Over 20 years ago, I rented an office in downtown Old Greenwich, Connecticut, across the street from the best sandwich shop in town. The first time I went into the shop, I noticed that the menu was a copy of an original created on a typewriter.

The thing was barely legible and made worse by scratched out prices with new ones scribbled in. The menus hardly reflected the quality of owner Gary’s creative and delicious sandwiches.

The proud owner of a new computer and state of the art laser printer, I took one of his menus back to my office, reformatted it in an easy to read typeface, and printed a stack of them. The next day when I went to order my sandwich, I offered Gary the professional-looking menus as a present.

Gary was so pleased that he made my sandwiches free for two weeks and gives me a $2 discount on every sandwich I buy to this day.

Discover how you can profit from the law of reciprocity >>

My friend John used the same basic law of human behavior to get help.

Ten years ago John bought a 28’ Corsair sailboat, a larger version of the 24’ trimaran that I sail. With limited experience with large sailboats, launching this boat in the spring and hauling it out of the water in the fall was beyond what John could manage on his own.

So John asked if he could help me launch my boat and if I’d help him in return, and we’d get both boats taken care of the same day

For the last ten years, at the beginning and end of the summer, we’ve helped each other launch and haul our boats. It’s a fair amount of work, but by now we’ve got it down to a science and we enjoy each other’s company and the reciprocity.

I’m sure you use the “law” of reciprocity in your life; now put it to work in your marketing.

Find out how to make more without selling >>

Six Easy Ways To Make More Money
It’s simple; when a person does something for you that you value, you feel an obligation to that person. You’d like to repay the good deed.

How can you use this basic — and surprisingly powerful — fact of human behavior to grow your business and make more money?

You can use it to:

1. Generate leads
Give away a free report or mp3 that has value to your prospects, and they’ll return the favor by giving you their contact information. Then you can start building a relationship with them. Almost every successful Internet marketer uses this strategy, and it works for marketing offline, too.

Want more ideas on generating leads? >>

2. Sign up new clients
I know many consultants who regularly speak for local chambers of commerce or for industry association gatherings. They share their best ideas and, in return, walk away from each talk with a handful of new clients.

Other successful firms attract prospects with free seminars. For example, if you’re an investment advisor you could offer a seminar on wisely managing investments during a recession. One local financial firm used this approach and added $40 million in new assets within six months — without making a single sales call.

Sign up more clients >>

3.  Sell more products
I recently offered a free teleseminar on copywriting to my entire mailing list. It took me almost a week to put it together and cost me hundreds of dollars, but I it was well worthwhile.

The comments I got from people who participated were very positive. They loved the content and expressed their interest in large numbers by taking advantage of the one-time trial offer associated with the call.

If you want people to buy from you, start the process by giving them something of value.

Interested in selling more?

4. Build your membership program
Getting people to make a commitment to pay a monthly fee for a year or more is a huge marketing challenge. The easiest way to overcome this is to give prospects the first month or two for free. Then give them relevant and useful content, and they’ll stay in and keep paying.

It’s a simple strategy that most magazine publishers use, because it works!

5. Get more readers for your blog and your tweets
Want more people to read your blog? To get other bloggers to link to your blog, provide a link to theirs on your site. Then contact them and they’ll be much more likely to return the favor.

The same is true with Twitter. If you want more followers, sign up to follow the people you want following you. At least 70% will return the favor and start following your tweets.

6. Get a bigger tip
(I know most of you aren’t working as a waiter or waitress but I just wanted to include this one to show you the power of the law of reciprocity.)

Waitress and waiters increase their tips in two ways in addition to being there when you need them. One tactic is to include a mint or small candy with your check when they bring it at the end of the meal. Research shows that patrons leave 25 to 30% larger tips when candy is included with the check.

Another strategy used in the restaurant industry is to share a “secret”. When you’re ordering, the waitress may whisper to you that the pork dish you wanted isn’t one she would suggest, and then she gives you a couple of personal recommendations.

When the check arrives, patrons who were given the “secret” recommendation leave larger tips.

