PSSSST! What’s YOUR Pricing Strategy?

PSSST! What’s YOUR Pricing Strategy?
Did you ever consider that question?
Fact is, the psychology of pricing is a field in and of itself, and there’s a wealth of research on the subject.
Let’s dive in and explore some key findings on price-point psychology and how it can be used to boost your sales.
FACT: People perceive value differently depending on the price point.
Studies have shown that as the price of a product increases, so does the perceived value (Northcraft and Neale, 1989; Carmon and Ariely, 2000). This is known as the “price-quality inference,” which means that people will infer that a more expensive product is of higher quality than a cheaper one.
Research has also shown that odd pricing, or prices that end in .99, can be used to anchor the perceived value of a product (Hoch and Ha, 1986). For example, if a product is regularly priced at $10, but is on sale for $9.99, the consumer may perceive the sale price as a better deal.
MORE RESEARCH: Consumers are more likely to make impulse purchases when the price is low (Yee and Bigne, 2005). This is because consumers perceive a low price as less of a commitment and therefore feel less risk in making the purchase.
But it’s important to remember that too low of a price can also be a red flag for consumers. Studies have found that when the price is too low, it can imply a lower quality product or service (Chandon, Wansink and Laurent, 2000)
Example? Okay… Let’s say you’re selling a high-end, luxury leather wallet. If you price it at $49, people may perceive it as low quality crap cranked out by giant greasy machines the size of their house… and pass it over.
But price it at $499 and, “Hey… now THIS is a freakin’ high-quality wallet!”
Or let’s say you’re selling a 1-pound chunk of chocolate. Price it at 99 cents, and people think, “UGH… a POUND of chocolate for less than a buck? What is it… brown WAX?!”
But price it at $39, and people may see it as a premium snack and may consider it as a fair price… especially if it’s a chunk of Vosges luxury chocolate.
And yes, price points in real life (not just in fun examples of wallets and big chunks of chocolate) really made a difference between sales success and failure. Three examples to consider…
  • The Segway Personal Transporter. The Segway PT was first introduced in 2001 with a retail price of $5,000. Despite being a revolutionary transportation device, sales were slow due to the high price tag. In an effort to boost sales, the company lowered the price to $4,000 and also began offering financing options. This led to an increase in sales as more people could afford to purchase the Segway PT.
  • The Amazon Fire Phone. The Fire Phone was released in 2014 with a retail price of $199 with a two-year contract, but it was met with mixed reviews and slow sales. Amazon responded by lowering the price to $0.99 and offering a one-year Prime membership with the purchase of a Fire Phone. This price drop led to a surge in sales, as more consumers were willing to give the phone a try at a more affordable price point.
  • Google Glass. Google Glass, an augmented reality head-mounted display, was released in 2013 with a price tag of $1,500. Despite the high-tech features and innovative design, sales were crummy due to the high price point. Google dropped the price to $999 and also opened up the Glass Explorer program to allow more developers and testers access to the device. This led to an increase in sales as more people were willing to purchase the device at a more affordable price point.
“But Drew! Of course more people bought when they LOWERED the price. Everyone wants to pay less… er, right?”
It depends on how you present your offer. Let’s now look at three products that sold MORE when their prices were RAISED
  • The first example is the Apple iPhone. When the iPhone was first released in 2007, it had a retail price of $499 for the 4GB model and $599 for the 8GB model. However, sales were slow due to the high price point. Apple responded by RAISING the price to $699 and $799 for the 16GB and 32GB models respectively. This led to an INCREASE in sales as the higher price point was perceived as a sign of the phone’s high-quality and exclusivity. In Neuro-Linguistic Programming (NLP) this is called a Complex Equivalence… where something MEANS something else. In this case, a higher price “MEANT” (in their minds) a better quality phone.
  • Another example is the Tesla Model S–When the (very fast) Model S was first released in 2012, it had a starting price of $57,400. However, sales were slow, as the price point was too high for most consumers. Tesla responded by cleverly RAISING the price of the Model S and offering a higher-end version with additional features. This led to an increase in sales as the higher price point was perceived as a sign of the car’s luxury status.
  • The last example is the Nest electronic home thermostat. When it was first released in 2011, it had a retail price of $249. However, sales were slow due to the high price point. “$249 for a freakin’ thermostat?!” Nest responded by UPPING the price of the thermostat and adding additional features such as remote control and energy reports. Result? An increase in sales. Just like with the iPhone and Tesla, the HIGHER price point was perceived as a sign of the thermostat’s high-quality and added value. Again, that crazy Complex Equivalence.
Yes, indeed my friends… pricing strategy is a delicate balance between perceived value and perceived risk. The price-quality inference and anchoring can be used to boost sales, but it’s important to be aware of the potential drawbacks of pricing too low or too high.
Fortunately, we are not rocks, stuck and immobile with the inability to respond. We can make adjustments. And test. It’s what direct-response advertising is all about.
Now… don’t just click away. Let me know what YOU think!
Thanks for reading. <HANDSHAKE>



