site. As I’ve mentioned,
Paul is the expert. He makes a very good living selling
Reprint Rights, and his information will help you too:
http://www.concentric.net/~prpro/licensekit.html
How To Order:
When you order the Authorised Reprint Rights (US$900),

you’ll receive the current eBOOK SECRETS manual details,
just as your own customers will.
You’ll be in constant contact with me - I’ll advise you on

the best ways to sell the manual, as well as ways you
can improve your sales. Go to:
Look forward to hearing from you!

Ken Silver
SMALL PRINT
Because you are buying the rights to the resale of a product

rather than the product itself, this is not a business opportunity,
and there is no formal refund policy.
However I pledge to back and support you in every way for as

long as it takes, to assist you in the sales & marketing process.
No guarantee is given for achieving any sales figures, or for the

claims of the product. Any sales are dependent entirely on your
own individual efforts and any figures here should be taken as a
guide only. State and local area taxes are your responsibility.
Please make sure you understand these statements fully so that

we can continue a happy business relationship.
[ Page 362 ]
Letter to Authorised Reprint Rights buyers
When my Reprint Rights buyers make the purchase, I send them the following email
message which gives full details on my support, and their instructions.
Hi (name),
Here are your details for marketing and promoting the

Info-Publishing Knowledge Pack.
As you know, I’m going to share with you my strategies for

successful selling from time to time by email. For example,
I’m compiling a series of my successful newsletters which
you can adapt for your ezine.
But to start the process, either selling through your

website, or by direct mail, here is what you’ll need:
WEBSITE:
1) Copy the site at: http://www.ksilver.com/arr.htm

and link it to your own website.
It is an adaption of my successful site. Please check the

text carefully, word by word. It has some dates that will
need changing frequently, and some pricing and ordering
references that you may want to change to suit your own
circumstances.
- The page has links built in for the sample income webpage.
- You can place links back to your own pages.
- You can also place your own address on the page if you want.
2) If you have a credit card merchant account, you can use

the free order form by GTA-Tech at: http://www.gta-tech.com/
Follow their instructions for obtaining the order form,

and don’t forget to link the form to the sales webpage.
The link phrase is near the bottom of the page, and reads:
[ Page 363 ]
“Immediate Order With Your Credit Card On Our Secure Server.”

Change it to your new GTA order form URL.
DIRECT MAIL:
Use the text from the 3 sales letters in your PDF Info-Pack:
pages 142 to 168.
Because your strategy and pricing structure will be

different. ie; you may prefer to rewrite the letters to
fit your own promotions, I suggest you copy and paste
the text from each page, and put them on your word
processor. Then you can rewrite or alter the message
to suit.
PRICING:
My prices are suggested prices only. You are free to
offer the product at any price you want. Many people
have suggested my indicated prices are far too low,
so you may want to raise them.
Suggestions have been made that the Info-Pack together

with an audio tape would retail at over $150. Try whatever
price you feel comfortable with promoting.
REFUNDS & RETURNS:

You are responsible for all refunds and returns, and
should they occur, please be prompt in your repayment.
As I have had only 2 refunds of the Info-Pack in over

600 sales, your returns should be similar. If they are
not, you may be targeting the wrong audience, or hard-
selling. Either way will reduce buyer loyalty.
Consult with me if you have doubts over your marketing

strategies here.
-
Let me know if there’s any more information you need.
I’ll give you a prompt answer on any question you may
have, and you’ll also get updating email information
from time to time.
Best regards
Ken.
[ Page 364 ]
^^^^^^^^^^^^^^^^^^^^
Bulletins
Each rights buyer receives a regular bulletin which gives more selling information
and backup support from me. I also answer their questions individually.
Reprint Rights BULLETIN #1

^^^^^^^^^^^^^^^^^^^^^^^^^^^
Welcome to the first bulletin for you as an Authorised Reprint

Rights purchaser. This is one of many regular short emails
from me that will help you get the most from your investment.
Please don’t hesitate to ask me questions if you have any

queries about the rights system, or how you can get more
sales. I’m here for you!
Ken Silver
^^^
I received a question from a prospect recently that will be of

interest to you all. He asked me how would I honour all the
Consultation Commitments if he sold a large number of the $78
Info-Packs.
In essence he was asking how he could guarantee his clients

would get the service offered in the sales letter, if all sales
got too high for me to service them.
The answer is simple - I will honor every Consultation Commitment

sold by all 20 Authorised Reprint Rights owners.
Here’s why.
My experience has been that barely 10% of all Info-Pack buyers

will make a start on their info-manuals, despite my enthusiastic
proddings to help them along!
And 10% of projected sales over the next year is still a

[ Page 365 ]
comfortable number for me to respond to. Sales will need to go

to ten times the present volume in the next 12 months before it
gets to the stage where I cannot meet my commitments to my
rights clients and buyers.
So you can be assured you’ll get full service all the time.
All the best!
Reprint Rights BULLETIN #2

^^^^^^^^^^^^^^^^^^^^^^^^^^^
Hi again!
Many of my ezine topics are sales stories designed to

sell the Info-Pack. Normally you would not read them
as a sales message directed at you, but as a resource
for selling my Info-Packs to your own readers.
I’ll be sending these ezines to you as I would to a

reader on my own list. You can take what you need from
them, adapt them, and send to your own mailing list.
You can use them:
1) As an ezine from me straight to your list, but

with your own contact details.
2) As a ‘guest comment’ from me within your own ezine.
Just remember:
- Remove the content that doesn’t apply. In the case of

the ezine I’ve given below, you would not use the
FREE CONTEST unless you planned to start this yourself.
- The $39 offer will obviously not apply, unless again

you plan to follow my pricing structure exactly.
- Each message must be signed by me... you cannot put

your own name on the ezine as author. This is to
maintain the integrity of the message.
[ Page 366 ]
- You can use whatever subject heading you like.
Any questions? Let me hear them. Remember I’m here to

help you boost your sales. You’ve got a great product,
...all you need to do is promote it!
All the best.

Kind regards,
Ken Silver
Selling The Rights
Selling reprint rights is not an automatic process, as you’ve probably guessed. You
have to work hard at making the option a tremendous opportunity, and tag it with
deadlines as you would your standard product.
Writing an email to do this takes a lot of thought. Use my actual example below to
give you ideas for ways to do it.
Thursday
11.13am
EXCLUSIVE OFFER!
(But first, a little story)...
Yesterday I climbed the small mountain behind our home. It’s

called Mt. Kau Kau. It’s not a big walk, and because our house
is already at one of the highest points in Wellington, over-
looking our spectacular harbour, I took only 20 minutes to
reach the top.
It was a little break from the comforts of my home office -

though if I wanted I could’ve taken my Macintosh PowerBook
up there and continued working.
But I sat in the long grass and basked in the sun. There was
just a gentle breeze, and the view was awe-inspiring.
[ Page 367 ]
I spent most of that time reflecting on my new life, free

from the onerous task of being a wage-slave. Just 9 months
ago - now it seems much longer. The rest of the time I spent
calling my family on my StarTAC, telling them how much I
appreciated them and their support.
Yes, it was a good couple of hours well spent. Exercise,

reflecting and connecting.
I thought about the profit vehicle that allowed me to do

this... my Info-Publishing Knowledge Pack. Sales are booming,
yet I spend absolutely no time at all processing the orders.
That’s all done automatically, while I climb mountains.
(Get to the point Ken!)
Well, my trip up the mountain yesterday was my own self-imposed

reward... a reward for finally finishing an offer I’m going to
make to you now.
Here’s what I’ve dreamed up for you...
NOW - YOUR REWARD!
You see, selling on the internet is darn difficult for most

people. They often lack the credibility, the background,
the winning product to make the step to burgeoning sales.
Sure, many of my info-manual buyers learn how to take the
steps and sell their info-manual.
Lots do. I’ve heard of some good stories so far.
But if you had a top-quality product right NOW, that you

could sell and have confidence in, you’d be out there on
the mountain with me, I bet!
So that was the reason for my climb... I had just put the
finishing touches to an Exclusive Offer that you can use
right now, to start selling a ready-made info-manual while
keeping all the proceeds from the sale for yourself. And
get all the backing and support in the world to grow your
sales.
[ Page 368 ]
That way is through Authorised Reprint Rights.
MY EXCLUSIVE OFFER TO YOU
I’m offering the exclusive, limited, Reprint Rights for my

Info-Publishing Knowledge Pack to you.
There are just 20 international rights available... and one

of them is reserved for you.
ABOUT THEIR BENEFITS
Are you familiar with the term ‘Reprint Rights’?
Reprint Rights is the exclusive permission for you to take

my full Info-Publishing Knowledge Pack product and sell it
on your website, or by email.
You can duplicate and sell my product as often as you like,

without paying out any royalties, or any other extra payments
whatsoever.
You are as free as a bird to promote it globally, and keep all

the proceeds. And don’t worry about competition... there are
hundreds of millions of prospects - more than you or I will
ever contact in our lifetimes. They’ll never run out, and more
keep coming each day.
Here’s how you benefit as a rights buyer:
1) It’s an easy and profitable way to GET STARTED NOW. You

don’t have to spend time creating a manual... just piggyback
on the success of my Info-Pack to grow your income. You can
do it in your spare time too - just like I do.
If you already sell info-products, so much the better... it’ll

be an easy step.
2) You get a top product. This is important - no-one will buy

or keep a poor runner. My Info-Pack is a winner. Over 600
have sold since the end of last year, with only 2 returns (yes,
TWO - that’s not a misprint). And no-one was dissatisfied
with the quality of the Pack.
[ Page 369 ]
Even if you are new to Reprint Rights and the publishing

business as a whole, you’ll know that this is an exceptional
record.
3) I stand behind my product totally. You have been to my

Discussion Forum, even posted on it perhaps, and know that I
am active in the self-publishing business - have been for
years. And I’m a Board Advisor for Anthony Blake’s Inner
Circle... you can’t get more credible than that. These facts
help your sales immensely.
4) If you’ve seen the unsolicited testimonials on my home pages,

you’ll know that I give superior service in everything I do.
I was recently approached for the Reprint Rights for my Info-Pack

by Dr Paul Hartunian (the man who sold Brooklyn Bridge). Paul is
a discerning businessman who specializes in Reprint Rights, and he
wanted mine.
If he didn’t think my product was viable, and worth its weight in

gold, he wouldn’t have made the offer to me.
Done!
That leaves 19 rights to sell as of now.
Bill Myers also sells some of his info-product rights, and if

he too didn’t think it was a great deal, he’s be the first to tell
you. Bill’s got a great article, and you can read on it on the
site I’m going to give you below.
START CLIMBING TO THE TOP...
I’ve put more information on my website. Visit it now and learn

a little more about the fascinating, low-risk business of my
Authorised Reprint Rights.
It’s 11am. I’ll change out of my pyjamas and take another walk.
The sun is shining, the future is beckoning. Join me!
And remember- only 19 Authorised Reprint Rights are available.

