Finding Buyers that Buy

extract :

Because it is so hard to find buyers that will spend money with you, many companies go out of business before they ever get started.

Especially small businesses.

If you're going to make money online and build a safe, consistent income, then you must know where to find buyers that will buy from you. A steady stream of buyers will give you the power to overcome mountains of obstacles, give you great staying power in any economy, and drastically improve your quality of life.

There are four aspects of finding buyers that buy that I'd like to focus on. Today, I will cover the first and most important. Today is the "what" ... the next three weeks will be the "how."

At the core of finding buyers that buy is a concept called "Psychographics."

Psychographics is the study and classification of people according to their attitudes, thoughts, feelings, behaviors, and aptitudes. It's knowing the words they use, the emotions they have, and the choices they make on a daily basis.

Do not confuse this with "demographics," which is the study of facts about people. Their age, their gender, where they live, number of children, etc. ...

These kinds of facts and figures are important, but they only give you a small insight into the buyer's life and desires. It's far too shallow to really bring in consistent, safe, ongoing sales.

You must go deeper. You must understand what makes their heart race, what keeps them up at night, and what drives them to do irrational, spontaneous, totally emotional things.

Michael Masterson (aka Mark Ford), has been teaching the need to dive deep into the thoughts, feelings, and emotions of buyers for many, many years. He calls it the "Core Buying Emotion."

Many people think that you can sell someone just by appealing to a set of base emotions like greed, fear, anger, sex, etc. And, it is true. Those emotions are very strong. But human beings are much more complicated than that.

Michael puts it like this ... and you can substitute "online marketing and sales" for the word "copy" ...

"Great copy, ultimately, is an exploration, stimulation, or provocation of the prospect's greatest and deepest desires, fears, hopes, and dreams."

Savor that statement because it's worth millions of dollars once you discover how to explore, stimulate, and provoke the buyer's Core Buying Emotion. This Core Buying Emotion is uncovered only when you come to understand the psychographics of your target audience.

There are several other powerful advantages to understanding the psychographics of your buyers:

1.First, you know exactly how to talk to them. You understand their Core Buying Emotion.

2.Second, you immediately know where they are. You'll remember that finding where your buyers are is the first step to discovering your Optimal Selling Strategy. (Another of Michael Masterson's powerful phrases and concepts; see Ready, Fire, Aim for details.)

3.Third, you know what design, images, colors, and styles will appeal to them and entice them to buy and buy more often. (Yes, the book is judged by its cover ... )

4.Fourth, you know how to price your product or service.

In the next three weeks, I'm going to talk about the "how" to uncovering the psychographics of your market. I think you'll be surprised at the methods I use.

There are several parts of this discussion that I want to spend a little more time on. Because of that, I've decided to sit down and record my thoughts in audio format. I suspect this will take me 30-90 minutes.

I'm calling it, "Buyer Psychographics: Strategies for Finding Buyers that Consistently Buy."

This in-depth discussion is really only for those who are ready to go deeper. Because of this, I'm inviting everyone to get a copy of the audio file, but requiring that you raise your hand and opt-in.

To receive a no-cost copy of my audio discussion, "Buyer Psychographics: Strategies for Finding Buyers that Consistently Buy," click here now and fill out the simple form that follows.

Click Here to Get "Buyer Psychographics" Now

By Joshua Boswell

Source : www.earlytorise.com


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Internet Business Tips For Easy Management

Will you set goals more than plans? Or will you carefully plan rather than set your goals? In an online business, careful planning and goal setting is inseparable. That is why you should choose to absorb strategies from the internet business tips for easy management. If you own a business and have not tried using internet as your media for product promotions and rendering online transactions, you might as well give it a shot. Business and corporate websites, whether owned by an enterprise or of an individual, could greatly give twists for your business to demand more than internet basics.

Today, you do not need to sign up for a business management course, because internet business tips for easy management are highly accessible. Now, you can start up a business with reliable guidelines that will help you improve your management skills. This way, you will be challenged to learn on your own with the unlimited resources over the internet.

