This is where you being to "target" (zero in on) your customer and is beginning of your "niche" (small, specialized) market.

Ask and identify questions like: What do my customers want? What do they want to know? What are their likes and dislikes? When they need help where do they go? What is it they need help with?

What information do I have relevant to what their needs are? What problems can I solve? How can I make their life easier?

In short, how will this product make a difference in their life. What benefit will they reap? Make a list of all possible benefits your buyer will receive when buying your product, then make it easy to use and implement.

What problem will it solve? People love solutions. Let your customers know you can solve their problems, you solve them fast and you can solve them....now.

Second, answer your questions by being as specific as possible. The more specific your answers more "targeted" your customer.

As you define your market, you define your target. As you specialize within your target, you define your niche!

Once defining your market, research lists, ezines, discussion groups, web sites and businesses (online and offline) targeting same market you are interested in selling to. These are businesses you want to advertise with and join.

Buyers will find it difficult to say no when you have given them an exceptional reason (target) to say....yes! Because, after all, your marketing says... Hey!...I'm Talkin' (directly) To You!

ROOSEVELT: Quite right!

KARON: Now you are using this method and approaching other publications, aren’t you? How do you get your offer to right people?

ROOSEVELT: Yes, I do approach others with offer and it works well. I generally contact magazine or newspaper’s Promotions Manager with a free offer. (Normally, they simply love word free so it gets their attention.) I suggest that publication could have first quarter of ad to talk about free offer. The rest of copy and space will be taken up with my images and up sell copy. To expedite process and make sure that offer and information will sell well, I provide publication with my own copy and images. (Obviously, copy is critical element.) I also insist on seeing a proof before publication.

I suggest they include a “splash” on cover announcing free reader offer, and include it in table of contents along with page number. Keep in mind that offer should appear to be an editorial, not an advertisement.

KARON: Sounds wonderful! Can you give us some data on results you’ve achieved?

ROOSEVELT: Certainly. On a fairly recent offer I included in New Woman [British magazine with a circulation between 370,000-400,000] I used a free report from my Astrology First site at http://www.astrology-first.com. The free profile was valued at £5.95 (approx. $9.50US). The free offers returned totaled around 9,500, and up sells totaled about 5,200. You can view a sample offer (which Karon wrote copy for, by way) by clicking this link: http://www.ktamarketing.com/images/NewWomanPDF.pdf

KARON: How fantastic! That is over a 50% return. How wonderful for you! (And thank you for mention .)

ROOSEVELT: Yes, quite! And this return is typical. Most offers – whether for Naturally First products or Astrology First products – pull equally well.

KARON: So with investment of some time to prepare an offer and contact newspapers or magazines, and a little creative work to develop strong copy that presents your offer well, you can receive a free, full-page advertisement in major publications.

Very innovative, Roosevelt! I thank you so much for sharing this technique with us.

ROOSEVELT: You are most welcome, Karon. All best! Goodbye from rainy London : )