Be one of the successful climbers now!
[ Page 370 ]
Warmly,
Ken Silver
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^

of New Zealand.

^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
Rights follow-up emails
Yes, just like every other form of promotion, selling reprint rights need active follow-
ups. Here are 2 from my reprint promotion files that demonstrate how to do it:
###
Ken Silver’s
Authorised Reprint Rights
for Info-Publishing Knowledge Pack at:
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
Another 2 Authorised Reprint Rights have gone! This leaves 16 left

out of the 20 offered, in just the first day of this unique offer!
They’re going fast, and once all the rights have been sold there will
be no more at this price.
NEWSFLASH - EXTENDED PAYMENT OPTION!

[ Page 371 ]
For those who want to buy the Rights pack before they’re all gone for
good... but don’t find it convenient to pay all the balance at once,
I have a special proposal for you...
I’ve just tidied up a part-payment arrangement with my Call Centre who

authorise the credit card payments for this offer.
You can now pay in 3 equal monthly instalments, which are then
automatically deducted from your credit card. You pay no extra costs
or interest.*
To take advantage of the 3-monthly term, follow these 3 simple steps:
1) Select the $900 (if you have already bought the Info-Pack),
or the $995 (if you have not previously bought the Info-Pack)
payment options on the secure order form:
2) Put this detail in the *Comments* section of the order form:
“3 monthly payment offer”
(Please note - by putting this detail in the comment section, you will
NOT be charged the full amount immediately - just the first instalment
of one-third the total price).
3) Send off your order in the normal way through the secure server.
You can now take full advantage of the benefits of my Authorised

Reprint Rights, and start selling straight away.
Join the 4 astute Rights owners, and get your Instant, Ready-made
Profit Center now before the offer runs out!
And don’t forget you can talk to me at any time about the offer... I’m
always ready to help you...
Warmly,
Ken Silver
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
[ Page 372 ]


of New Zealand.

^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
PS. This extended payment is a limited offer, and may be discontinued

at any time without notice.
* Currency fluctuations may change the monthly prices by several dollars.
^^^^
I HAVE A CONFESSION TO MAKE TO YOU

^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
>From Ken Silver.
Rights were sold!


while two paid in 3 monthly instalments. If you have your card

Already the weekend’s buyers are poring over the material I’ve
sent them... the extra bits and pieces that will help them
[ Page 373 ]
sell my Info-Pack, and hopefully boost their fortunes.
They know also that I will be standing behind them with

advice and suggestions in regular email contact to enable
them to get the highest volume of sales possible. Every
tip I try will be passed on to them.
CONFESSION TIME
Now, about that confession I had to make to you...
This year I’m well on the way to making $150,000 and more.
Those of you following my progress will know it is an easy
life I lead. My online sales are digital, and so the process
is pretty much automatic. Much of the time I spend marketing,
because, let’s face it, without active marketing, nothing
happen at all - even on the internet.
But it’s an enjoyable way to spend a day.
And for more fun I just climb a nearby mountain.
My secret is this (and I’ve never spelt it out to anyone)

...that I have made my growing income starting from an
base of barely 7,000 regular prospects!
That’s right. I began with less than 1000 people on my ezine

mailing list, and 6,000 on a mail-order list built up over
a year or two - which I only send out every three months
or so nowadays!
And I get minimal volume from search engines or links. I

have no back-ends, and don’t cross-promote my products.
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
REVELATION
Just imagine what I could - and yes - WILL DO, when I
finally rack up my efforts! That tiny percentage of
prospects that has allowed me to live so well is going
to explode my sales!
And best of all, my experience is also YOUR advantage
when you buy my Info-Pack or Authorised Reprint Rights
...it means you’re guaranteed an info-product that works
[ Page 374 ]
and sells superbly! Can you see how you only need a tiny
start to get going?
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
Now, the net marketing experts are going to pooh pooh my

statement... they’ll say you can’t make a $100,000+ a year on
such a small volume. And especially at my low prices.
Well, I’m going to tell you how it works for me - in the

next newsletter. How you don’t need a half-million passing
your site weekly to make a good part-time living in the
exciting info-manual business.
You’ll just have to wait until then to learn my secret

- sorry, I won’t be answering any private email on
the subject.
But up until then, think about why my tiny sales universe

brings such big money - and how, if you bought my rights
or my Info-Pack, you could be starting to achieve similar
remarkable figures... depending on your own enthusiasm of
course. There’s no guarantees - you have to put in some
effort - but your chances are much better with an already
best seller behind you, than out on your own.
You can buy the Authorised Reprint Rights pack now at:
Don’t kick yourself for missing out on this once-in-a-

lifetime offer, with painless payments too!
Get the Info-Publishing Knowledge Pack with my 2 hour



me by mail. Don’t forget my one-year money back guarantee
offer on the Info-Pack too.
[ Page 375 ]
See you with a QuickTip tomorrow!
Ken Silver
‘HOW TO MAKE $100,000 A YEAR
IN YOUR SPARE TIME CREATING
PROFITABLE HOW-TO MANUALS’

out at top-quality.
^^^^
PASS IT ON
^^^^
^^^^

^^^
WE’RE ALMOST SOLD OUT OF INFO-PACK RIGHTS!
These fortunate and enterprising resellers are already starting
to promote my Info-Packs, selling ready made profit centers
[ Page 376 ]
for up to $95 each, and keeping ALL the income for themselves.
Join them now... go to: http://www.ksilver.com/rights.htm
[ Page 377 ]
eBook
SECRETS
QuickTips Archive
One very effective way to add value to your newsletter or ezine is to produce a
number of short, quick tips. These are very easy to source and only take ten
minutes each to write.
You can also use them to add value to your discussion board. I put mine up on
my forum several days after my email list had received them (to give them some
exclusivity).
They were very popular. After I had stopped writing them I got several dozen emails
asking me when they would be continued.
QuickTip #1: Here’s 7 Ways To Improve Your Writing
Here’s 7 ways to get more response from your writing, whether it is sales letters or a
“How-To” manual:
#1. Use a short opening paragraph.

#2. Short sentences make firm friends!
#3. Make your paragraphs less than 5 or 6 lines.
#4. Underline or boldface important words or phrases.
#5. Include attention-boosters: questions, news items, promises...
#6. Ask for action in a sales letter.
#7. Use positive language.
QuickTip #2: The Publisher’s Letter
ENCLOSE a second letter with your main sales letter pack.

[ Page 378 ]
USE this letter to catch the readers who have decided NOT to respond to your offer.
This letter is often called “The publisher’s letter” because it comes from the desk of
the editor or publisher. Write yours to repeat and reinforce additional strong selling
points in your main letter.
PLACE the letter in a separate sealed envelope with a heading on it: “Open this
letter ONLY if you have decided not to buy...”
QuickTip #3: How To Find Best-Selling Products Without Effort
JUST look up back periodicals over a long period - the previous 5 years.
NOTE the number of ads that are repeated. These long-runners are there for 2
reasons:
1) They are profitable for the seller, or
2) They are “loss leaders” put there to gather addresses and to upsell more
expensive products to the list.
MAKE sure you recognise the difference between the two, then copy the methods
these promoters use.
QuickTip #4: The Lowdown On Getting Testimonials
Testimonials are one of the biggest promotional areas you can have, but even if your
buyers are delighted with your product, only a handful will say so. So to get useful
testimonials:
1) ASK for them! Develop a brief questionnaire with multichoice answers, together
with a space for comments.
2) After you receive usable replies, SEND a request for permission to use them. If
you do this in your initial contact you won’t get as many qualified responses.
3) Also ask for permission to USE full name and city...these have greater relevance
than intials and country.
[ Page 379 ]
QuickTip #5: How To Word Guarantees
Here’s some tips on how to word your guarantee proposals:
- satisfaction guaranteed
- 90-day no-risk guarantee
- you must be completely satisfied or you pay nothing.
- we will promptly refund every penny.
- if it isn’t every bit as special as we say it is, simply return it to us within___days for
a full refund.
- we’re so confident you’ll like it...we’ll back it with a full money-back guarantee.
- ...is backed with a full year warranty.
- I personally guarantee it.
QuickTip #6: Two Ways To Get More Out Of This Forum
ONE: Use your post signature to promote your own site. Because this discussion
board doesn’t have an easy or automatic way to generate URLs, put them in with
your sign-off. Here’s mine as an example:
Ken Silver
www.ksilver.com
The middle line could easily be your own promo: ‘Visit My Site For A Bargain’
TWO: Use the ‘View All Messages’ option below the MESSAGE INDEX instead of
opening each message separately. It will open up the board in a long list, which
then makes all the threads remarkably easy to view.
QuickTip #7: Are You Deliberately Abandoning Your Market?
Alan Weiss, in his book “Million Dollar Consulting” brings up a point that can be
used by any marketer...
KEEP abandoning the bottom 15% of your publishing business.
[ Page 380 ]
This is often the least profitable, most labour-intensive, less productive end of your
business. So drop it and concentrate on the rest.
ONE year later, take another look at your new bottom 15 percent and discard that. In
this way you’ll be constantly developing a higher, more profitable business.
QuickTip #8: How To Make Your Order Form More Effective
WHEN you design your order form, make it more than a place for your buyer to put
their address details. Do this:
- USE “Yes! Send me...” to start the purchasing process off to a positive start.
- EMPHASISE your guarantee terms.
- SUMMARIZE your offer’s strongest selling points.
- INCLUDE all your return information...your contact details, including email address
and street address.
- RESTATE your discount or special terms.
- DESIGN your order form as if it were the only information your buyer sees, in case
it gets separated from your sales material.
QuickTip #9: How A Handwritten Signature Will Increase Sales
THE most effective mail-order sales letter is one that includes a real signature.
Studies have shown that response to a letter has risen when:
1) The signature is real - not a rubber stamp or computer-printed one.
2) The name is signed in blue ink or ballpoint.
3) The signature has a pressure imprint that shows through on the other side of the
letter.
3) Other notations on the letter are made with the same ink as the signature.
Graphologists (handwriting experts) have noted that the more illegible the signature,
the more important the correspondence seems.
[ Page 381 ]
QuickTip #10: What Size Should Your Newspaper Ad Be?
WHAT method would you choose to promote your manual or publication: a full page
ad...or 50 single column weekly ads?
ANSWER: Frequency is the secret to newspaper and magazine advertising.