Internet business tips for easy management comes in many different forms such as e-books, forums and other information over the internet. There are available electronic books that could guide business entrepreneurs to learn and incorporate business concepts. On the other hand, one good thing is that e-books on the net are more updated than hard-printed books. Dominantly, internet itself can be considered as the most reliable bank of resources, where different websites can give answers to your questions as you will try to join forums or read certain articles. Essentially, an organization trying to compete with other businesses should be considered and must be given importance because of its money making potentials. And with the burgeoning industries on the internet, the only way to stand out among others is to be equipped with knowledge that could improve reliability and efficiency of your business. http://tonydraper.net/ Internet business tips for easy management could help your business more productive. Out of these, you will learn to promote your business through websites, expand your negotiations worldwide, give more opportunities for careers, maintain relationships with the valued customers, and deliver services from afar. Possibilities will just conform to your eagerness in learning the internet business tips for easy management. In time, you will gain a business with enhanced interactivity and a rising popularity on the web. And successfully, many investors will discuss their business prospects and other related issues. By then, from internet business tips for easy management that you tried to understand, all your efforts will be recognized through your profits and internet itself will become your large advertising platform.

by LUCY ANDREWS

About the Author

LUCY ANDREWS is a marketing guru and director of http://www.tonydraper.net, which specializes in internet business. Visit us and get internet marketing free ebook download today.

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Investing in Gemstones

A Closer Look at the Pros and Cons
In an article, I read how a rich contractor died owing a large tax bill and didn't have enough cash in his estate to settle it. However, he had a large collection of several hundred colored gemstones. His family, who'd always whined about him spending so much money on his gem collection, decided to send his collection to auction at Sotheby's. A few weeks later all the stones were returned except for three stones, the largest of which weighed less than 1 carat. What were these stones? They were colored diamonds. Sotheby's had sold them to a billionaire for way over a million dollars. More than enough to pay the deceased's tax bill. And what's even more amazing is that the deceased had only spent twenty thousand dollars to purchase the stones on retail. What his estate received was a colossal appreciation in value, wouldn't you agree? This article will investigate the pros and cons of investing in gemstones.


But before I dive straight into this, there's something I want to point out to you. Oftentimes referred to as a dirty term, "investment grade," although not illegal a term, has been used and abused by fraudulent salespeople and is frowned on by the US Federal Trade Commission for the same reason they frown on "precious" and "semi-precious." If you plan on becoming a dealer, don't use this term. It can instantly ruin your reputation. Usually applied to high-end gems, the term investment grade does not necessarily mean the gems are the best investment. Gems that are of lesser value oftentimes appreciate more and are a lot easier to liquidate. That said, the well-informed would invest in low to moderately priced gems.

On average, it is not uncommon to mark-up a low-priced gem five times or more. Whereas you couldn't do that with high-priced gems, profit margins are usually far lower in comparison. Typically, as things get more expensive, the mark-ups tend to get lower. Unlike alexandrite, where a 25% mark-up on a $30,000 piece would be gladly accepted, diamonds, whose market is very competitive, mark-ups can drop below 10%.

When investing in gemstones, the difference between wholesale and retail is your profit - and the greater your chance is of making a profit when you buy low. Not to mention, it is also easier to find buyers for lower priced goods.

In summary: investing in colored low-priced gemstones is the fastest, most assured way to make a profit. Market trends are unpredictable, hence it is advisable that if you're going to buy, buy at a low-as-possible price. Mark-ups on low-priced stones can quite easily exceed five times, but on the high-priced items like diamonds, it can go below 10%. Before making that investment, take a closer look at the pros and cons. Ask questions. Do some research on the current market trends, and be extra cautious. It may take years for your purchase to yield a profit – like it did the rich contractor I mentioned in this article – so make sure, at any cost, that you buy low.

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Top 5 Reasons Why Home Based Business Owners are "Killing It" Even in the Recession!

Ever wonder why or how home based business owners are now making more money than ever in this industry? Even in the economic demise we're living in?

Let's take a look at a few things.

Whenever people have a problem, where do they go for answers? To the internet!! And with SO many people affected by the recession, they turn to someone on the internet to show them a way to make some extra money from home.

Here are the Top 5 reasons:

Reason # 1 With so many people taking their businesses to the internet, they are suddenly becoming the person that has the answer for another one's problem. They can provide that solution for income opportunity seekers to make some money from home and become an entrpreneur.

The home based business industry has also shifted their focus on pitching and selling products to more of an internet marketing approach. As you may have figured out, it's all about the marketing for businesses to be successful!


Reason #2 Another reason why the home based business industry is booming is the implementation of systems that help home business owners to leverage their time.

