Craig Garber

"WHO" should Be Selling In Your Sales Copy?

Who's "voice" your sales letter is written in, is a very
important factor you MUST consider,
before you ever sit down and write ANYTHING.

And of course, your entire marketing "angle" is going to be
dependent on that voice as well.

Generally, you ... Read >

What You Must Avoid Doing, If You Want To Keep Your Prospect Glued To Your Sales Copy

Yesterday while doing a sales copy review -- a problem kept
coming up repeatedly, and it's one I see very often. The
problem is...

Wasted Words.

A lot of times when you're writing copy, since you know "the
more you tell, the more you sell" you fe... Read >

What To Do With Looky-Loos And Subscribers Who Waste Your Time!

Remember that old television show " The Twilight Zone"?

It originally ran from 1959 to 1964 on the CBS network, and
was one of the most provocative and controversial shows of
its time. The show's narrator, host, and main writer, Rod
Serling, always... Read >

What To Do When Your Little Girl Leaves Home

Today I am NOT going to be talking about marketing.

It is the farthest thing from my mind right now.

And I also will NOT be telling you anything about writing
sales copy... and I probably won't help you come up with
your next USP either.

Today ... Read >

How To Use FREE Report Giveaways To Attract New Business!

A few days ago, I exposed a foolish letter I wrote to try
and get prospects when I first became a freelance
copywriter. (Just go here in case you missed
it: http://www.kingofcopy.com/tips/better_left_unsaid_081805.html)

Do you know what the right wa... Read >

How To Write A Compelling Display Ad To Sell Whatever You Want

How come you're seeing certain ads over-and-over again?

Why are they working. and why do some display ads deserve to
be nothing more than bird cage lining.

Since we've been discussing sales copy "voices" lately, I'll
let you in on a little secret ... Read >

How To Find "Mr. X", And When To Let Him Start Selling For You

Over the last couple of days we've been talking about
something few people stop and take the time to consider,
BEFORE they go ahead and start writing their sales copy --
and that is -- whose "voice" your sales copy should be
written in.

Remember, w... Read >

How To Grow Your Business By Following Microsoft's Lead

One of the problems my consulting clients consistently ask
me about especially if they are in the information marketing
business (most of them are) has to do with "What should you be
selling your customers?"

Here's what Microsoft did in a similar si... Read >

How To Leverage Dr. suess... Walt Disney... And Yes, Even Elvis... Into More Sales

If you're using direct mail, and you want to boost your
response, make sure you're using first class
"live" stamps, as opposed to using "machine" stamped, or
pre-sorted bulk rate mail.

Nothing tells you "Hey, there's a sales letter inside this
env... Read >

Here's What Happens When You Leave The "Seduction" Out Of Your Selling

Last week, I revealed an embarrasing letter I used to send
out when I first got into copywriting, and how I tried to
pick up clients with it.

You can see that
here: http://www.kingofcopy.com/tips/do_not_make_this_same_mistake_081905.html

Anyway, ... Read >

Here's A Little-Known But Very Serious Mistake Made By Nearly All Marketers

Here's a very common mistake people make when they're trying
to get new business.

And I'm going to use my own foolish screw-up to illustrate it.

It goes to show you what I keep trying to drum into your
thick skull, and that is... if you use it rig... Read >

What Did Richard Pryor Know About Marketing, That Most Business Owners Are Scared To Death About?

What Did Richard Pryor Know About Marketing, That Most Business Owners Are Scared To Death About?

You may know exactly how much of a comic genius Richard Pryor was, however few people are aware of what a marketing
genius he was too. Here's why:

Lik... Read >

Why Saying TOO Much, Is Costing You Sales!

Some things are better left unsaid, and when it comes to writing sales copy, saying TOO much, will in fact, cost you sales.

Look, writing sales copy isn't easy -- everybody knows that. But how do you know when you haven't said enough... and when you... Read >

Which One Of These "Incidental" Yet Sales-Killing Mistakes Are You Making In Your Sales Co

Today I want to talk about something that was in our original mock ad that may seem incidental, but the way it was
handled, is GUARANTE-ED to lower your response.