Repeated smaller ads capture more prospects over a period than a single large ad.
THERE are two reasons for the success for the success of smaller, more frequent
ads...
1) Repetition increases familiarity with the firm and its product. This leads to higher
confidence, and therefore sales.
2) The target audience often changes over the course of the ad placements, so you
can easily change the copy (text) to meet changing demographics (type of
readership). ALSO, smaller and frequent ads extend the sales process so that it is
managable on a day-to-day basis. You won’t get swamped with a big response that
may slow down your order processing time.
EXAMPLE: A U.K. company that sells writing manuals once recived 5,000 orders
from a single ad. It took extra staff and almost a month’s overtime to fulfill the
requests. All other work had to stop during this time.
QuickTip #11: Give Your Website An Oil Change!
YOUR car runs better with an oil change and lube...why not give the equivalent to
your website as well?
CLEAN up your site by looking at it with fresh eyes and improving these common
rundown areas:
- Your interface...how easy is it for readers to get round your site? Could you use
less pages, or break up long pages in order to create a better flow?
- Your gifs...could you replace them with text instead to make your pages load
faster? Speed counts!
- Your links...do they all work? Don’t rely on your readers to tell you a link is broken,
because they won’t.
[ Page 382 ]
- Spellchecks...read through your site again for grammaticals. I often come across
problem spelling on other sites, but like most other visiters I haven’t got the time to
send off an email about the error. (Have you spotted the deliberate spelling mistake
in this QuickTip?).
QuickTip #12: Make Every Selling Opportunity A Surprise Visit
WHILE selling advertising for my own community newspapers, many, many years
ago, I used this trick to keep my regular clients from hiding out the back when I
arrived.
EVERY time I visited them, I did something different:

- I might give them an idea, without requesting an ad in return.
- I might ask them to take part in a survey.
- I would drop in an article I’d read that was in their area of interest.
- I would offer them a structured ad plan for the next month.
- I would drop in for 5 minutes (never more!) to chew the fat...talk about their
business.
ALL these visits had the effect of keeping them guessing - what would happen next?
It made for great business relationships!
NOW, how can you apply these principles to your own business?
QuickTip #13: Using The Filter-Down Theory To Make A Fortune
YOU’RE sitting facing a pile of stuff on your desk, a couple dozen unanswered
emails, and a handful of ‘To Do’ notes on various bits of paper. What do you do
first?...how can you get out of the mess you’re in, stop fighting fires, get some
structure in your day and start to make some decent money?
THE answer is the Filter-Down Theory (I’ve made the name up just now, but the
principle has been working for me for years!):
1) GO quickly to each task. Ask yourself - “If I fail to do this task, would it put me out
of business?” If so, then put that task into a DO basket. The others go into a DON’T
basket.
The DO basket generally won’t have anything in it...or maybe one or two tasks if
[ Page 383 ]
you’ve neglected important stuff for a while. Fix the problem immediately.
2) THEN go through the heaped-up DON’T basket and ask yourself this question -
“Which of these tasks will bring me the most income?” You’re looking only for a top
task that will MAKE you the most money. Then start on that project right away and
complete it as soon as possible.
3) REPEAT these steps each day.
AT the end of a month you’ll have a whole lot of tasks in your DON’T tray that have
filtered down through your daily question routine. Most of them you can leave alone
now - they’ll only have a tiny effect on your business!
QuickTip #14: Are You An “Ideas Dinosaur”?
DO you look for self-publishing ideas only from this forum and other related areas?
IF you do, you’re cutting yourself out from many ADAPTABLE ideas that can be
gathered from other areas. I read up to 15 newspapers and 5 business magazines a
week on a regular basis, and see many more in unrelated areas. This helps to keep
me connected and up-to-date.
BRANCH out! Read more outside your circle of interest. Don’t become a contented
dinosaur who will be wiped out because you didn’t know about the coming of the Ice
Age. (Have you adapted that last statement to the Y2K crisis?).
QuickTip #15: About Adult Writing
WRITERS - particularly newspaper journalist - are reminded that they should write
for an audience with a reading age of 12.
WHILE this sounds a bit extreme, it is a good reminder that at times (weasel phrase!
See tomorrow’s QuickTip for explanation), we should cut out the adult executive-
speak words...like ‘apropos’...and get back to more easily assimilated,
understandable language.
DID you understand the meaning of ‘assimilated’ in the sentence above? It probably
means your readers didn’t either.
Simplify for Sense. Favour the child in your writing - not the adult!
[ Page 384 ]
QuickTip #16: Double Your Promotional Output Without Extra Work
TO promote your website or expertise, you have to do a lot of writing. (That’s why
these QuickTips are strong in this area...you can’t exist - or succeed- without being a
good writer). But it’s a labor-intensive job, even if you’re a fast typer. SO, here’s 2
ways to make your writing go further:
1) Write one article for two or more target audiences. Now, if you submit an article to
an ezine, they’ll take it with more enthusiasm if you wrote it for them alone. But why
don’t you target another ezine whose readership is different but which will also your
article? Then advise them both of the proposed placement in each other’s ezine.
You’ll get added kudos for doing that, as well as double exposure.
2) When you answer a query from a client, make it a long one. Then adapt it to an
article format by removing any identifiable trace of the client’s problem. Now you can
submit it for publication and make your client - who has gotten more than they
expected in your answer - and your ezine editor both happy.
QuickTip #17: Weasel Words
WHEN you write something with a ‘qualifier’ in it, the words you use are popularly
known as weasel words. Why? Because you use them to ‘weasel’ out of your
statement if you’re challenged.
Here are a few:
- Sometimes...
- Might...
- A good possibility that...
- Close to...
- As many as...
- Up to...
- Many people...
- You could earn...
- In a few weeks...
THE answer to avoiding weasel words and their waffling effect on your manual,
booklet or sales letter, is to replace them with facts.
[ Page 385 ]
EXAMPLE:
- ‘Many people...’ becomes ’73 people have tried our...’

- ‘You could earn...’ becomes ‘Five of our affiliates have earned over $20,000...’
- ‘In a few weeks...’ becomes ‘John took 2 weeks to achieve...’
SEE the difference? Avoid general responses and weasel words...it’ll sharpen up
your writing and make it 5 times more appealing!
QuickTip #18: Three Webpage No-No’s
HERE’S 3 basic mistakes that appear on web pages everywhere. Correct them and
make friends as well as customers:
Mistake #1. A plethora of graphics. In case you’re wondering, ‘plethora’ means

oversupply, glut. And too many graphics makes pages slow loading.
TIP: Replace your page header gif with HTML text and a color table background to
speed your page’s download time.
Mistake #2. An all-white background on text pages. This can make pages tiring to
read. Substitute a light grey or very light pastel color to relieve eyestrain.
Mistake #3. A stale site. Unless you regularly update your website - particularly the
main page - even casual visitors will be discouraged when they get there to see the
same page since a month ago. I’ve just revamped my site...even though it is a
simple sales letter, because many people return again and again to cement their
buying decision. If they see changes and an active site, then they’re more likely to
seal the deal!
QuickTip #19: How To Profit From ‘Unwelcome’ Criticism
FROM time to time you’ll get readers writing to you, criticizing you or your work. Most
people jump to defend themselves...this is a common reaction.
IF you get a hard-hitting missive aimed directly at you, simmer down and take
another look at it after you’ve counted to 10. You’ll often find:
[ Page 386 ]
- That sometimes it is true. This is the best scenario...it means someone is so

concerned about your product that they’ve taken the trouble to tell you. It’s a positive
point, and one that you should be grateful for. So many folk don’t even bother to tell
you.
- A critique can help you, especially if you get a further comment which
independently makes a similar comment. Look carefully...you’re getting the best
advice for correcting your mistakes absolutely FREE! Write back to the source
thanking them for their comments, and telling them what you’ve done to correct it.
You’ll find this person - because they care about you - may become your strongest
advocate as a result.
QuickTip #20: 5 Tips To Simplify Your Online Life
MY life is pretty busy at the moment. I have more to do than I have hours to do it in.
But I’m still on top, and here’s how you can rearrange your working life similarly to
make things easier for yourself:
1) Prioritize. Do the most pressing item first. Got a newsletter deadline coming up,
and a big email to reply to? Quickly run off a one-liner to your email, promising to
reply later (takes 10 seconds), and get right down to the newsletter.
2) Use form statements. It’s sometime known as ‘boiler-plate’ - the sentences and
phrases you write most often. Label these and store them on your system’s NotePad
for inerting into emails.
3) Simplify everything. Do this by keeping your desktop tidy. You’ll be amazed how a
simple filing system priority helps you get organized. For example, I name every
customer file by Name first, then Subject. (The date is labelled automatically by the
folder).
4) Automate everything that moves. Have you got TypeIt4Me (Mac), or a similar
keyboard typing speed-up-er for your PC? Just by entering the first letters of a long
place name, URL or sentence, these programs auto-fill out the rest. Invaluable.
Essential!
5) File in advance. Don’t wait until you’ve finished working on a document before
deciding where it’ll go. Name it and get it in the right folder before you start...then if
you’re disturbed - or your machine crashes (you DO save every few minutes, right?),
then it’s easy to retrieve.
[ Page 387 ]
QuickTip #21: How To Keep Up In The Information Age
I was flipping through a book about the internet this morning, and it reminded me
how quickly information zips along these days.
The book, “How To Make A Fortune On The Information Superhighway” by Lawrence

Canter and Martha Siegel was a ‘classic’ in its time...1994! Amazingly some of the
material is relevant, but a lot is humorously outdated...particularly about the World
Wide Web.
Hard information (printed book form) dates quickly. When I was at college (35 years
ago), textbooks were in use that were up to 10 years old. I regularly read library
books that were relevant to me - and which were up to 15 years old.
Information this age is all but useless today. The impact of the internet on
information marketing is overwhelming...it’s moving so fast now that even a month
can be too old. You must find ways to keep your information fresh. Do this by:
- Writing in generalities. Don’t give specifics or datable information in your

publication.
- Use an ‘add-able’ format. I use PDF files and a spiral-bound format because a
manual can be updated instantly and sent out to the next buyer without reprinting or
rebinding old stock.
- Use an e-book format. Selling digitally avoids all of publishing’s perennial

problems...over-ordering, stock controls and returns.
QuickTip #22: Howe To Rite And Speell Beter
You’ll never misspell any name again - and cut down your typing time a lot - if you
use a clever keyboard shortcut program.
I’m talking about a program that corrects your spelling, and writes out long
sentences and phrases with just the tap of a single letter or F key.
It will automatically correct words you commonly get wrong, punch out form
sentences or pre-made paragraphs, fill in email addresses, fill out various
passwords, and helps with frequent material - like typing your name and
address...as well as supplying often-used words that are hard to spell without
[ Page 388 ]
thinking about them, like ‘entrepreneur’.
All you do is type a single key...or a combination if you want...and the program
automatically fills in, changes or corrects immediately.
One program for Windows is ShortKeys (http://www.shortkeys.com/)