Systems like this can allow for the "heavy lifting" so that the business owner has more time to do other things. The business can run on autopilot if set up right.

Reason # 3 Getting better quality of training. The internet marketing millionaires are now providing the exact training that they have implemented and are making it available for struggling home business owners. They've made their millions selling their products and services, and now they sell their training courses to make even more money and to leverage their time too.

This training allows new members to duplicate the success of the internet marketing millionaires.

Reason # 4 More and more home businesses are 'system dependent' instead of 'sponsor dependent'. Meaning, if a new member has a question or wants to know where to start with their business, they can plug into their own "back office" to get the answers and receive more training provided by top producers etc. This helps eliminate the "whiners" and allows the sponsor to have less headaches!

Reason # 5 Value driven content and in demand products. We're seeing less and less network marketers selling juices, lotions, and pills. The internet marketing home business owners now market products that are in more high demand and and considered in the high ticket direct sales category.

They market items that may have $300, $1000, or $3,000 commission instead of the tiny checks from selling a juice. This allows the home business owner to make the money they want! Not sell 200 juices a month to make the mortgage payment!

So as you can see, these are some very different reasons why the home business industry is booming! The Direct Sales industry has taken over the MLM industry. Direct sales offers a more high ticket item that produces a higher commission and residual income. Internet Marketing is the BIG reason why home business are now more prosperous than ever! They know how to leverege the internet to bring peope to their business!

And there's NO recession on the internet! Forbes Magazine predicts that 79 million people will have some sort of a home business for themselves! With the economy not getting any better, this number may be higher!

That's alot of people! So it's very important to get yourself in front of these 79 million people, because they may be looking for YOUR business. Now won't that make things easier?

Current home based business owners know this and that's why they produce massive profits from this.

The future is on the internet. The future is owning a home based business.

I appreciate your time, Greg Schmidt

by Greg Schmidt

Posted  2010-09-21

About the Author

Greg Schmidt is an Internet Marketing Entreprenuer who shares the system needed in order to run a profitable home business using the internet marketing strategies to leverage the internet in your favor. Access this information by Logging In at http://www.AtHomeWealthCreation.com/?t=goarttop5

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Becoming an Entrepreneur

Creating a Network of Solutions to Build Success 

We all have those ideas that can make something better. Why not turn them into reality? Here are some steps to turn something small into something bigger to help bring in the big dollars.

It takes a special person to be entrepreneur. You need to have passion, drive, motivation, and the means to make it a reality. What's the process? First you get an idea, quickly followed by brainstorming and working out the kinks of the plan. Then it's time to begin creating the product or service.


Then you market. Online marketing is growing and popular because it's necessary these days. If you want to build success online, you can make a website builder work for you, helping you launch your online business. Once you begin marketing online, you can work to make your original idea as profitable as possible with activities that help you get those sales.

Growing Your Network of Solutions

The seed: It's the random thought you have to make something better. You at first think it's iffy...surely someone else has already thought of this. But it lingers in your mind, and you think about it some more. Ideas are like seeds. The more you think about them, the more likely they will take root and slowly grow.

What kind of ideas are we talking about here? It could be anything. Is it an improvement of something already in place? A new invention, perhaps? Or do you want to branch out on your own and start a business using your unique talents and skills? The beauty of an idea is that it is full of possibility. And with a healthy dose of determination and drive, you can turn that idea into something very profitable.

Brainstorming: With dedication, passion, and drive you can turn your idea into something that will bring in the green, and it starts with brainstorming. Because you initially have so many random thoughts, free writing is a great way to capture every detail. So grab a pen and a journal and start writing. Keep a note pad with you because you never know when you'll get an idea. The idea behind free writing is that you don't worry about what "makes sense" or what "might really work." You don't worry about which step you'll take first or how you'll manage the details. You just jot down random ideas. You can organize these thoughts later.

As the flow of random ideas begins to slow down, you can begin the process of organization. At this point, it might be easier to create a Word document of all your ideas so you can move them around more easily to come up with in an order that fits. During this organizing phase, feel free to group your thoughts however you want and rearrange until you have a clearer vision of your plan.

