2002 - September Issue

There Are A Lot Of People I Do NOT Want

To Come To This Seminar!

Here's something I wrote about in 1997 which will explain why I feel this way:

Once upon a time (in the late 1980's) a couple guys called me for some help. They worked for a big company that helped other companies here in the U.S. to market their wares in all the Pacific Rim countries. Every time they got a new client, it was worth serious money (maybe hundreds of thousands) to the company they worked for.

What they looked for in a new client was someone or some entity which was not already selling to Pacific Rim countries but, who should be selling to those countries. They weren't after little sized companies or even medium-sized companies; they only went after the really big fish. Therefore, they didn't have unlimited prospects, only a few thousand. And, they said, their main problem was getting the attention of and, an audience with, the top dog in those big fish companies.

Once I understood how much (how very much) a new client was worth to them, I came up with a great idea! I said they should get some paper money from each of those Pacific Rim countries. Then they should take a bill from each of those countries and put them all together in a stack and wrap a rubber band around them. Then they should scotch-tape each of those stacks of money to the first page of a sales letter and send the whole mess by Fed Ex or DHL to all their prospective clients... and then... follow-up with a person-to-person phone call.

Imagine: You're a top dog exec in a big fish company, you get a Fed Ex package with a letter with a packet of actual money from various Pacific Rim countries scotch-taped to the first page of a letter like this:

Top Dog Exec

c/o Big Fish, Inc.

123 Elm St.

Massillon, OH 44646

Dear Mr. Top Dog Exec:

I am writing to ask of you a small favor.

All I want is for you to take the rubber band off the packet of money attached to this letter and look carefully at each of the bills. They are all real. Each one of these bills is an official government banknote from a different Pacific Rim country.