For the Mac: TypeIt4Me (http://www.hebel.net/~rettore/AboutTypeIt4Me.html)
QuickTip #23: Is Your Online Life Spent Hanging About?
DO you wait for pages to load, or have them even not arrive at all? Well, it’s going to
get worse instead of better in the future with the expected enormous increase in web
traffic over the next year or two.
I get few emails a week saying this board won’t open, or that website comes up with
an error saying it can’t be found. Then, a few hours later, a sheepish message
comes back: “It’s OK now!”
What has happened is a small sample of the future...slow access. It occurs even
with cable modems, ADSL or satellite, and it happens because the slowest link in
the chain is the one that could be locking up your access.
So, be patient. Try again later - even a few minute may make the difference.
And join the queue of millions looking for faster-loading sites. More on speeding up
your own site in future QuickTips!
QuickTip #24: Your Promotional Email Sig
YOUR email signature can do more than just give your name and an URL. Here’s
how some marketers apply extra selling information to its fullest:
***
Rick Smith, “The Net Guerrilla”
Discover the Insider Secrets of The Net Guerrilla!
Small and homebased business owners, subscribe today to Rick’s
free online newsletter to discover how to competition proof
your business and be a “Net Guerrilla”. Send any e-mail to
<mailto:[email protected]?body=SUBSCRIBE>
[ Page 389 ]
***
Steve MacLellan
_______________________________________
Dog BYTE FREE Classifieds

Newsletter and discussion
For Internet Marketers
http://welcome.to/dogbyte
_______________________________________
***
~~~~~~~~~~~~~~~~~~~~~~~~~
Paulette Ensign
“Everyone has something they want the world to know about.

An informational tips booklet can be a great way to do that.”
Tips Products International

12675 Camino Mira Del Mar #179, San Diego, CA 92130
voice:619-481-0890 ** fax:619-793-0880
[email protected] ** http://www.tipsbooklets.com
Visit our new All About Booklets discussion board.
~~~~~~~~~~~~~~~~~~~~~~~~~
***
[email protected]
——————————————————
Start YOUR OWN Associate Program!
http://www.palis.com/yoap/insig.htm
——————————————————
21 Secret Power Tools For Business
http://www.palis.com/alchemy.htm
——————————————————
***
Tony Blake
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
[ Page 390 ]
Get A Jump On The Millennium! - Start 1999 Off With A Bang!!!

Discover The Inside Secrets To Entrepreneurial Success!
Visit The Hottest Online Forum For Entrepreneurs & Business
Owners Who Want To Start & Grow Their Businesses And
Increase Their Profits - Success Online... Guaranteed!!!
http://www.ablake.net/forum
The Official Entrepreneurial, Business, Success, Marketing &
Publicity Discussion Forum Of The New Millennium
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
Anthony Blake Online
The Blake Marketing Group
***
and of course...
Ken Silver
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
Join The Profit Rush To The Next Century.

Order This Info-Manual Online In Minutes!

^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
QuickTip #25: How To Increase Your Ezine Readership In An Hour
What’s the most effective way web marketers use to increase

business?
By having a newsletter, or ezine...this drives more visitors to

the website... and more traffic = more sales.
To get that increased traffic, you need a targeted audience reading

your ezine and directed back to your website - it’s as simple as
[ Page 391 ]
that. So here’s how you can immediately increase your visitor

numbers.
1) Use NEW-LIST to get your first base of subscribers...NEW-LIST

is a mailing list which shows many of the new ezines published.
Subscribe to it at:
http://scout.cs.wisc.edu/scout/new-list/
Read through their submission guidelines to make sure your list

information is relevant:
http://scout.cs.wisc.edu/scout/new-list/format.html
2) Submit your ezine to as many of the ezine directories as

possible for greater exposure. Here’s a quick starter list:
http://www.zinebook.com/publicz.html
http://www.newsletter-library.com/ven.htm
http://www.arl.org/scomm/edir/template.html
http://www.linkfinder.com/submit.html
http://www.dominis.com/Zines/publishers/add-howto.html
http://www.etext.org/services.shtml
http://inkpot.com/submit/
http://www.catalog.com/vivian/intsubform2.html
http://www.oblivion.net/zineworld/add.html
http://www.coalliance.org/
http://www.lifestylespub.com/
http://www.neosoft.com/internet/paml/answers.html#add
http://www.zinerack.com/search/enterurl.html
http://www.netspace.org/cgi-bin/lwgate/request-add.html
http://www.coalliance.org/forms/ej.suggest.shtml
http://www.edoc.com/jrl-bin/wilma
http://www.newsletteraccess.com/database/reg.html
http://gort.ucsd.edu/newjour/submit.html
http://www.yotta.com/magazine/addfree.htm
Within days - even hours - you’ll start to see your subscription

base jump.
QuickTip #26: Use The Power Of Association To Build OnLine Business
[ Page 392 ]
I’ve just joined SPANZ - The Self Publishers’ Association of New

Zealand. In a couple of weeks I’ll be making a trip to Auckland
- about 600 miles away - for the general meeting.
Now, I’m not a joiner normally. It takes a lot of time just

getting through the mechanics of club memberships and I don’t
have the inclination. Life is far more exciting at the screen.
But there are good benefits in joining an approved association,

and you should consider finding one in your line of business to
promote yourself. These associations can include:
- Associations for local businesses.

- Community associations like Rotary, Lions, Kiwanis.
- Business regulatory agencies in finance and commerce.
- Other associations that are not directly related to your
business, but will help you be recognized as a
prime mover in your field. Closed clubs are an example.
The benefits to your clients are many:
- As a member of a recognized association you are automatically

elevated in your prospect’s mind from a fly-by-nighter to an
established business. After all, only ‘authentic’ businesses
belong to such clubs.
- You are, in effect, offering a form of identification. This is

crucial to your online and offline success.
The community of associations can’t be underestimated,

especially if your whole business is on the internet. You need
every device pulling for you to offset the suspicion that many
prospects have about genuine net businesses.
So, the more concrete your connections, the greater trust they
have in you and your product.
Here’s an example. Last week, a respected marketer went off the

air. This noted entrepreneur removed all evidence of his web
existence, and hasn’t yet replied to my email. Now, if I knew of
his connections to authenticated sources, his disappearance may
not be so curious. And many people wouldn’t be wondering now.
If a similar crash or worse disaster were to happen to me, my

prospects and buyers would know how to get hold of me.
[ Page 393 ]
I’m a Board Advisor to Anthony Blake’s Inner Circle members.

They would know that to contact me, they’d have a way of
tracking me...both through both SPANZ and Tony’s board.
Search for an association and sign up - it is a necessary step

to promote your credibility on the net!
QuickTip #27: Talk Your Way To Success!
HOW TO ROCKET YOUR SALES USING DISCUSSION BOARDS ...
Online forums, newsgroups and discussion boards are the most

understated selling vehicles of all time. I recently went back
over my sales figures to discover where most buyers found me.
You guessed it...discussion boards - either my own, or others.
But you can post your heart out and get nowhere unless you
recognize a few secrets about getting your post (message) in
front of prospective buyers.
The prime attractor is how you set out your headline. Many
posters pose simple questions and answers like:
- HELP me please...
- Yes, so do I...
- Here’s my view...
None of these are going to attract a reader. I write a ‘selling’

headline for my post...just like writing an ad.
Here’s some examples taken from various boards...read them and

see how they can draw you in to reading the message:
* Yikes! I’ve Just Read Tony’s Response After I Posted A

Promotion For My Country!
* I Don’t Normally Post The Same Message On Different Boards

- But...
* Recycled? Rehashed? Regurgitated? RESIST!
[ Page 394 ]
* AutoMail Is A Winner For Me. Does Ezines Too.
* How Warm, Feeling Bodies Will Lead Your Headlines To Success...
* Batman...Why I Would Never Buy A Rolls Royce...
* Are We Revealing Too Many Of Our Inner Secrets?
* The Secret That Walt Disney Used Is Also Good For Your Letter!
One more point...If you use capitals for each word in your
post, it will have more ‘authority.’
And don’t forget...long is good, but TOO long is a turnoff.

Make sure your post headline doesn’t go more than a line
in length.
QuickTip #28: The Most Crucial Part Of Your Website Package
ANYBODY HOME?...
You’re flipping through the newspaper one afternoon, and suddenly

an ad catches your eye. It’s about that special gizmo you wanted,
but could never find. The ad has a phone number, so you race to
the telephone and dial the number.
No answer. Strange.
Later in the day you try again. Still no reply. You hop in your car
and head down to the mall where their shop is located. It’s after
hours, so you know they won’t be open, but hey - you just need to
check it out. Sure enough the shop’s there. Over the next couple
of days you ring them again...all with the same effect - no reply.
This offline version typifies the problem I’ve been having making
contact of not one - but two webmasters the past week. Their sites
are operating, they give their email addresses, but not one has
replied to my mail.
What do you think I feel about them? Right!...Downright lousy.
[ Page 395 ]
Their reputation has taken a dive in my opinion, and it will take

a long while for me to trust them again.
One of the things that distinguishes a good business from the

amateurs is being professional in every aspect of our e-business.
Responding to queries in good time is an essential part of that.
- The best businesses respond to all their mail.