Roadmap: So how do you transfer brainstorming to dollar signs? You create a business plan. This includes a product description, market analysis, competition assessment, marketing, sales, possible manufacturing, and finance. A business plan is your roadmap. It will require some more thought and a bit more of a commitment on your part. A thorough business plan can steer you to the green. Even if your approach is informal, you need to completely detail each aspect of the plan because investors and clients will respond more favorably when all bases are covered. You have to be able to clearly describe what you plan to market-benefits, what problem it solves for the consumer. Knowing exactly who your potential customers are can help you direct dollars most effectively. And last but certainly not least, knowing how much you really need to start and continue operating is a must when approaching investors and setting sales goals.

You're in Business
Load up on carbs and stay hydrated. You're going to need lots of energy to turn your idea into a reality. You are now an entrepreneur, and hard work comes with the territory. So as you set the foundation for your new business, keep focused and continue working hard.

Getting Found Online: Surely you've noticed that almost everyone has a website. If someone wants a product or service, they search for it first. Having a website is imperative if you want to compete in today's market. You can actually do this yourself. You'll end up with a basic website, but at least your product or service can be found online. Most free websites and Web hosting packages are free with a website builder. And website builders allow you to use a template to create your website and are designed to be easy enough for children to navigate. Once you have your template set up, you just add your text and images, and you're set. You can get more technical by adding widgets and nifty tools if you want. And eventually, you can opt for a custom design as budget allows.

Reaching Your Customers: As you created your business plan, ideally you were able to gain an understanding of your market. Now it's time to use that knowledge to increase sales. Who is your target market? What solution do you provide to them? How will they find you online and or in your local community? If you begin building a marketing plan to attract new buyers and increase your sales, know that these plans are evolving. What doesn't work you can toss out. What does work you can build on. Part of your marketing approach will be your customer service strategy. How are you going to keep current customers and attract new ones? Since most consumers turn to the Internet, it helps to know which sites your target audience uses the most to find the type of product or service you're providing.

Before You Know It: Yes, it does take time to grow a business-you know that. It will be a roller coaster, that's for sure. You'll have lots of highs, times when things seem to be going perfectly. And other times will require more patience. No matter what happens as your business "grows up," you should be proud. You took an idea and worked to turn it into something amazing.

by Andreea Townsend
About the Author

Andreea Townsend is a copywriter for Network Solutions®, provider of Web marketing solutions that help small businesses and aspiring entrepreneurs succeed with Web hosting, SEO, PPC, free websites and more.

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Why You Shouldn't Be Scared of Silly Ideas

It was an experimental wine that Thierry had been working on...

He thought it had potential, so he decided to share it with Guy.

He poured two glasses. They sipped it.

After they'd both appreciated it for a few minutes, Thierry declared in heavily accented English...

"Now zat iz what you call a phet best-ard!"

And so the wine -- and Thierry's winery -- was named.

The point: Don't be afraid of silly ideas...

That's the advice Paul Arden gives in his book It's Not How Good You Are, It's How Good You Want to Be.

And it's advice that I agree with big time.

Fat Bastard wine is just one example of a silly idea that turned out to be very successful. I mean, who in their right mind would call a wine Fat Bastard?

Yet, it worked brilliantly...

In just six years, it became an international success, selling hundreds of thousands of cases. In fact, the brand was described by BusinessWeek as a "marketing phenomenon."

I actually remember first seeing a bottle of Fat Bastard in a Tesco in Grimsby a couple of years ago. And I'm not surprised it's stuck in my memory...

Imagine looking along your typical supermarket wine shelf. There's Chateau This and Chateaux That -- and then, right in the middle, there's a bottle of Fat Bastard!

It's an absurd name -- almost juvenile. But attention-getting... and unforgettable.

Arden quotes John Cleese as saying:

"High creativity is responding to situations without critical thought."

That's what happened with the wine... Thierry and Guy weren't thinking critically when they decided to name the wine. They just went with it.

I bet there was a lot of critical thought afterward, as various "suits" undoubtedly told them it was a silly idea. But they stayed with it, and ended up with a hit on their hands.

Using Silly Ideas to Solve Your Problems

Arden also talks about how "thinking silly" can help you overcome a mental block...

This resonated with me, because it's something I often do if I get stuck. You're faced with a problem at work and you need to come up with a solution, but your brain just isn't firing.

It happens to us all, right?

You sit there trying to figure it out, but you end up going round in circles.

The problem remains.