No, I don’t mean personally. I mean, do you make it difficult for people to engage with you… to buy from you?

Let me put it another, more specific way: Do you make it easy to do business with you? Not just easy… but RIDICULOUSLY so.

Here’s an interesting observation that YOU might have noticed yourself.

There’s a shopping center near me that’s not just set back from the road, but also down a steep hill. It features a decent selection of stores. The area is neat and clean. Plenty of parking, too. Interestingly enough, almost every business that goes in… goes right back out. Store after store. Opened and closed. They’re IN business one day… and OUT shortly thereafter. (And this was long before the pandemic.)

I even found myself going to similar stores rather than driving into this shopping center. Why? I truly believe it’s because the stores actually LOOK difficult to get to. They seem farther away from the street than they actually are… down a giant hill… they actually look tricky or like “too much work.”. They’re look inconvenient to access. Result? People just drive by and shop at other nearby stores. For many years, I noticed this same thing affecting other shopping centers and individual stores.

See if you notice this phenomenon in neighborhoods near you. Do the stores that you can quickly pull right up to grab the business from those that require you to wend your way through parking lots? Are there things that psychologically alone give the apparency of work that turns you off to doing business with them?

Remember: most people are lazy. It’s called HUMAN INERTIA. That oppressive force that steers us away from things that even LOOK mentally or physically challenging.

Look at your prospect engagement process, for example. How easy is it to do business with you? Look at each part. How could you make it easier? Can you eliminate steps? Can you shorten your inquiry form and ask for less information? (All you really need is a first name and email to start the relationship.) Are you asking for things that strangers wouldn’t be comfortable with providing to another stranger? Is your first offer for too high a dollar amount, whereas a lesser amount would allow you to collect more interest and continue selling?

“But, Drew! If I ask for less, I’m getting less-qualified leads!” Sometimes. But why are you assuming that the sales materials you’re using to get that first show of interest is enough to convince everyone who’s interested in your product to engage with you on the spot? Maybe your sales copy has the power to convince only those who need the least amount of sell! Meaning? Everyone else simply clicks away… even through they might be 100% qualified to buy from you. Just because they don’t reply doesn’t mean they’re not qualified. Typically? They’re simply not SOLD!

Here’s my point: only until you make it RIDICULOUSLY easy to engage with you will you ever have the peace of mind in knowing that you did all you could.

What you DON’T want is to run your campaign… review the results… and then ask yourself, “Hmmm… would this have done better at a better price? Should I have made it easier to contact us? Should I have eliminated the 5-question form? Should I have offered more ways to respond? Should I have offered a free trial of some kind? A free gift? Should I have done more of what I know I COULD have done to improve my offer and approach?”