- The best businesses strive to answer queries immediately.
- Because the internet is open 24 hours, the best businesses have a
24/7 operation.
- The best businesses respond quickly and say that they’re working
on a solution if the question is complex or will take a while.
What causes these problems to happen? Here’s why...
The internet has spawned a huge number of sites owned by people who
have no previous commercial sense. Because they have no business
experience, they haven’t learnt the crucial factors that go to make
up a successful enterprise.
A successful site is measured not by the killer app it provides, but

by the seemingly non-essentials of:
* service,
* speed of response,
* friendliness and openness
...towards their prospects and buyers.
Got any mail you haven’t gotten around to replying to? You know what
to do!
QuickTip #29: The REAL Secret To Selling Profitably OnLine
The basic secret to making good money online is to automate the

fulfilment side of your business as much as possible. It’s easy to
get tied up with the mechanics of internet business, and forget
to promote your business for a growing income stream.
In my online business each day, a steady flow of orders come in

from around the world to my website. Yes - even on weekends.
[ Page 396 ]
They are processed on a secure server which can only be accessed

by myself and my local call center. This nation-wide company
immediately authorizes the credit card and emails me with the
approvals. The email automatically triggers a process in my email
program which puts the digital files in an attachment and sends
it out to the customer.
Everything is automatic, and seamless.
When you automate your online business in this way, it means you
can spend 95% of your time marketing.
And here lies your success step.
Marketing...getting your message out to your prospects...means

spending the time to get listed by search engines, writing
articles, planning promotions, making offers, freshening up
your website...in short, doing everything you can to promote
the heck out of your valuable product.
When you reduce time producing, and increase time marketing...

you’ll see a marked improvement in your sales almost immediately!
QuickTip #30: The 9 Rules Of Online Customer Service
1. Your customers are king. If you don’t think so, try running your
business without them.
2. Don’t ever tell your customers they are wrong.
3. Go the extra mile...it is worth more than all the paid

advertising you can afford.
4. Return emails promptly. If you can’t, set up an autoresponder to

tell your enquirers you’ll get back to them soon.
5. Under-promise and over-deliver in everything you do.
6. Never criticise your customers directly or indirectly. Never!
[ Page 397 ]
7. Have only 3 steps or less from sales to order. That mean only
three mouse clicks to get your prospects to the order form.
8. Follow up the day after the sale, one week after, and one month
after. Ask if there’s anything more you can do for your buyer.
9. Don’t worry about your competition...you won’t have any to worry

about if you keep to these rules.
QuickTip #31: How To Get Rid Of SPAM Automatically - FREE!
My SPAM rating has risen dramatically in the last 2 weeks. About

once or twice a day I get anonymous messages telling me how this
chain letter or that pyramid selling scheme has made millions,
and how I can too. Lucky me.
I don’t know why the increase, but one thing is certain, it’s a
nuisance...and even when my delete button is so easy to use.
But just now I’ve come across a free site that will help get rid
of those dratted $$$$$$MAKEMONEYNOW!!!!! emails for good.
It’s called SPAMCOP, and works when you copy and paste the long
header and message body of the Spam into a field on their page.
SpamCop parses the details, automatically formats a polite email,

and sends it to the originator’s network administrator, together
with all the detail they need to identify the culprit and close
their account if necessary.
You can even send anonymously if you want.
This service is free, but if you subscribe you get added features
including filters to your site to block out unwanted incoming mail.
Find it at: http://spamcop.net/
WARNING: Many ezine publishers report that they get spam abuse
from subscribers who have forgotten they signed up. Make sure
you have a legitimate reason for using SpamCop, because you’ll
cause real problems for the publisher and yourself if your Spam
reporting is inaccurate.
[ Page 398 ]
With every powerful option on the net comes added responsibility.

In this case I’m sure SpamCop will occasionally be used to
‘retaliate’ for the wrong purposes. Make sure you know your
responsibility and use it wisely.
QuickTip #32: The One Big Problem That Halts Sales
...It’s fear. Your prospect has real fears about buying from you:
- Fear of not getting their goods

- Fear you won’t do as you say
- Fear of having their credit card details splattered all over the net
- Fear of not being able to return their goods
- Fear of you closing your business and skipping the district
- Fear of their product not working properly
- Fear of not getting adequate support
In fact, almost every problem you could list comes under the ‘fear
of being burned’ category. So how do you conquer your buyer’s fears to
lead them into your warm, secure, happy comfort zone?
Here’s a real-life example. The prospect was about to buy my Info-Pack

but, as she said: “I had a bad experience with a business on the net...”
Many people write to me and say this. It is essential you combat

it. Here’s how I replied...and note the different points I used to
strengthen my credibility:
^^^
“Thanks for your enquiry (name withheld).
I provide a full one year money-back guarantee. You’ll be pleased to

know that from the hundreds of my manuals I’ve sold so far, only 2 have
been returned...one from a 80-year old retired farmer who didn’t feel
up to writing anything, and another for a reason quite unrelated
to the quality of my Info-Pack.
My service gets a lot of enthusiastic comment, like this email recently:

“Once again, many thanks for your complete honesty in your dealings
with me. You are indeed a highly ethical person and I congratulate you
on your standards.” (Name supplied on request)
[ Page 399 ]
I understand too your concerns about poor quality products.
You’ll find that because of the huge amount of information available

now through the internet, marketing ‘junk merchants’ cut and paste
other’s material for a so-called ‘manual’ This produces the results
you have been disappointed with in the past.
My manual is original. It is based on my own experiences and

success, and points out many ways how you too can succeed in the
“How-To” info-publishing business.
My 128-page ‘How To Write & Sell Your Own Home-Made Information Manual’
is the main part of the pack...another is the HOME PUBLISHER LETTER
newsletter which gives you further tips and up to date information for
a full year (11 issues). And another section of 70 pages has all my
sales letters and 2 more valuable manuals.
All original material you can start and use today.
Let me know if I can help you any further (name withheld).”
Ken.
^^^
This quick and simple reply covered some of the points my prospect was
concerned about. And yes - she did buy soon after! Copy my success by
putting similar positive pointers into your ezines and website.
QuickTip #33: The Prime Reason For Net Business Success
All over the Net comes the cry...why aren’t I making money from
my site!
Of the millions of websites out there - despite the enormous

amount of information - most aren’t making money from their
products. And the answer is simple...
You need practical business experience.
A lemonade stand, paper route and swap’n’buy stall introduced

many youngsters to the hard world of real business.
[ Page 400 ]
But many of today’s netrepreneurs haven’t had that essential

grounding.
Most of the people not making it haven’t done a day’s business

for themselves in their lives. They may be skilled graphic artists
or computer engineers...their sites may have all the bells and
whistles - but they are not marketers.
Even if you think you can go to a professional company for a

shopping site - same problem...a bunch of highly trained technicians
with superior skills, but often with not an ounce of selling
experience or ability. Now you know what some of us have realized
for several years.
Successful business is a peculiar combination of wide-ranging skills

and intuition built on experience.
How do you get business experience?
It’s simple. You do what everyone else in business does:
1. Be reliable in your activities (ie; answer your mail promptly).

2. Be consistent in your dealings with your prospects.
3. Put the customer first. All the time.
4. Take care of the details. There’s a feeling about that
because of the vast nature of the web, a few replies missed
here or there don’t matter. Not so!
You’re talking to real people out there...so answer every enquiry,

file all mail - just like they do in the real world. The only
difference is that it’s easier on the net!
QuickTip #34: You Are What You Read
One of the most effective ways for selling your product and
promoting your website is called Relationship Marketing.
And it is simple...just send a regular email letter (ezine)

to your clients and prospects.
[ Page 401 ]
I get lots of ezines daily, but over the years I’ve managed to
reduce them down to just a few. These I’ve chosen because - like
my own - they’re mainly original content. This is important, but
not necessary...as long as the ezine tells you something you
don’t know, then it doesn’t matter whether content is original
or not.
Here’s a partial list of the ezines I subscribe to and enjoy.

You’ll enjoy them too:
—-
AdPOWER!(tm) Online
Drew Eric Whitman, D.R.S.(Direct Response Surgeon)(tm)
An unconventional ezine designed to give you easy-to-use tips
and techniques you can apply immediately to help boost response
you get from your ads, brochures, flyers, sales letters, e-mail,
web sites and more!
Subscribe at: [email protected]

with SUBSCRIBE in the *BODY* of the message.
—-
Dr Nunley’s Daily Marketing Tips.
Dr Kevin Nunley.
Good web marketing and writing information for beginners and
some intermediate netters.
Subscribe at: http://www.memail.com

Look under the “business” section.
—-
BizWeb E-Gazette.
Jim Daniels, JDD Publishing Company.
Always handy marketing and web tips. Jim has a way of making
complex things simple, and writes in an interesting manner.
Subscribe at: Mailto:[email protected]
—-
Website Success Monthly
Lisa Schmeckpeper, LRS Marketing
An very useful ezine for web designers. Full of practical “How-To”
material.
Subscribe at: [email protected]
[ Page 402 ]
—-
ALL THE SECRETS
Phil Wiley <[email protected]>
Internet marketing and media newsletter. Phil makes his income as an
affiliate, but also writes about the web and marketing too.
Subscribe at: mailto:[email protected]
—-
THE SEARCH ENGINE REPORT
Danny Sullivan, Editor: http://searchenginewatch.com/
A monthly newsletter that covers developments with search engines.
Don’t miss it.
Subscribe at: http://searchenginewatch.com/about/subscribe.html
QuickTip #35: The Weak Link In The Sales Chain
After years of using a 28.8 modem, I finally made a decision

yesterday to upgrade my net access speed.
I looked at ADSL and satellite linking...even cable modems. But

in the end I chose a 56k PC Card modem for my laptop.
Why? It wasn’t cost or availability that made me decide against

the other, faster options.
It was the theory of the ‘weak link’.
As you know, your internet access travels a circuitous route

through many paths to reach your destination. If there’s heavy
traffic or a slow server along the way, your downloading drops
to the lowest speed.
So the faster, more expensive access options aren’t always the

best buy. Until every server in the world runs at optimum,
you’re going to be restricted to the slowest speed in the chain.
Weak links in your website design can affect your sales in the
same way. Do yours have weak links that prevent success?
[ Page 403 ]
Here is a quick checklist you can use:
* Do you use a secure server for accepting credit cards? If not,

you’ll lose at least 90% of your business because buyers don’t
trust insecure order pages. A good free option is GTA-Tech at:
http://www.gta-tech.com/
* Do you use frames? Some browsers won’t accept them happily...

and many people can’t format them on their screens. For example,
I have a laptop - my smaller screen size cuts off the larger
frame for many websites I view.
* Do you use Java? Almost all of the Java-laden pages I access

are painfully slow, with a full minute’s loading time. I’m
inclined to leave the page at once when I see “Java loading”
- unless I’m desperate for the information (which is not that
often).
* Is your website graphics-heavy? This makes your page a slow

loader. Try replacing graphics with HTML text, or run your GIFs
through PhotoShop to reduce colors and file size.
* Is your selling letter copy presented in a logical order? Does

it open with a riveting intro, ask intelligent questions as well
as provide benefits, include testimonials, show the order
process clearly and ASK for the sale?
Check these steps to get more response and higher sales.
QuickTip #36: Simple & Powerful Search Engines
When you want to search the web, what search engines do you
use? There are many to choose from, and you often need to
check out several to cover your search question fully.
But two search engines I use can make the complex business
of finding information a lot easier. Try them and see if they
don’t improve your search options:
DOGPILE < www.dogpile.com >
[ Page 404 ]
This is the ‘search engine that searches search engines!’

