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Become a List e-Seller by Stacey Girt

The frantic call comes at 4.45 pm just as you are getting ready to call it a day. It's your client. "I need more names to meet my mail volume." He announces. "Now!"

"No problem" you reply confidently as you log on to your online list Web site.

No, you don't have to call a list manager or wait for a fax. You don't need to pull out all the stops to get a list overnighted on disk to your lettershop. You simply grab counts based on the target audience profile, submit a list order and e-mail a link so he can download the file. In seconds, your client has names. "Wow! Thanks" he says.

Next you run some queries on more lists you think would be ideal for his next campaign. Play out a few "what-if" scenarios with unlimited instant counts. Your very impressed client likes your recommendations, but wants you to put them on hold until next week. So you save your count query for future reference.

You just earned a nice profit and still clocked out at 5PM. Plus you're a hero in your client's eyes.

Equal Opportunity

Lettershops, ad agencies, list brokers, sales lead providers and anyone else in direct mail services can align with an online list count and order Web site to supplement core business revenue. If ordering lists offline already is part of your service offering, chances are you view it as a headache. But online access to data takes the pain out of the list acquisition process. You have 24/7 access to lists and counts. There's no wait for a list manager to return your call or look up counts. There's no mail piece approval either. You can execute orders at any time. And in most cases, you automatically can suppress past orders for future mailings.

In the web world, everyone stands on equal footing. You don't wait lined up in a priority response queue. You get the same information and customer services as anyone, in the same real time. Plus as a reseller, you get the same discounts as other resellers.

Easy Money

Becoming an affiliate of a list provider can earn the reseller up to 50% commission on list sales. If you order a list that retails for $50/M and wholesales for $25/M, you can earn $25/M. Based on that formula, you can profit $250 on a 10,000 name sale. Make 10 such sales, and you've earner $2,500 - all with a few clicks of your mouse. An there's no overhead since you probably already have a computer. There are no shipping charges either. If you find yourself ordering lists for your clients, you're a step ahead of the game. You just need to stop calling list sales reps, faxing count requests and faxing orders - and get online!

Any Way You Like It

There are several ways you can set up an affiliation with your online list provider. If you want to handle getting counts and ordering lists yourself, you simply arrange to see discounted pricing at the list provider's site by logging on with a password.

If you want to direct your customers to the site where they can peruse lists, you can arrange for the list provider's site to display your company's logo and colors. Your customers view these lists and selection priced at their cost. You're charged for the order less your commission.

To promote your list profit center, you can place links on your home page and other web sites that send marketers to your list site. You also can e-mail messages to customers with links to the site, letting them know they can order the lists from you.

Upsell Clients Effortlessly

Many direct marketing service providers already acquire prospect lists for their customers and many may have just started. Either way, doing it online makes it quick and easy. It can be a lucrative new source of income.

If you already provide direct marketers with creative, lettershop or list-acquisition services, mention that you now offer lists in your client's market. Just say: "Now you can get your lists from us online - every possible business you could want - all online. Let me send you a link to the site."

Your customer visits your site and browses lists without having to request them from an account person. She checks out counts for president of businesses in the area and then goes back to add all sales management contacts in manufacturing businesses only. She sends you an order along with an email message that says. "This is great! Not only do I take advantage of one-stop shopping, but I can use this tool to help plan my marketing."

"Exactly!" you reply.