Always go out with your best offer FIRST. When THAT offer does well, then you can start playing with other approaches. You want to put out the cleanest, most streamlined, easiest-to-engage-with-you offer in your first test. Eliminate frustrating second guessing. See how the market responds to your BEST. If you do that and your results STILL aren’t great… and you know there’s a market for your product… start polishing your selling copy, knowing the foundational elements (price, offer, response device, etc.) are already the best you can offer.

Even though I’m working on yet another book, I’m still offering personal consulting for clients with interesting projects. Click for more details.

Questions? Ask me!

Until next time…


Drew Announces New Cashvertising Copy-Coaching Club

FINALLY! After literally decades of being asked to provide mentoring, I’ve finally launched the Cashvertising Copy-Coaching Club where I work closely with you to help you master the art & science of moneymaking direct-response advertising.

Prior to the site being 100% complete, I’m offering a special charter membership deal for the next 30 days.

Check it out!

Cashvertising Mastermind Facebook Group

NEW! Drew Announces New Private 
Facebook Group for Lovers of 
Classic Direct-Response Advertising

Hello Friends!

I just created a new Facebook group dedicated to advertising and marketing professionals... copywriters and designers... plus students and fans of the book CA$HVERTISING.

It's a private group and only for the most serious about classic direct-response copywriting and design.

  • Have questions? Need advice? 
  • Want feedback on your copy or design?
  • Have success stories and tips to share with other marketers?

Let's all help each other succeed like never before! 

Check it out right now here--->

Sound interesting? Request to become a member today!

See you inside the group! 😉

Success! <HANDSHAKE>


Unlock Your Prospects’ Buying Brain with the “Dual Persuasion Process”

QUESTION: Is there a “scientific” way to persuade consumers to buy?

ANSWER: Yes… it’s called DPP: Dual Process Persuasion

The Dual Process approach is extremely useful to advertisers, and is based on four assumptions about psychology and influence:

Assumption 1: Consumers use two relatively distinct modes of thinking 

One is the “systematic” mode and the other is the “heuristic” mode.

The systematic mode refers to a process that uses careful and conscious thought.

The heuristic mode refers a process that uses superficial images (called “cues”) and perceptions.

Unlike a person using the systematic mode, those in the heuristic mode are thinking only enough to be aware of the situation, but not carefully enough to notice any errors or

(Read that last sentence again.)

Assumption 2: Situational and personality variables affect which mode a person will employ.

People are flexible in their thinking and are able to switch between the two modes. Sometimes they’re systematic and other times they’re heuristic. The mode used depends on situational and personality factors.

Example? Ok. Consider a product and ad that have strong personal relevance for a consumer (something they urgently require, or a purchase that they’re currently strongly considering). People in this “space” will typically use the systematic mode of thinking.

However if a product is irrelevant to them (such as a product that they don’t really require, or one that they had no current thoughts of purchasing), then they’re more likely to use the heuristic mode of thinking.

In addition to these situational factors, there are also individual preferences for particular modes of thinking. Some people tend to carefully about things most of the time, while others exhibit a low need for “deep cognition” and typically think as little as possible when making less than critical purchases.

Assumption 3: Persuasion variables will have different effects depending upon the mode of thinking employed.

When people are in the systematic mode, certain arguments will be very important and influential to them, such as facts, evidence, examples, reasoning, and logic.

By contrast, when people are in the heuristic mode, cues like comparison, liking, or authority will be more influential.

Assumption 4: Influence achieved through the systematic mode is more persistent over time, more resistant to change, and more predictive of behavior than influence from the heuristic mode.

When people are thinking systematically, and they are influenced, it is more likely to produce permanent attitude change, precisely because they thought about it more
carefully, fully, and deeply.

For heuristic thinkers, however, any influence is likely to be short term and subject to further changes, simply because the influence was not processed deeply or consciously.

The importance of these assumptions to advertisers is that both the systemic path and the heuristic path are capable of the same level of attitude change in the short term.
The difference lies in the longer term, where systemic thinking produces attitudes and consumer behavior that is more persistent and resistant to change than heuristic

However, research indicates that most people, most of the time, are in the heuristic mode — thinking only enough to suit the situation.