Dogpile is a multi-engine search engine that contacts 13 other
engines on the web and brings up results from each in detail.
It checks out Yahoo!, Thunderstone, Lycos’ A2Z, GoTo.com,

Mining Co., Excite Guide, What U Seek, Magellan, Lycos,
WebCrawler, InfoSeek, Excite and AltaVista.
And what’s more, it does this quickly too...often just 5

seconds before the first engine starts appearing on my screen.
I love Dogpile.
ASK JEEVES < www.ask.com >
This is a unique engine that you can ask questions in plain

English. Although the ‘butler’ concept seems a little corny at
first, and maybe directed at students instead of serious web
researchers, the way ASK JEEVES provides answers is very useful.
For example, I asked it: “what are the major web search engines?”
I got back 10 answers subdivided into areas. In one answer a

pop-up field listed 57 search engines I could select. Other
answers gave further information searched by major search engines,
but cleanly laid out in pop-up fields so they were easily read.
Top marks, Jeeves!
QuickTip #37: Management Guru Tom Peters Speaks
...about what all business needs to survive. And he makes some

good points - 5 of them in fact, in his book “The Pursuit Of
WOW!” He says you need these five crucial factors to make a
success of your business, online or offline:
1) Distinction.
How much different is your business to others? The greater
the difference - the greater your chances of making it.
2) Soul.
The enterprise should make your customers say “Wow” or
[ Page 405 ]
“Neat.” It should be memorable or unique.
3) Passion.
Enthusiasm for your business will overcome many obstacles.
You need it for the times you blink bleary-eyed at the
screen as you try to finish your newsletter.
4) Good Books.
That’s accounting - not reading! A simple but complete
bookkeeping system will lighten your life considerably,
5) Perseverance.
Running a business on the net or off means you have to
attend to a million things at once. Don’t think about
giving up...keep going and break out of the rut.
QuickTip #38: Long or Short Text?
How long should your sales letter be? Your web site copy? Your
email in reply to a prospect’s question?
Long or short?
It’s been proven long copy works better...if people want your
product, then they’ll want to know as much as possible about you
and your offer.
It has another less realised benefit: Long copy actually subtly

reinforces your credibility...increases your reputation.
Sure you can put any information across in less words, but when your
prospects are confronted with a ‘wealth’ of text that you’ve written.
it creates these positive thoughts in their minds...
- yes, this large volume of text must mean a considerable knowledge.
- yes, this guy must know what he’s talking about!
- yes, he’ll reply to my queries in the same lengthy detail.
All positive selling points.
[ Page 406 ]
I can’t think of a leader in the marketing field who has built

their reputation on short copy or tight words.
Always the reverse is true.
Ken Silver
The “How-To” Guru.
[ Page 407 ]
Index
Index Anonymous message 237

Anonymous signatures 194
Answer emails 55
Anthony Blake 233, 240, 248
Symbols Anthony Blake Online 233, 248
Anti-spam venom 246
$1million For A Domain Name 65 Apple Computers 150
10-day money back guarantee 324 Arial 144
100 million people use PDF 37 Arrow keys 4
14.4 modem 47 Art gallery 52
3-ring screenprinted hard cover binder 83 Artoday 26
40 words per minute 76 Artoday.com 26
486 47 ASB Bank 78
5 F’s 77 Asking for the sale 313
5 hours Free Consultation 179 Asynchronous communication 30, 80
7 little-known braking secrets 169 ATM (Automatic Teller Machine) 231
7 WAYS TO BE NET-CREDIBLE 331 Attachment to email 154
7 Ways To Improve Your Credibility 97 Attention-getting title 141
800 search engines and directories 91 Audio cassette 84, 318
90 day reserve 229 Audio tape product 27
A Authorised Reprint Rights 27, 353
Authorize.net 217
Academic or intellectual market 83 Author’s name 86
Accelerate my profile 232 AutoMail 186, 241
Accelerated learning 40 Automated macro sequence 31
Accept credit cards 213 Automatic teller machine 51
Accountants 54 Autopilot 34
Accurate sales figures 318 Autoresponder 181
Acrobat Reader autoresponder 73
Bookmark panel 4 Autotype programs 73
Sizing controls 4
Acrobat Reader 4.0 154 B
Acrobat Reader program 4 Back-end 113, 352
Ad stripping software 319 Background 235
Address count 188 Bancroft, Dave 164, 248
Adobe 37 Bank 226
Adobe Acrobat PDF 24, 150 Bank deposits 32
Adobe Distiller 157 Banking 22
Adobe PageMaker 6.5 157 Banking forms 231
Adobe’s Portable Document Format 37 Banner advertisement 239
Advanced information 83 Banners for other sites 163
Advertise your booklet 85 BCC (Blind Carbon Copy) 185
Advertising agencies 159 Betty Crocker 61
Advertising “headline” 241 Bigfoot 190
Advertising placements 315 Bill Myers 89
Affiliate marketing 352 Billing inquiries 229
Affiliate network 229 BIZWEB GAZETTE 256
Alliterations 60 Blake, Anthony 233, 248
AltaVista 202, 203 Blake, Tony 248
Amazon 118 Blind selection 67
Amazon bookstore 170 Block selected posters by IP number 238
American jurisdiction 226 Board Advisor 253
Americanisms 60 Bonus reports 105
Amway salesman 308 Booklet 46
Anomalies 60
[ Page 408 ]
Booklet on braking 169 Coca-Cola 95

bouncing addresses 186 Collection of unassociated ideas 77
Braking secrets of professional riders 169 Colours of your web page 160
Brand name 95 Commercial autoresponder service 220
Breakeven point 101 Commercial mailing list enterprise 186
Britain 49 Commercial printers 159
Bromide services 159 Commercial use 26
Browse & View 147 Community newspapers 52
Build essential credibility 232 Competition 45
Build your business 49 Complex names 60
Bullet points 327 Complimentary affiliate program 212
Bulletin 365 Computer diary 79
Bundling secret 312 Conceptualisation 142
Business directories 61 Confirmation email 187
Business expenses 29 Confirmation form of subscribing 181
Business Growth and Marketing 249 Constructive criticism 208
Business knowledge 235 Consultation Certificate 261
Business model 43 Contact informatio 328
Business tax 29 Continue the relationship with your buyers 212
Contra 212
C Contradicting colours 144
Calculate a selling price 103 Controlling your board 246
Canada 93 Conversational manner 307
Capitalise 328 Copyright And Piracy 211
Cardboard spiral-bound version 83 Copyright on design 143
Cash and orders 81 Copywriters 241
Cash flow 52 Copywriting mistake 167
Cashflow Quadrant: Rich Dad’s Guide to Financial Corel® WordPerfect® 76
F 28 Corey Rudl 106, 324
Catalog drop 31 Corporate Call Centre 227
CD-ROM 83 Correct TARGETING 310
Cellphone Correct title and keywords 197
Prepaid call plan 29 Correspondence 51
Certificates 97 Correspondence course 120
CGI 237 Country’s richest property investor 54
Chain letter 244 Coupon 212
Change your viewing settings 4 Craig Whitley 148
Chapter sub-sections 139 Creative Labs® Sound Blaster® 16 77
Charge for advertising 206 CREDIBILITY 93, 190
Check out button 217 Credibility
CHECKLIST for chosing a new name 69 Third-party testimonials 190
Checks 230 Credibility factors 235
Children's names 60 Credit card 228
Chiropractics 88 Credit card authorization 32
Chunking 81 Credit card buyers 228
City library 169 Credit card processing 32
Claris Emailer 220 Credit card processing bureau 105
Claris HomePage 219 Credit Cards
Claris Organizer 31 Accepting 213
Classified 314 Assure your buyers 215
Classified exchange 257 Be secure 215
Clever names 60 Buyer confidence 214
Clickaways 163 Essential for your business 213
Clickbank 229, 230 Send the goods 214
[ Page 409 ]
Travellers check 213 Editing 25

Credit history 226 Editor 329, 330
Cross-platform compliant 150 Editors 331
Currency Exchange Promotion 259 EGroups 184, 234
Customer complaints 235 Electronic delivery 229
Customer invoice 51 Electronic system 79
CyberMarketing Forum 242 Electronic Text Publishing System 147
Cybermarketing InfoBoard 248 Email Address 222
Email confirmation 222
D Email discussion lists 234
Daily and long term goals 78 Email forums 234
Dan Poynter 252 Email management program 325
Daniels, Jim 242, 248 Email-based forum 234
Dave Bancroft 164, 248 Employees 49
David Jones 58 Engine registering process 199
Day job 20 English language 54
Daylight Saving 53 Enlow, Mike 249
Day’s appointments 78 Ensign, Paulette 249
Deadline 313 Entertainment 22
Deadlines as sales incentives 178 Entrepreneur 114
Declan Dunn 353 Epub 234
DejaNews 258 Eric MacIver 65
Delivery fully automatic 23 Euroseek 203
DEM 331 Evans, Wendy 311
DEMC 329, 330, 333 Evergreen types of moneymakin 114
Deposit forms 43 Excerpts from other manuals 75
Dertouzos, Michael 21 Exchange ads 256
Descriptive name 69 Excit 177
Descriptive names 59 Exclamation points 98
Design rules of thumb 144 Extended guarantees 103
Dictionary 74 Extensive index 48
Digital delivery 23 EXTRA effort 71
Dinosaurs 23 Extra income 49
Diplomas 97 Ezine 308
Discount 212 Ezine editors 326
Discussion board 232, 308, 378 Ezine publishing newsgroup 258
Discussion board list 249 Ezine samples 264
Discussion boards 91, 240, 307 Ezine signatures 251
Discussion forum 243 Ezine-Tips 254
Disney, Walt 176, 242 Ezines
Disneyland 246 Contest Promotion 263
Disneyland by air 177 Copy My Success promotion 262
Diving Board Theory 205 Currency Exchange Promotion 259
Doctor 232 Directories 255
Downloading my bank statement 79 Envy Promotion 260
Downloading of the site 210 Exchange ads 256
Dragon NaturallySpeaking 75 Ezine-Tips 254
Dreaming up ideas 108 List of over 600 ezines 256
Drew Eric Whitman 252 New-List 254
Drugs.com 65 Opportunity Promotion 259
Dunn, Declan 353 Promoting price and conditions 258
Satisfaction promotion 261
E Subscription method 255
E-commerce success 19
[ Page 410 ]
F Free Publicity and Promotion 249