You can check out that original ad, and even print
out a copy of it, right here:

htt... Read >

When Marketing Liars Get Caught -- And What You Should Be Doing Instead

Ever see an ad and just "sense" that it's an outright lie? Or maybe even more frustrating, ever write an ad yourself, and feel you can't make your sales pitch accurately "unless" you're lying?

Don't worry, because I'm going to tell you exactly how to
... Read >

How to Prepare, Write and Deliver the Perfect Speech

The amount of preparation time you put into writing a speech can make the difference between giving a good speech and giving a great speech. During the preparation phase, you will have to decide on a theme, develop points that support your theme and choose a writing style that bests suits your personality. You can also choose to include quotes, jokes or stories from your own experiences to further your theme.

Tips for Writing the Perfect Speech

Deciding on a theme for your speech is the first step toward writing the perfect speech. The theme should be related to the event you're attending. Whether you're receiving an award or introducing a new product at a business conference, your speech should fit the occasion.

After choosing a theme, the next step is to create an outline that includes all the points you want to make. These points should lead back to the main theme of the speech so the audience doesn't forget it.

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Writing down each point and expanding on it is the best way to create a first draft. Many people number their points so they're easy to follow during the writing stage.

Refining the first draft by clarifying certain points, adding personal anecdotes and cleaning up sloppy language or omitting points that do not lead back to the theme is a necessary part of speech writing and should not be overlooked. It is through editing and reworking each section that your speech will become more focused and poignant. How you end the speech is the most important part, so take the time to craft this section so you can leave the audience with something to think about.

Practicing Your Speech

After refining your speech to the point where you think it's ready, rehearse it so you can become more comfortable with how it sounds and how it feels. You may need to refine the speech a bit more if you notice awkward pauses or realize your theme is not repeated throughout. Some people rework their speech until the moment before they give it, so don't feel you have to create the perfect speech after the first try.



You should not stop revising and editing even though you've moved on to the rehearsal stage. Practicing your speech in front of others who will give you honest feedback is a great idea, especially if you're a little nervous. When giving your speech, maintain a relaxed posture, speak slowly and clearly, and try to make eye contact whenever possible. This will make you seem comfortable in front of others.

Memorizing your speech is not recommended as it can make you appear wooden or fake. Memorize the main points in your speech and rehearse the speech many times so you can talk to the audience rather than spout back memorized information. You want to appear as calm and relaxed as possible during your speech. If you forget a point during your speech, refer to your note cards so you can get back on track.

Keep in mind that even the most perfect speeches are not really perfect - the person giving the speech was simply prepared enough to avoid disaster while keeping the audience engaged at the same time.


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Sharon Alexander is the author of the ebook Claim that Job.com - The Ultimate Job-Hunting and Career Management ebook that teaches the skills and techniques needed to succeed in a competitive job-market. http://www.claimthatjob.com . http://www.claimthatjob.com/blog .


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Great Advertising Headlines... Your Key To Blockbuster Sales

With today's economy going to the pits, consumers' grip on their money is getting excruciatingly tight.

That's why you need to do everything you can to master the art and science of attracting and selling to customers. Otherwise known as marketing.

The first part of that equation is writing effective advertising material.

Today, I'm going to give you the golden key to writing effective, money-making ads, sales letters and other advertising media...

That golden key is....

A powerful, attention-getting headline.

Now what exactly is a headline?

The headline is the very first statement in your ad or sales letter that your customers will see. (It could also be the first statement in your sales pitch. The statement you use to get your foot in the door.)

The headline is in essence, the ad for your ad.

Why is the headline so important?
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Scientific marketing tests reveal that the headline of any ad or sales letter is responsible for about 80% of your results.

In other words, when you spend $1,000 to run an ad, $800 will depend on your headlines ability to attract the attention of qualified prospects for your product or service. The remaining 95% of your ad only produces about 20% of the remaining results.

With so much on the line, why be so foolish as to use this valuable space for your company name and logo or any other self-serving message?

According to marketing and copywriting giant Ted Nicholas, the headline serves several important roles...