One of the reasons your brain might not be firing properly is because you're being too critical of yourself... You're so concerned with coming up with the right solution, first time, that you're blocking your brain.

As Cleese said, "creativity is responding to situations without critical thought." So, you need to dump that critical thought and start thinking freely, start thinking "silly."

Arden's approach, here, is two-fold...

First, he recommends doing the opposite of what the solution requires...

And second, he recommends looking out the window and using whatever catches your eye -- be it a man in the street, a television aerial, whatever -- as a possible solution to your problem.

Both ideas sound strange, but it's exactly this kind of illogic that shakes up your brain and gets it thinking about your problem -- and its solution -- in a different way.

So whenever you're struggling to come up with a solution to a problem you're facing...

By Glenn Fisher

Follow Paul Arden's advice and start "thinking silly"... Your silly idea might just turn out to be the best one you ever have.

[Ed. Note: After studying business, economics, politics, and creative writing -- and working for many years in local government -- Glenn Fisher joined Shortcut Publications as the editor of their flagship publications, Shortcut Bulletin and Shortcut Confidential. Glenn has developed a loyal following by helping and inspiring his readers to achieve personal and financial freedom. To receive Glenn's free, daily e-letter, go here.

And for more help coming up with and developing your own "silly" business ideas, come to ETR's biggest event of the year, our Info-Marketing Bootcamp. Glenn Fisher and the team from Shortcut Publications come every year. And they're joined by hundreds of industry experts, Early to Rise readers, and small business owners eager to learn the next steps they should take to get their online ventures booming. Find out all about Bootcamp here.]

The "Be Here NOW" Success Technique

Recently, I observed a training session for the employees of one of my clients. When a couple of the attendees started goofing around, Lisa, the woman running the session, raised her voice and said: "People -- this was paid for by your employer. You are on company time, and I intend to maximize the use of that short time we have together. So please work with me and be here now!"

"Be here now." That phrase -- referring to the awareness of not only being in the moment but staying in the moment over an extended period of time, free of distractions -- struck me as being very much in tune with the overall goal achieving process.

Here's how to apply it to your goals:

Rule #1. Concentrate on defining your objective.

What do you want to accomplish? What matters to you? Why do you want to achieve that particular goal?

Rule #2. Concentrate on one part of your goal at a time.

Break down your ultimate goal into smaller chunks. Keeping on eye on the big picture is great. However, you have to focus on the individual steps that will get you there.

Rule #3. Concentrate on controlling your situation.

When focusing on those individual steps, control your natural tendencies (we all have them) to drift away from the task at hand and/or stop trying if it becomes too challenging or takes too long.

Rule #4. Concentrate on completion.

To achieve any goal, you have to make a commitment to reach the finish line. Strengthen your resolve and keep yourself motivated by visualizing the end result -- how excited you'll be and how great you'll feel when you reap the rewards of your hard work.

By Bob Cox
[Ed. Note: Bob Cox is a success coach who can help you achieve goals in every area of your life: professional, social, personal, and beyond. Check out his program here.]

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Where to Find Affiliates For Your Niche Website

Making Money with Articles: Where to Find Affiliates For Your Niche Website

To make money with articles that you place on websites, you will also need a variety of good affiliate links that will help to generate revenue. It is important that you know where to find affiliates and that you choose the best affiliates for you and your niche site.

When you pick an affiliate, it is important that you determine which companies you will profit best from based on the frequency that the product is likely to sell. There are several types of affiliates and some will offer you more money from a sale than others will. Before you get hazy-eyed by dollar signs, however, remember some products are bound to sell more than others. If you sell on product four times a year from a little known company that gives you $100 per sale or sell a well known product 3 times a week at the rate of $10 per sale, then you will make much more money with the $10 per sale product. Often times large well known companies will offer a very small profit per sale because they are established and know that their product is likely to sell well. Small, unknown companies, on the other hand, need all of the promotion they can get. Also, because they are unknown, their products are likely to sell less frequently.

The most important rule when picking affiliates to promote on your site is to pick products that would be of interest to those who would likely visit your niche site. Otherwise you will be promoting a product to a group of people who do not even want nor need it. If your niche site targets parents of young children, then promote baby products. If you niche site targets gardeners, then promote gardening products. If you promote baby products to gardeners, you are almost guaranteed to not make a profit no matter how much money the affiliate company offers for a sale.