Free Report in return for a testimonial 194
Famous people and celebrities 120 Free secure order form 215
Fanciful names 60 Free time 46
FAQ 72 Free visitor counter 204
FAQ page 207 Freedback.com 257
Fast deposit facility 231 Freelance graphic designers 159
Fiction writer’s mind 125 Front end products 102
Filling The Barges 312 FTP
Financial investment strategy 83 Command window 221
Financial system 42 Ftp software 219
Finding the Best Care for Your Elderly Loved FTP Voyager 220
One 36 Hard drive 219
First name basis 251 Password protection 219
Five Pillars of Internet wisdom 92 Upload button 221
Fluent Spanish In Just 5 Days! 175 Ftp software 219
Fly fishing 112 FTP Voyager 220
FOCUS 79 Fully automated systems 21
Forbe's business magazine 61 Future books 326
Forums Future of the computerized world 21
Accepts HTML 238
Announce it on another board 239 G
Anonymous message 237
Garage 23
Anonymous posters 235
Gardening How-To e-boo 349
Block selected posters by IP number 238
Gardner, Jeff 316
CGI 237
Gateway server 239
Change the colors and style 239
Gateways 186
Common format 237
General banking advisory service 83
Community 236
Generic headline 175
Controlling your board 246
Geographic names 60
CyberMarketing Forum 242
Get testimonials starting from nothing 195
Delete the whole post 239
Get-rich-quick schemes 50
Detailed answers 247
Getting your message out on other boards 247
Discussion board list 249
“ghost” product 123
Expert in your field 236
Giant Bonus Pack 35, 312
How to promote your board 239
Giant income 317
Jim Daniels 242
GIF 146
List of free boards 237
Gift certificate 318
Moderated 234
Giles, Lee 203
New inquiries and messages 245
Giving income figures 317
Notifies posters by email 238
GO Network 202
Other boards you can visit 248
Goals and a to-do list 77
Recognition of your name 236
Golden opportunity 324
Scripts 236
GOLDEN RULE 26
Self publishing 236
Goldman, Marc 342
Threads of discussion 234
Good designer 143
WeBBBS 236
Good manners 250
WWWBoard 236
Goods & services tax 29
Free affiliate marketing 229
Goodwill 232
Free as an incentive 182
Google 203
Free classifieds 91, 306
Grammar-checker 128
Free Discussion Boards 236
Graphic arts businesses 159
Free graphics 25
Graphic separators 252
Free Offers 318
Graphics
Free publicity 112
[ Page 411 ]
Subscription graphics websites 25 HTML ‘compilers’ 146

Grinnell, John 70 HTML file 37
Groceries 22 Hyper Maker HTML 146
GTA administration site 222
GTA secure order form 220 I
GTA site 226 Ideas for an e-book 48
GTA Technologies 215, 230 Identify your unsubscribers 189
Guarantee 233 IHUG 32
Gurus of the marketing world 232 Illustrations 25
Improve your typing speed 76
H
Income claim 98
Hackers 219 Income stream 350
Hands-on experience 104 INCOME STREAMS 349
Haven from business problems 51 Income streams 30, 351
Headaches, listlessness, fatigue 53 Increase customer satisfaction 322
Health 22 Increase the price of your products 316
Helicopter pilot training 121 Increase your profits 316
Henry Ford 61 Independent credit card provider 226
Henry Root 120 Individual style 26
Hewlett Packard 39 Info-product evaluation 319
Hidden location of the 1st Chapter 180 Info-Publishing Knowledge Pack 34
High margins 104 InfoBeat 65, 203
High search engine placement 199 Infocourier 146
High volume 104 Infoseek 177, 203
Higher readership for your sales letters 172 Inland Revenue 29
Hits 204 Inner Circle 253
Hobby experience 35 Inner Circle membership 240
Holiday 49 Instant e-orders 47
Holy Grail 309 International exchange rates 259
Holy Grail of internet selling 86 International Money Orders 228
Home delivery networks 308 Internet chat sessions 80
Home publishing business 39 Internet connection 23
Home study course 102 Internet Explorer 32
Home study courses 316 Internet publisher 23
Honda Civic 55 Internet search engines 203
Hore, John 70 Internet Service Providers 185
Horowitz, Jesse 194 Internet-resourced pictures 25
Host serve 186 Interviews 336
HotBot 203 Intuit Quicken 78
HotMail 190 ISP 49
Hourly-rated consumption 24
How To Check A Name 64 J
How To Create Appealing Sofa Covers 116 J Nicholas Schmidt 248
How To Get New Business In 90 Days 311 Jealously Guarded Secrets 248
How to get off your mailing list 189 Jeff Gardner 316
How To Knit Jerseys For Profit 115 Jeffrey Lant 313
How to Make an e-Fortune 148 Jesse Horowitz 194
How to promote your board 239 Jim Daniels 242, 248, 256
How to write ezine articles 326 Joe Karbo 315
How-to information manua 34 John Grinnell 70
HTML John Hore 70
Paragraph length 38 John Labovitz’s E-Zine List 254
Wordwrap 38 Journalist 54
HTML code 187 JPEG 146
[ Page 412 ]
Juno 190 Local library 118

Local telephone call 29
K ‘lock-in’ benefit device 211
Karbo, Joe 315 Long or short selling copy 171
Keeping in constant contact 212 Long term conditionals 322
Ken Silve 331 Long-term advertising 59
Ken Silver 252 Loskot, Wanda 249
Ken Silver Online 183, 232, 249, 253 Lotto system 120
“Ken Silver Online” nameplate 210 Low costing items 29
Kerning 38 Lower-priced information 85
Key Word 165 Lower-priced products 105
Keywords Lowest common denominator 235
Automatically disregard common words 201 Luke-warm prospects 182
Avoid duplication 201 LV Martin 60
Engine registering process 199 Lycos 203
High search engine placement 199
M
HTML code 197
META TAG 197 Mac Plus 99
Most common words 199 MAC USERS 223
Potential keyword list 200 Macintosh 150
Prospect’s search criteria 201 Macintosh 1400c laptop 31
Search Engine rankings 202 MacIver, Eric 65
Similar sites 199 Made money using a computer 112
Title bar of your web browser 199 Made-up or artificial names 60
TITLE keywords 197 Magazine stand 118
Top 10 placing 198 Mail box 23
Web search 200 Mail-order 30
Wrong spelling 200 Mail-order business 24
Kinkos 38 Mail-order industry 93
Kitchen table 51 Mail-order manual course 232
Kiyosaki, Robert 27 Mailing list 234
Mailing lists of subscribers 185
L MailLoop 324
Lant, Jeffrey 313 Mailoop 325
Large multinational account 227 Major chains 40
Lawrence, Steve 203 Make your article contrary 327
Lazy boss 52 Making money from collectibles 110
Lee Giles 203 Manual in a weekend 27
License to resell 230 Manufacturers 40
Lifetime guarantee 321 Marc Goldman 342
Limited expertise offer 179 Marketers Resource Weekly 342
Line illustrations 25 Marketing - THE hidden Key 306
Line of related manua 349 Marketing your e-boo 250
Link 90 Master Rights 354
List of free boards 237 Material for your ezine 73
List of over 600 ezines 256 Maximizing sales 306
Listbot 184, 234 MBA 232
Lists Mediapacker 148
Central server 234 Mentor support 211
Digest 234 Mercedes 55
Regular 234 Merchant account 226, 230
Little or no experience 20 Messy desk 79
Little-known secrets 323 Messy layout 210
Living in the future 23 Michael Dertouzos 21
[ Page 413 ]
Michael Hill Jewellers 61 Navigation

Microsoft 95, 203 Underlined text 3
Microsoft Internet Explorer 4.0 156 NEC Research Institute 203
Microsoft® Word 76 NeoBook 147
Mike Enlow 249 NetOrderForm 215
Mike Murphy 36 Netscape Navigator 32
Millennium Bug 117 Netscape Navigator window 3
Minnesota Mining & Manufacturing 70 Network54 237, 238
Mistakenly spelt search word 200 New ezines 254
Modem 310 New ideas 212
Monetary incentive 195 New inquiries and messages 245
Money back guarantee 320 New Zealand 58, 227, 252, 253, 259
Money figures 167 New Zealand Party 65
Money orders 24 New-List 254
Monthly 8-page newsletter 110 Newsgroup postings 258
Monthly newsletter 211 Newsgroups 240, 306
Moonlighting income 49 Newsletter 84, 256
Most common words 199 Newsletter message 187
Motorcycle 29 Newspaper owner 160
Motorcycle training school 110 Newspapers 41
Mountain 50 Newsweek 95
Multi-packaged manuals 316 Niche market 45
Multimedia productions 147 Niche marketing 88
Multiple incomes 41 Nike 64
Multiple products or services 189 Noel Leeming 60
Multiplier effect 233 Northern Light 203
Murphy, Mike 36
MusiVation International, LLC & The M-Power O
Show 194 Oakley Data Systems 148
Myers, Bill 89 Odd numbers 328
Offer timeframe 179
N
Office 23
Name recognition 70 Office politics 50
Names On-line newsletter 180
ABC Namebank International 58 One-on-one business relationship 72
Alias Product & Name Laboratory 58 One-Product Rule 312
Computer-generated 64 One-step advertisement 42
Disadvantage to initials 58 OneList 183, 233
Exclusive rights 65 Ongoing newsletter 153
KODAK 58 Online forums 240
Loss of goodwill 59 Online newsletter 250
Major financial investment 59 Opening your purse strings 96
Nametag International Inc 58 Operate a printing press 82
Negative connections 69 Operate A Profitable Office or Home Cleaning
Partnership changes 61 Busin 113
Phonetically pleasing 58 Opt-in ezine on your website 92
Possible conflicts 69 Orders
Public contest 70 Authorize.net 217
Register your name 64 Check out button 217
SONY 58 Commercial credit card processing 215
Telephone and directory listings 58 Corporate Call Centre 216
The right business name 57 GTA Technologies 215
Trademark 64 Link your site 217
National newspaper 34 MERCHANT ACCOUNT 215
[ Page 414 ]
NetOrderForm 215 Personal selling 51

Secure server provider 215 Personalisation 96
United States 216 Personally stand behind 323
Orders for other people’s products 351 Photo portrait gallery 52
Original newsletter material 264 Phrases 60
Other boards you can visit 248 Pizza parlour 52
Other people’s products 26 Play 22
Out-of-pocket cost per copy 102 Playbil 144
Out-of-town customer 61 Popular Mechanics 114
Outlook 98 email manager 32 PowerBook 308
Overcome Writer’s Block 134 Powerful PC 22
Overhead 21 Powerful website headline 165
Overseas marketing 58 Poynter, Dan 252
Pre-qualifying your prospects 323
P Prepackaged information 86
Page counter window 5 Prewritten Special Reports 75
Paper product 25 Price competitively 103
Paperless, staffless office 79 Pricing your product 101
Password protect 222 Primary marketing confidence builder 320
Password protection 219 Principal property 22
Paulette Ensign 249 Printed book 3
Pay without viewing 311 Printed colour covers 25
Paycheck 230 Printing deadline 99
Payment in advance 51 Pro-active 55
PDF Produce my manual without a PDF program 158
Acrobat Reader 4.0 154 Product Developers Board 248
Attachment to email 154 Professional content is the main link 161
Color-precise printing 155 Profitalk.com 248
Exact replica of your document 151 Prolific and successful website 109
Hyperlinks 155 Promotional ezines 47
Intranet 155 Promotional letters 42
Magnify documents up to 800% 155 Proof reading or corrections 125
PDFZone 156 Property 44
Reading PDF documents in a Web browser Property crash 55
156 Prospect’s attention zone 96
Security and PDF 152 Prospect’s email address 163
Softlock Services 153 Providing original material 106
Web server 154 Publish on demand 29
PDF file location 33 Published authors 50
PDF files are compressed 155 Published book 99
PDF Zone 220 Publishers Exchange Center 258
PDFZone 156 Publishing a book 232
Pentium II computer 350 Pulitzer Prize 126
Pentium III 47 Pyramid opportunity 244
Perfection in print 125 Pyramid your publishing profits 349
Permission-based marketing 181
Q
Personal consultancy 84
Personal debt 29 Qualifications 252
Personal dialogue 227 Qualify the prospect 307
Personal experience 353 Quality design 36
Personal experiences 94 Question and answe 336
Personal information manager 78 Quicken finance program 78
Personal names 59 QuicKeys 31
Personal problems and pitfalls 87 QuicKeys macro 31
[ Page 415 ]
QuickTip 263 Schmidt, Nicholas 248