Attracts attention Communicates a strong benefit Appeals to the readers self-interest. Answers the question: "what's in it for me?" Sets the tone for the offer Selects the right audience

So let's take a look at a few successful headlines and see why they worked...

What Will You Do When All Your Personal Assets--Including Your House, Car and Cash--Are Seized to Satisfy a Judgment Against Your Corporation? This headline invokes the fear of loss as it states the disastrous results of the reader being without the product.

Corns Gone In 5 Days or Money Back This headline makes a bold claim and uses risk reversal to reassure the reader of its promise.

How to Form Your Own Corporation Without a Lawyer for Under $50 This headlines shows the main benefit, removes the usual limitation (needing a lawyer to incorporate) and packages it into a low price.

How I Improved My Memory In One Evening This headline shows the main benefit and adds a time element

They Laughed When I Sat Down At The Piano--But When I Started To Play! This headline dramatizes the results of the product, and states it in the form of a story.

So how do you go about writing your next great headline?

Here are a few tips and guidelines...

Try starting your headline with the words "How to" Ex. How to Double Your Advertising Results In 30 Days or Less

Use the words "Announcing, Discover, Revealed, Introducing, New, Breakthrough..." or other variations of them. Ex. "Announcing, a new way to fight hearing loss!"

Describe the readers pain or problem(s) they will have without the product Ex. "Lack of Documentation could cost you your home, car, business and even your marriage."

Use the "They didn't think I could, but I did" formula... Ex. "They didn't think I could make over $100,000 a year without a college degree, but when they saw my new Mercedes!"

Tell the benefit in a first person story Ex. "How I became the highest paid salesman in the country in less than 2 years"

Offer a free report (The report you prepare and send out should contain at least Some useful information and not be all sales hype) Ex. "Free Report Reveals How To Settle Your IRS Debt For Pennies On The Dollar No Matter How Much You Owe"

Emphasize your guarantee to reverse the risk. Fresh, Hot Pizza in Thirty Minutes or Less or it's Free!

So how do you go about writing your next blockbuster headline?

Here's my process...

Make a list of ALL the benefits of your product or service. Pick out the most important benefit. Come up with at least 100 different headline variations of the most important benefit using the formulas and tips listed previously as well as others. Take the best 3-5 and test them against each other.

The very best copywriters in the world will usually write no less than 100 different headlines. Often times anywhere from 150 - 200 or more. Why?

Because they know that this is where the biggest return on your marketing dollar is so they spend days and weeks on writing the headline before settling on one.

A word of caution... don't be lazy and fall into the trap of most people and spending 5 minutes on the headline and days or weeks on the body copy. No matter how good your body copy is, with a bad headline nobody reads it.

With a great headline and average copy, you can still come away with an extremely lucrative ad or sales letter.

Good luck and headline success,

Wayne Brown


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Wayne Brown is a marketing consultant and copywriter based in Marriottsville, Maryland and publisher of the "10 Part Super-charge Your Marketing and Advertising Course" available at Businessbuildingtechnician.com. He can be reached at Bizmarketing@businessbuildingtechnician.com


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American Manganese Developing A Strategic Product For U.s. Steel Mills

Watch the video here:http://www.youtube.com/watch?v=jvvK0WGUZg4

With its recent name change from Roche Deboule Minerals, American Manganese Inc. now clearly states the business in which it expects to truly make its name. Manganese is another one of those metals that most people may have heard about but probably couldn't distinguish from magnesium. Without manganese, however, not much could be built or made in the modern world, and that's the opportunity that makes American Manganese (AMY) such an interesting investment story. Sitting on over10 billion pounds worth of indicated and inferred manganese�"currently trading at $1.31/lb in Arizona�"gives the company the largest known low-grade deposit of manganese in the United States, according to the US Bureau of Mines, and the largest potential source of the metal outside of China. We spoke with Larry Reaugh, AMY's president, to get the big picture on how his company could play a very important role in re-establishing domestic production of this key metal, which the US now has to rely on foreign sources for its supply.