Discover the most cost-effective ways to increase profits >>

There are hundreds of ways to use the “law of reciprocity” to persuade prospects to contact you, to buy from and to spend more with you. Use them and see your profits grow.

- Charlie

P.S. If you’re tired of trying to ramp up your profits with selling, try giving away value. Give your prospects something they want and can use right away. In return you’ll get more business than you ever imagined and feel good about it all the way to the bank.

Find out how >>

It’s always nice to recognized. This week Gurudaq ranked as the top Internet gainer putting us in the company of greats like Mark Joyner.

Want to know how I did it? Use this link >>

“My new software application is getting rave reviews from the people who use it, but I’m having trouble making sales. What can I do to convince more prospects to buy?
- Kelly Sanders, OH

Having trouble with skeptics and getting people to take action and buy from your small business?

Forty years ago I had my first experience with mail order. I know it’s hard to imagine but the Internet didn’t exist.  Most people actually bought stuff in stores. Hard to believe but true.

I’d heard about a mail order outfit called L.L.Bean. And I was interested in ordering a sleeping bag for an upcoming hiking trip I was planning. But I wasn’t sure if, sight unseen, I’d be happy with the one I’d selected from the catalog.

What got me over the hump? What got me to go ahead and make my purchase?

L.L.Bean has always had a 100% satisfaction guarantee. With it I felt confident that if I wasn’t happy, I could exchange the sleeping bag or send it back for full credit. And I’d heard stories of people making good on the guarantee and being “100% satisfied.”

Now a guarantee won’t sell your products or services by itself, but without one you won’t sell as much as you could.

Are you a skeptic?

Many of us are. It’s smart to be one. So how do you sell to skeptics?

One simple strategy is to eliminate any perceived risk in making a purchase. When your prospects feel confident that they’ll either love it or that they can easily get their money back, you’ve eliminated the risk, making it easier for them to give your products or services a try.

Want to convert more prospects into paying customers? Get the details >>

What stops people from buying?  The fear of being ripped off…the fear of paying something for nothing…the fear of looking foolish. No question about it.  If you want to turn interested, but skeptical prospects into buyers, you need to conquer fear.

What helps put that fear to rest?  A risk-free guarantee of satisfaction.

In a tight economy like this one, people are especially concerned about money.  Many business owners respond to those fears with lower prices, but they still can’t make sales. When you decide to take full responsibility for your customer’s satisfaction, you make it that much easier for a prospect to decide to buy from you.

Want to know how to get more people to buy from you? Start here >>

So what kind of a guarantee should you offer?

The one that will be the most meaningful to your prospects, of course.

If you offer a subscription to Forex investment tips, for example, a 6-month ‘read it, use what you learn, and then decide’ guarantee would be effective.  It demonstrates that you’re so certain your system will work, that you’re willing to give the consumer 180 days to succeed with it.

A good guarantee will make sales.  A risk-free guarantee will make more sales, double…even triple what you could make without one. Here are some templates for some guarantees that I’ve used successfully:

- “Subscribe today. If you think your first issue—or any issue  —doesn’t deliver at least $XXX worth of ideas and information, you can tell us to take a hike. We will cancel your subscription and send a prompt refund for all un-mailed issues, no questions asked. We won’t be happy to know that we failed your value test, but that will be our problem, not yours.

- You can’t lose with our guilt-free, no-risk guarantee and access to the entire program and every one of the bonuses…all for only <$>! If <product name> is not everything we say it is and you are not completely satisfied with it, then we will refund every penny of your money with no questions asked. That’s more than a guarantee; that’s a promise.

- My guarantee is to ensure you are 100% happy with <product name>. If for any reason you are not entirely satisfied, I will refund your money.  No questions asked. This is an ironclad guarantee, no ifs, and no buts. If <product name> doesn’t deliver, your money will be happily refunded. In fact, you need no reason to ask for a refund whatsoever. Just tell us the dog ate it! We trust your integrity and honesty absolutely. We take the risk and you have nothing to lose, so take your 90-day trial today.

