Jay Abraham Case Study #101
What New Action Will You Take For Your Business Today?
*****
From: Rick Corby
To: Jay Abraham
Sent: Friday, August 16, 2002 12:07 AM
We manufacture and market a device called Fuel & Air Saver? that easily installs on the engine of cars, trucks, RV's, buses, boats, generators -- any 4-cycle internal combustion engine in the world. Gasoline or diesel.
Here's what it does for the vehicle:
- It dramatically reduces the emissions (pollution).
- It increases mileage.
- It reduces repair costs and prolongs engine life.
Jay, thank you for this opportunity to share how one of your techniques helped launch our business. We are in the process of re-marketing a product that has been in the market for over 20 years, over 100,000 units have been sold and nobody really knows about it. We feel strongly that our product can help heal our polluted air one vehicle at a time and extend our dependence on oil by increasing fuel economy.
Our biggest challenge: Marketing.
We have used direct sales letters and followed up with phone calls to set appointments and despite many interested clients for our product with testimonial letters backed up with fuel savings and a 90-day money back guarantee; potential clients would not commit to any orders.
After Reading your book "Getting Everything You Can Out of Everything You Got" I knew that the Risk Reversal technique would open doors to the clients we needed to create explosive growth for our company. As you had mentioned in your book, two of the main fears that hold potential buyers back was the fear of making a wrong decision and looking foolish in front of your peers.
That's when we changed our focus on marketing and used Risk Reversal. We changed our 90-day money back guarantee to try our product "Risk Free" for 60 days.
Just by changing that seemingly simple sentence our "new" marketing results have been phenomenal. We went from a 1% response rate to evaluate our product to over a 90% response rate to evaluate our product.
How can you increase your company's bottom line? Make it easy for your potential clients to buy.
Companies that are evaluating our product:
- Safeway: San Francisco Bay Area 225 tractors 650 TRU's. They would be satisfied with a 1% increase in fuel we can offer them a minimum of 6%
- Evergreen School District: Vancouver WA 225 buses: 2 units testing
- Beale Air Force Base: CA 600 vehicles 200 diesel generators: 20 units testing
- State of California 500,000 vehicles
- Philippine Islands 8 units evaluation Government Vehicles
- Turkey 12 units being evaluated
First year potential sales $3,000,000.00!
Warmly,
Rick Corby
Director of Sales NW region
360-882-6805
Atmospheric Excellence, Inc.
26230 Green Acres Rd., Colfax, California 95713
(888) 870-4800