ResourceIntelligence: Going from Roche Deboule to American Manganese is an interesting name transition, Larry. What's the story behind that?
LarryReaugh: Roche Deboule is the name of a rather well-known Iron-Oxide-Copper-Gold (IOCG) property in B.C. which we still own. It was the core holding of AMY before we decided to make a strategic change in the direction of the company and pursue a commodity we thought would have a greater demand in the coming years.

RI: So how did you decide to get into the manganese business?
LR:In 2006-2007 I started looking around at the types of metals which appeared to be in short supply, at least here in North America, and realized that there was no domestic production of manganese anymore.You can't make steel without it and it turns out that China controls over 97% of the world's electrolytic manganese supply - and they are looking for more for themselves. Not a good situation for the US and other nations which need to rely on essentially one supplier.

RI: How did you manage to acquire all these key manganese properties and was there any or much competition to do so?
LR:Based on our research, in 2007 we determined that the Artillery Peak manganese properties in Mohave County, Arizona, which encompass historical open-pit and underground mines that produced manganese from1928 to 1955, were available for acquisition. So we purchased 90unpatented lode claims and also began assembling the patented claims in the area. Soon after that we started a 5000 meter diamond drilling program and continued to pick up more claims. By October 2008 we had completed the assembly of virtually all the manganese camp at Artillery Peak which now consists of 112 patented claims and 254 unpatented,covering 12 sq miles.

RI: So what work have you done there since you acquired the property?
LR:The drilling results on the small portion of the property we first tested showed significant manganese over thick intersections. Based on that drilling program we received our first 43-101 compliant estimate in June 2008 followed by a second 43-101 in April 2009. That one was based on the 2007/8 drilling, as well as prior drilling and surface and underground sampling from reports in the extensive data base compiled in 1983 by Jim Lake of Hazen Research, who completed development work on the production of electrolytic manganese metal using sulfurous acid leaching. The second 43-101 indicates a manganese resource in excess of100 million tonnes, with 1,068,307,976 lbs of indicated contained manganese and 9,661,091,721 lbs of inferred contained manganese.

RI: Based on that, where do you go from here?
LR:Obviously, the key to any successful mining operation is being able to produce metals at a profit over a long period of time. The key to being able to do it at Artillery Peak is a combination of a large resource which is mineable at a low cost as well as a method of recovering the metal at a low cost. The mining part will be a simple and low cost open pit operation followed by use of a hammer mill to break up the ore prior to vat leaching using sulfurous acid, which we would produce onsite from sulfur. A metallurgical lab called Kemetco reports a proof of concept on the sulfurous acid method of extraction. The report proves a process based on the early work of the U.S. Bureau of Mines over several decades, and further development work by James L. Lake, Vice President of Hazen Research at the time, as well as Kemetco Labs‘. The process work has been successful in producing Electrolytic Manganese Metal from the samples of Artillery Peak.

RI: Can you explain the process a little more?
LR:Once the material has been reduced to minus 25mm, it is turned into a slurry in stirred tanks where it is leached when sulfur dioxide gas is injected through the pulp. That produces the sulfurous acid solution and in less that 30 hours, over 90% of the manganese breaks down physically and goes into solution. The leached pulp is then settle dusing flocculents and we end up with a pregnant solution containing manganese sulphate and dithionate. This is then evaporated to make crystals which are calcined at (250°C) to eliminate the dithionate and recycle the sulfur dioxide gas back to the leaching stage. The manganese sulphate is then purified to remove traces of any base metals, such as calcium, before being fed into the electrolysis stage.We can actually produce some of our own electrical power by using the intense heat which is produced when sulphur is burned to produce sulfur dioxide. The waste heat can also be used to speed up the crystallization and filtration of the leached pulp.

RI: So what are the economics of your proposed operation?
LR:In August 2009 we received a NI43-101Preliminary Economic Assessment of the viability of exploiting the reported Artillery Peak resource. The positive conclusion of the report is that we should be able to produce electrolytic manganese metal at a calculated cash production cost of 44cents per lb. The mining and processing costs at 90% recovery and 2.5:1stripping ratio should come in at
.15 per pound and the costs of electrowinning are estimated at
.29 per pound. The total "all in"cost is calculated at 63 cents per lb with a total capital expenditure calculated at $90,000,000. That would be for a 3500 tonne per day operation which would yield around 50,000 tonnes of electrolytic manganese per year. In the process we would be the lowest cost producer in the world.