Lastly, there are two main ways to find an affiliate company for your niche website. You can sign up with a company that manages the accounts of hundreds of companies, big and small, and apply for the products within these accounts or you can do a web search for companies that would match well with your niche, visit their websites, and see if they advertise an affiliate program.

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7 Ways To Make Money Using Nothing More Than Your List

An opt-in list can be quite crucial to any site or internet based company. Even for a small venture such as a niche profit site an opt-in list can make a world of difference and also add some extra income for your pocket. Rarely would you see an e-commerce site, big or small, that is without an opt-in list.


An opt-in list allows for a company to market their wares and site via an e-mail. With an opt-in list, a site and a subscriber consents to sending and receiving a newsletter from your company. Through this, you can keep your subscribers abreast of what is currently available in your site as well as whatever is coming out.

And because there is mutual consent between the two parties, any mail sent to the list is not considered as spam mail. There is a great number of successfully read promotional materials such as catalogs, newsletters and such that are sent because the subscribers themselves have signed up for them, meaning, they do want to be sent those items.

Building a list is crucial, only a small percentage actually subscribes for an opt-in list. Many people find promotional mails annoying but of you provide a good newsletter or promotional material, you will see your list build up and grow. You can also achieve this by having good content on your site. If people like what they see and read on your site, then they surely would want more. Newsletters would be a way to attract them back to your site. A little teaser or appetizer if you will.

But other than marketing your wares and your services, an opt-in list can also be used to earn extra profit. Not all lists can be used though. It would be good to first build a successful list with a huge number of subscribers. The more subscribers you have, the more money you can get. Here are seven ways to make money using nothing more than your list.

1) Place advertisements. There are many corporations who will be willing to pay to put their banners and ads on a list with many subscribers. Selling or renting out lists is not a good idea so rather than doing that, many companies would just rather place ads with lists that have a huge subscriber base. Your newsletter could be placed with many ads and each one spells money.

2) Have affiliations with other companies that have at least a semblance or relation to what your site is about. Here other companies will provide links and brief descriptions of what they offer, products and services. With every click made on the link that directs or leads a subscriber from your list to their site, the company will pay you. This P4P or pay for performance.

3) Make deals with other companies by asking for a small percentage of sales done through your list. With every sale done by customers that have come from your list and have gone there because of your newsletter, the other company will pay you a small percentage of your sales. The more people who buys from them, the more earnings you get.

4) You may also get products from other sites on a consignment basis and sell them to your list via your newsletter. Place descriptions, articles and photos of the product in your newsletter. There will be those who will buy from you and when that happens, you can order the product from the other site and sell it to your buyer.

5) Sell e-books or a compilation of your articles on your list. Manuals and how-to articles are in great demand. Many people will be willing to shell out money to gain knowledge about a certain topic and subject. With your existing list trusting your expertise in that area, an e-book could be offered and sold or used as an incentive. http://www.abcbooksearch.com/

6) Create a network out of your list. Get people to invite more people to view your site and subscribe to your list. The larger your list is, the more people will be able to click on your links and affiliate links as well as make your advertisement rates higher.

7) Subscribers are willing to pay for information if they know that it can be trusted and relied upon. Use your list to get more and more people to subscribe to you as well as browse your site. Lastly, you can use your list to earn money by making them your partners. Your list will be the bloodline of your growth and increase.

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Mailing List for Affiliate Marketers

If you are an affiliate marketer who wants to make a comfortable living from referring your prospects to other people’s product or service for decent commissions, then you must consider building your own mailing list.

Building your mailing list of hungry prospects can be one of the best investments you will ever make, as it is time and effort worth spending on. When you strike on a Joint Venture and have a new product or service to endorse, you can look no further than your own mailing list.

Granted, that most affiliates, as in more than 90 percent of them, are not making money from affiliate programs, but this often results from the same amount of effort focused on least effective methods.

While having your own mailing list is, by a long mile, not the only effective affiliate marketing method, you can make affiliate sales very quickly even in the next few hours after sending a sales message, provided that your mailing list is huge and responsive.

This is often true, because owning your own mailing list for you to endorse products and services to is one of the fastest-producing results, beating other affiliate marketing methods imaginable.

In a nutshell, the affiliate marketer who gets ahead of the pack is the one who owns a huge and responsive mailing list of prospects.

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