Let me ask you one last question. Do you expect the companies you buy from to stand by their products and services?

Of course you do. Use your guarantee to let your prospects know you do the same, and you’ll turn skeptics into buyers and see your sales soar.

Interested in finding more ways to convert prospects to buyers? Find out the simple formula to increase your profits >>

- Charlie

P.S. Yes, I include a guarantee with my products. Take a look here to see it >>

The response to tomorrow’s TeleSeminar has been amazing. Over 700 people have already signed up and the registrations are still pouring in.

If you’ve registered already, I’ll talk to you tomorrow.  Make sure to dial in for the call promptly using the information you received.

If you haven’t, this is your LAST CHANCE…

*** Exclusive Free TeleSeminar Registration Ends Today ***

Tomorrow at 4 p.m. EDT, Dan Lok and I are going to reveal the most powerful and persuasive copywriting tactics.  I’ll be sharing my best ideas and grilling Dan about the best ways to bring in prospects and turn them into buyers…then repeat buyers…then customers for life.

If you haven’t done so, sing up for the TeleSeminar and my FREE  bonus book ‘The 22 Hot Buttons That Get People to Buy.’

Click here for to join this exclusive conversation with Dan about creating sales opportunities and converting them into cash >>

This is a one-of-a-kind TeleSeminar and the only chance you’ll have to hear me pry all of Dan’s secrets out of him.

You still have a chance to ‘be there’ if you act in the next few minutes.  Use this link to reserve one of the last remaining spaces >>

It’s up to you.  Would you like to spend an hour listening to two very successful, sales-focused entrepreneurs discuss the best methods solve the problems of lead generation, sales conversion, and long term customer retention?

You can increase business profits without increasing your out-of-pocket expenses.

If that sounds good to you, register in the next few minutes and you’ll be one of the lucky ones to get the answers you’ve been looking for.

Register now >>

- Charlie

P.S. What topics are on my agenda for Dan?  I’ll be asking him:

* What REALLY makes people buy?  (It ISN’T just a low price)

*  How do you turn a one-time buyer into a customer for life who buys from you again and again?

*  Is there a way to make prospects feel so indebted to you that they feel guilty if they even THINK about doing business elsewhere?

*  What is the secret to positioning a product so that it triggers irresistible ‘hot buttons’ for buying?

… and much more!

Want to know the answers?  Register today before the TeleSeminar reaches capacity in the next few hours >>

P.P.S. If you have to miss the seminar, don’t miss my FREE bonus -  The 22 Hot Buttons That Get People to Buy.’  Claim it instantly >>

What’s the “one thing” you can do to generate more interest and more sales? What’s the “one thing” that every successful entrepreneur and small business owner needs to do to make more money?

Getting the attention of your prospects is the obvious answer. If people ignore your ads, your mailings or your ezines you’re never going to make as many sales as you want.  The problem is not what to do but how to do it.

Discover the top copywriting tactic proven to trigger more sales. If you haven’t done so already, make sure to register in the next few minutes.

On Thursday May 14 at 4 p.m. EDT Dan Lok, the sales conversion expert and author of ‘Turn Words Into Cash,’ and I will be sharing top copywriting tactics with you.

When you register for the TeleSeminar you’ll receive a FREE COPY of my latest ebook – ‘The 22 Hot Buttons That Get People to Buy.’

Only a few spots left. Use this link to register immediately before the doors close >>


P.S. Unavailable on May 14?  You can still get my 50-page ebook, ‘The 22 Hot Buttons That Get People to Buy’ – FREE. Just register today and download it in minutes – no cost, no obligation.

Discover how easy it is to sell more >>

P.P.S. What did Marc have to say about Charlie’s last TeleSeminar?

“Charlie makes every minute count.  When the hour was over, I had a dozen different strategies for connecting with prospects and turning them into my customers.  I put two of them into practice that same day and saw results immediately.”
Marc Atherton, The Marketer’s Marketer

Register in the next few minutes before all the spaces are gone and the TeleSeminar is closed. >>

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