Second-Grader's Secret for Discovering What Your Customers Want
Drew Eric Whitman, D.R.S.
Direct Response Surgeon™
Copyright MMII Drew Eric Whitman. All rights reserved.
Reproduction in whole or part is prohibited without
prior written permission from Drew Eric Whitman
Want to make lots more money?
Then find out what your customers
want to buy.
Simply do what every second
grader does when he wants to know something...
ASK... ASK... ASK... ASK!
Why more businesses don't take
simple surveys is beyond me.
You don't know if people would
pay $49 for a super new car polish that's guaranteed to last for
10 years without ever reapplying? ASK!
You're not sure if people would
be interested in your book, "How to Defend Yourself Against
a 350-Pound Psychopathic Killer"? ASK!
You run a dog-sitting service.
Would people in your neighborhood pay you to baby sit their
foaming from the mouth "Fluffy", "Hairball"
or "Drooly" for 3 hours? ASK!
Guess what happens? THEY'LL TELL
Your cost? A few minutes to write
the survey questions... a simple-as-pie cover letter... an envelope and postage stamp... a postage-paid reply envelope...
and a little bribe to get them to reply.
The bribe? A buck. Or a free copy
of a report that you know they'll be interested in. A $5 gift
certificate to their local grocery store. Anything of perceived
Want to know exactly how to do
OK... here's the letter. You have
my permission to cut and paste the following letter and make the
changes for your product or service:
May I ask your opinion?
I'm considering offering a brand
new product to the residents of Philadelphia and I'd like to know what you think about it. In exchange for answering the 5
quick questions below, I'll send you xxxxxxxxxxxxx as a Thank
You for your help.
Please answer these questions and
return this entire page to me in the post-paid envelope provided
or fax it to the number below.
- Do you currently polish your
- What brand of car polish do you now use?
- If there was a car polish that kept your car shiny as new for
10 full years, would you pay $49 for it if it came with a
double-your-money-back guarantee and was sold by a reputable
- If you answered NO to question 3, why not?
- Would you buy this new polish via mail order/internet if it
Thank you for your help. Now
simply fax this entire page to: 000-000-0000. Or mail it in the
P.S. As soon as I receive your
completed survey, I'll send you XXXXXX as a Thank You for helping me. It's a $00.00 value-YOURS FREE. Hurry. This offer
Voila! It took all of maybe 15
minutes to write that survey. And you'll get back valuable
information that will help you save big chunks of money.
Because it will tell you if there's
a market for that new product you're ready to refinance your
house to finance.
It will tell you if people like
the IDEA of your product or service... but perhaps aren't
willing to pay what you plan to ask for it.
tell you that YES, people are willing to buy, but perhaps not
the way you intended to market it.
And that reference in question #3
about "reputable company"?
Those two words might be the sole
reason for the YES response. Look at it again. Remember that
it's TRUST that you must encourage with any sale. And skepticism
that you must overcome.
Without those two words in the
question, the answer may have been NO. And that NO answer may
have led you to believe that people aren't interested in your
product-when it's simply a matter of feeling confident about the
company BEHIND the offer that they wanted. See the difference?
Check out the P.S. Note the
deadline. Without it, you'll wait and wait and wait for your
replies. Give them 10 days to reply. Keep the deadline short.
Otherwise they may put your letter aside... and never see it
It's simple. It's powerful.
And it can give you the marketing
information you need... BEFORE you commit lots of money to a new
The cost? A few minutes of your
time to write the letter. A few envelopes and stamps. And a little bribe to encourage response.
Try it. And stop playing guessing
"meet" again in the next lesson, consider the
appropriateness of this quote:
real object of education
is to have a man in the condition
of continually asking questions."
Success to you, my friend!
Drew Eric Whitman, D.R.S.
Direct Response Surgeon(tm)
you like to spend 4-1/2 hours with me and learn how to
persuade people like an ad-agency pro? In my 6-cassette
audio program, "How to Create Power-Packed Ads,
Brochures & Sales Letters that Make Money NOW!"
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