RI: 3500 TPD doesn't seem like that large an operation by most open pit standards these days.
LR:Bear in mind that the capital cost is only $90 million, and using a resource figure of only 21.24 million tonnes at 4.48% manganese, we have a mine life of 17 years. Using base case figures and a manganese price of US$1.10, we have a pay back period of only 1.73 years and an internal rate of return of 60%. Even if our operating costs were to be20% higher than projected, the payback period would only go to 2.04years and the IRR would still be 50%. If manganese sold 10% higher,under the base case cost scenario, payback would be in 1.45 years and the IRR would be 72%. So any way you look at it, at only 3500 TPD this should be a very profitable operation. Plus, we can always expand production if the demand is there.

RI: In summary, why should investors be considering American Manganese as an attractive investment at this time?
LR:We think that American Manganese presents a unique opportunity to participate in a company which could be the lowest cost producer of electrolytic manganese in the world and will be providing a valuable commodity to US markets which is not available domestically at this time. If we can produce 110,000,000 lbs of manganese per year and make just .47 per lb profit, we should have some very happy shareholders.

Milestones:

* Begin drilling 191 reverse circulation drill holes totaling an estimated 15,885 metres
* starting the end of February
* Increase the existing NI-43-101 resource at Artillery Peak by 50% to 100% from current levels and move current resources from indicated and inferred to measured and indicated
* Raise additional capital as needed to move on to a
* Feasibility Study
* Begin production in early to mid-2013

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Monday Effect, January Effect And The October Effect For Stocks

Did you ever forget your girlfriend's birthday. If you have ever committed that mistake, you know the consequences. Calendar dates are very important in our lives. We plan vacations during the summers and winters. So, you are always looking at the calendar when planning our future. Some days and months in our lives are very important. But you will be surprised to know this that markets also tend to follow the calendar. Some days and some months in the year are also important for the market. Companies religiously publish their quaterly earning reports and forecast the earnings for the next quater. Companies close their books at the end of the year for tax purposes. At the end of the year, we all file our taxes. As investors we evaluate our returns on quarterly basis.

Retail sales follow the holiday season. Demand for commodities follows the growing season. Demand for fuel follows the weather. Keep these three calendar effects; The January Effect, The Monday Effect and The October Effect in mind when you trade stocks.

The January Effect: For the last many decades stock market tends to go up in the early part of January. The most obvious explanation is the most of the investors tend to sell at the end of December for tax purposes and buy back those securities at the beginning of January.

Holidays make us happy. Especially the New Year Holidays. There are New Year Parties and we all make our New Year Resolutions. So when January comes, we want to start the New Year with a bouyant spirit. So investors flock and start investing in stocks to put their money to work during the rest of the year.

If the stocks go up in January, you could take a jump by buying in December. That would make stock prices go up in December and if they go up in December, you could buy in November. This is precisely what people started to do and now you will see a very weak January Effect taking place.

In an efficient market, these price anomalies are spotted by the people and then they trade on them until they disappear. Now some years January Effect can be really pronounced and other years it can be weak. Just use this January Effect to understand the market psychology not as a hard and fast trading rule.

Then there is something known as the Monday Effect. When the weekend ends our mood goes soar. Heck, another week has started. So most of us tend to be in bad mood on Mondays. Most of us are not happy going back to work on Monday. So this bad mood starts getting reflected in the market. During the weekend, we also tend to analyze the bad news during the past week. So the first thing we do is sell the stocks that we thing are not good. So stay away from the market on Mondays.

The two famous stock market crashes of 1929 and 1987 happened in October. So many traders have started thinking the October tends to be a bad month. Nobody knows why those crashes came in October but still people talk of the October Effect in the stock market. Anyway the tech bubble crash in the NASDAQ Market came in March 2000, so you never know October is bad or March is bad. In 2008, stock markets crashed again in March. So people will start talking of the March Effect too!


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