QuickTips Archive 378 Scroll button 5
Quotation marks 173 Scrolling bar 5
Search engine experts 198
R Search Engine rankings 202
Raise bonsai trees 112 Search engines 92
Raise your e-book manual prices 104 Search engines “spiders” 219
Raising your manual’s price 104 Secondary Email Address 222
Rare types of machinery 112 Secret Diary 206
Reader’s Digest style 168 Secret Diary newsletter 208
Reading comprehension level 76 Secret formula 46
Reading PDF documents in a Web browser 156 Security and PDF 152
Real estate 307 Self Publishing Association 253
Real estate friend 110 Self Publishing Forum 183
Redundancy payment 40 Self-employment 248
Refunding PDF files 322 Self-Publisher’s Forum 249
Register your ezine 254 Self-publishing 232
Registered domain name 230 Self-Publishing Forum 261
Relaxing of high writing standard 125 Selling a name 60
Reliability factor 239 Selling message 209
Repeat business 27 Selling products created by others 351
Reposition names 70 Selling statement 163
Reprint Rights 27, 261, 308, 353 Selling the reprint rights 89
Reprint rights 353 Selling The Rights 367
Reprint Rights BULLETIN 365 Send attached files 186
Reputation as an expert 232 Setting up your shopping cart 222
Residential homes 55 Shipped goods 229
Response time test 98 Shopping cart system 230
Restaurant 49 Shopping List 262
Retailers 40 Shopping List System 135
Return on investment 30 Short span publishing 124
Return postpaid envelope 319 ShortKeys 74
Revealing hidden content 311 Sign-up field on your website 184
Revealing your income 317 Signage 59
Revolution in publishing 23 Signature in a letter 174
Rick Smith 252, 336 Signatures for different circumstances 253
Risk 21 Silver, Ken 252
Robert Kiyosaki 27 Similar sites 199
Ron Ruiz 249 Singapore 151
Root, Henry 120 Single sales letter for one product 170
Root’s Letters 120 Sizing controls 4
Rudl, Corey 324 Slow down page loading 163
Ruiz, Ron 249 Slow service 223
Rule of comprehension 129 Small booklet 82
Rule of thumb for pricing 102 Small business people 82
Small classified ads 114
S Smallest overhead costs 23
Saatchi & Saatchi 44, 311 Smith, Rick 252, 336
Sales and telemarketing calls 181 Snap 203
Sales letter 127 Softlock Services 153
Sample issue 318 “something-for-nothing” opportunists 86
SANE Marketing Discussion 249 Sound card 77
Scan of a recent check of earnings 172 Spam 246
Scanned check 98 Spam filter 258
[ Page 416 ]
SPANISH SPEAKING MARKET 174 “They Laughed When I Sat Down At The Piano...”
Sparky’s List-Tips 234 170
Spellchecker 128 Third-party testimonials 190
Spelling errors 76 Ticketing agent for your website 229
Spelling the business name 59 Timeframe limit 259
Stand out from the crowd 87 Timeless work day 23
Start and Run a Computer Training School 113 Times New Roma 144
Start-up funds 20 Tip sheet 86
Stationery 59 Tips Booklet Discussion Group 249
Steve Lawrence 203 Tips for better braking by 20-year veteran 169
Stockmarket 169 Titles and headlines 141
Stockpiled material 23 Titles for your manual 84
Stocks and shares 83 Toll number 318
Stored material 34 Tony Blake 248, 253
Stream of income 48 Top 10 placing 198
Strong client association 212 Topica 184, 234
Strong financial testimonials 317 Track record 92, 227
Subheads 210 Trade shows 180
Submission letter 329 Trade-off for a free service 239
Subscription ezine 322 Trading 235
Success Magazine 114 Trading identity 57
Successful traits 54 Trading links 92
SuperStats 205 Traffic
Banner 205
T Browsers 205
Tax write-offs 29 Change my content 206
Teaching a high skill-level course 110 Charge for advertising 206
Television timeframes 130 Domains 205
Tertiary education 126 Free visitor counter 204
Test a promotion 206 Most visited pages 204
Testimonials 98 SuperStats 205
The 5 step shopping list system 135 Test a promotion 206
“The Cashflow Quadrant” 27 Traffic times 204
The Direct E-Mail List Source 181 Visitor times 205
The E-ZineZ Search Engine 254 Traffic times 204
The EzineSeek Ezine Directory 254 Travel the world 122
The First 100 Million by E. Haldeman-Julius, Travellers check 228
Simon 142 Travellers checks 24, 230
The Follow Up 324 Trend names 60
The ‘golden buyers’ prospecting tool 179 Trial your booklet 85
The Guarantee goldmine 320 Turn a PDF file page 4
The Holy Grail 18 Turning the webpages 176
The How-To Guru! 251 Two-Step Proofing Method 140
The Internet Group 32 Typesetting 25
The Internet Marketing Center 324 Typesetting equipment 161
The Lazy Man’s Way To Riches 315 Typesetting houses 159
The List 254 Typing speed 76
The Net Guerrilla 252, 336 Typo’s 54
The positioning solution 307
U
The Weiner principle 177
The X Factor 90 U-Bix 64
The Y factor explained 90 Unclickable banner 209
Theme park design 177 Undecided prospects 210
Thesaurus 66 Unique internet content 229
[ Page 417 ]
Unique names 60 What Will Be 21, 22

Unique Personality (UP) 87 “Where Are The Customer’s Yachts?” 169
United States 226, 228 Whitley, Craig 148
Universal Currency Convertor 149 Wholesalers 40
Universally applicable principles 121 Window of FTP Voyager 221
University 127 Windows 95 76
UNIX 150 Windows 98 76
Unwanted text 103 Windows 98 operating system 32
Update Report 322 Windows NT 76
USA 230 WordPad file 137
USA TODAY 131 Wordwrap 38
USA Today 95 Work part-time 47
Usefulness of a guarantee 321 Work-Free Society 21
Workaholic 53
V Worldprofit 313
Venezuela 72 Writers 51
Video cassette 318 Writer’s Dream 149
Video tapes 84 Writing
Video-conferencing 80 15-second news bite 130
View your whole address list 188 Bullet points 131
Visitor counter 203 CAPITALS 131
Visitor times 205 Contraction 133
Visitor traffic counter 204 Conversational Words 133
Visualisation 142 Correct grammatical English 126
Voice dictation 75 Deadlines as sales incentives 178
Voicemail 51 Editing 140
Volume seller 104 Fuel-injected, turbocharged 87
Voucher 103 Getting ideas 108
Interrupters For Variety 131
W Link Words 132
Walt Disney 176, 242 Overcome Writer’s Block 134
Wanda Loskot 249 Passionate words 87
Warehouse 23 Perfection in print 125
Wasted marketing effort 306 Pronoun 126
WAV file 103 Quotation marks 173
Wealth Line 27 Rule of simplicity 129
Web designers 209 Selling propositio 126
Web page 19, 229 Spellchecker 128
Web page designers 19 The dash 131
WeBBBS 236 Titles and headlines 141
WebCompiler 98 148 Two-Step Proofing Method 140
Webcruiser.com 189 Writing for understanding 127
Website address 252, 328 Writing for different countries 122
website advertising 320 Writing new Reports and Manuals 79
Website design 160 WWWBoard 236
Website evaluation 208 X
Website keywords 197
Website traffic 204 XBuilder 148
Weekly newspaper ad 42
Y
Weiner 176
“Welcome” and “Contents” guide 162 Yahoo! 177, 190, 202, 203
Well laid out manual 36 Yearly sales potential 168
Wellington 55 Yellow Pages 61
Wendy Evans 311
[ Page 418 ]
NOTES
[ Page 419 ]
NOTES
[ Page 420 ]

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E-book SECRETS!

We are at the beginning of an exciting new era,

Internet information is the gold of tomorrow...

And those equipped with this knowledge

The Tools are here, in these pages...

FREE MARKETING SECRETS

Visit my Discussion Forum at:

Contact Ken at [email protected]

Another Manual by Ken Silver:

Copyright © 1999 Ken Silver.

All Rights Reserved.

KEN SILVER PUBLISHING

How to use this manual

To change the size of your PDF page

2) Use the scrolling bar on the righthand side of your screen.

3) Bottom panel operation.

Click on these icons to move forward or back.

Returning To Previous Pages

How to use this manual .................................................................................. 3

Before we start ..................................................................................................18

Getting dollars daily in your email ....................................................... 20

A quick and easy business ........................................................................ 33

Creating manual money ........................................................................ 35

Choosing the right business name ....................................................... 57

$1million For A Domain Name? ............................................................ 65

Planning your e-book .................................................................................... 71

The X factor revealed ....................................................................................90

Pricing your product ...................................................................................101

Writing - getting ideas ..............................................................................108

How to write a money-making manual ............................................. 125

Rules of writing .................................................................................... 129

The 5 step shopping list system .......................................................... 135

How to create your e-book ....................................................................... 146

Website success ..........................................................................................160

The free email listserver ....................................................................... 183

Website keywords ....................................................................................... 197

Copyright And Piracy ...................................................................................211

Processing the order.................................................................................. 213

What are the barriers? ......................................................................... 214

Build community & credibility with forums ................................. 232

Sample headings ................................................................................ 241

Ezines - your marketing weapon ......................................................... 250

Ezine samples................................................................................................ 264

Marketing - THE hidden Key ................................................................... 306

Two simple words ................................................................................ 306

How to write ezine articles ..................................................................... 326

Interviews - compelling & powerful marketing!..................................... 336

Pyramid your publishing profits......................................................... 349

QuickTips Archive ........................................................................................ 378

QuickTip #17: Weasel Words ................................................................................ 385

THIS manual is about a journey... one man’s journey... MY journey.

Most of the tools you can use come at no or low cost.

The Holy Grail

There seems no reason why everybody shouldn’t succeed beyond belief.

But they don’t.

So this is the reason for my manual... to be a real, living, breathing insider’s

Getting dollars daily in your email

So you want to make money in your own internet business?

Well, take my advice: