When I started my business, I had no story to tell of my success either. I was just starting out. However, what I had to market were some videos of a gentleman in the USA who WAS making a lot of money running a home based business.
I had no track record … so just as in my early sales letters … I didn’t feature ‘MY’ story … I featured ‘HIS’ .
I was merely the publisher of the videos and books from this guy … just as a book publisher might promote a factual book about climbing 7 mountains in 7 weeks. The publisher might not have done it himself, but they’ll promote the story of the person that did. That’s all I did when I started too.
I just spoke as the publisher explaining all of the things this guy teaches on his videos…
When I was starting my Cash ON Demand I TESTED all manner of ways to sell products. I was invited to give a talk at an exhibition (which Id; never done before so it was quite a daunting prospect)
I put together a very simple PowerPoint presentation outlining the features and benefits of the product … talked about how I had met the guy, and the business he ran in the USA … gave people as much useful information as I could … and suggested that they make notes all the way through
Then at the end of the one hour TALK, I made a brief … maybe 5 or 10 minute ‘offer’. I explained that in one hour I could only talk about the basics and if anyone in the room thought this might be something that they should investigate then I had an offer for them.
Here’s what I did:- During the set up day before the trade show … I was the only stand holder that spent all day making up loads of ‘pizza style’ boxes and putting Videos and Books into them.
As a result I was also the only stand to have a huge pile of white cardboard boxes sticking way up into the air out of the ‘roof’ of our stand.
But boy did it pay off…
At the end of my seminar presentation I offered the full box of goodies … that I was at the time genuinely offering by Direct Mail for around £200 … for a ‘Show Only’ special DISCOUNTED PRICE of just £67.
I explained that if anyone wanted one they needed to rush to our stand Number 312 in the centre isle and see one of my colleagues (friends of mine) on the stand who would be able to give them a box.
I also offered … as this was of course, a front end product … a 30 day money back guarantee. So it was a no-brainer for the show attendee.
He or she had spent an hour listening to a presentation about how to make £30,000 a month from home…
He had been offered a unique product which was not available from anyone else in the UK…
He’d been offered it at a special one-off price of only £67…
And if when he got it home he decided it was not for him, all he had to do was return it for a full refund…
People RAN out of the seminar hall…
Not because my presentation was awful … but because they wanted to get one of the limited number of boxes left on my stand.
The organisers said they had never seen such a crowd around one stand. At one point the hall owner’s staff asked us to move people on as they were blocking the access ways.
I walked casually back to the stand after making my presentation – to be greeted by something resembling the first day of the Harrods sale. A huge crowd almost fighting, to get a box.
And yet I’d NEVER spoken at such an event before … I had NO track record to speak about … I had almost NO idea what I was doing … yet people were lining up to buy a white box.
So we caused a bit of a stir! So much so, that the next session in the seminar hall, we ran out of room. We filled all the chairs half an hour before we were due to start … and people kept coming.
We had people sat on the floor and squeezed in around the walls. We even had people standing outside listening through the canvas walls of the temporary structure that the event organisers had made into the seminar hall.
It was literally Cash On Demand