For this reason, and because the peripheral (heuristic) route to persuasion is easier to achieve than the central (systematic) route, the majority of advertisements concentrate on providing consumers with cues rather than arguments.

If you want to encourage systematic thinking within your prospects and produce a more long term and resilient attitude change, there are two factors that can assist you.

  1. The single most important factor is the relevance of the product to your prospect as they’re more likely to think systematically about the situation if it’s personally important to them.

“OK, Drew. So how do I do this?”

You do it by customizing your campaigns to target specific groups or communities, and by using ideas and language that the particular group can identify with.

EXAMPLE: Rather than claiming that all their policies are superior, an insurance firm can focus on promoting the advantages of their auto insurance for people over age 50. Immediately, that advertisement becomes personally relevant to every driver in that group and they’ll more likely to consider the arguments and evidence presented.

(Consider the exact antithesis of a campaign where NONE of the info presented is personally relevant. How deeply do you think they’d consider the ads? They’d click away in a flash.)

The strength of attitude formed by this central route also means that, if a consumer is persuaded to take out his or her insurance with this firm, based on their systematic decision, they’re more likely to remain with that company for years.


Because they thought deeply about their decision. When they think back on it, they’ll recall how well they researched it before they pulled the buying lever. “Hell… no need to investigate THAT decision again… I checked them out from A to Z years ago!”

The second important factor is comprehension, or understanding.

Yep, it seems obvious.

But many ads crash and burn because the audience is unable, or unwilling, to comprehend its message either because it’s overly complex or downright boring! That’s why it’s so important that you present your ideas and arguments in a simple manner using language that’s easily and quickly understood.

Although encouraging the central, systematic route is the preferred option for long-term preference and loyalty, there are many benefits for pursuing the peripheral, or heuristic, route.

This is especially true of “disposable,” everyday goods, such as clothing, beer, cigarettes, or snacks. In these cases, your buyer isn’t looking to be persuaded by factual evidence or persistent arguments. What they’re seeking is a product that fits their idea of fun and enjoyment. 

Advertisements for bars or specific brands of alcohol, for example, offer no systematic reasons for choosing their particular product. Instead, the attractive, semi-dressed young men and women, with giant smiles, having the time of their life uses the peripheral route to influence the consumer into associating these pleasant images and feelings with the particular brand. There is no cognitive thought involved, but the heuristic persuasion is powerful, and successful, nonetheless.

What route of persuasion would work best for your product or service? Is it one requiring deep thought, or simply an abundance of images, cues, and emotionally stimulating words? With some products it’s clear. Others not so much, and can benefit from a smattering of both. But knowing in which category your product best fits, you can focus your message using the one persuasive route that’s most likely to evoke the coveted buying response.

Would you like my assistance? Email me from my Contact page. I’ll help steer you in the right direction.

Success! <HANDSHAKE>

Drew Announces New 30-Minute Cashvertising Checkups!


Hi Guys!

Quick post to let you know that I’m launching my new 30-minute Cashvertising Checkup! advertising review service for a limited time.

Check it out:

I’ve received many inquiries from independent business owners and entrepreneurs who’d like my advice, but either don’t have the $1,000 minimum investment or simply don’t need that minimum level of service at the time.

Many just want me to eyeball their promotion and see if it has the necessary ingredients for success before they spend any more time or money.

This new service will allow me to spend enough time to give their ads a good review without trying to just quickly “juggle them in” between my regular clients’ projects.

And if I can be of service to YOU, please take advantage of the offer. I’d be honored to assist you!

Sincerely (HANDSHAKE)



How SPECIFICITY Cranks-Up Ad Response

The perfect example of ridiculous non specificity that influences nobody

IT’S SO SAD! (But True!): The majority of business owners — if asked point-blank– cannot verbalize why prospects should buy from them versus their competitors.

“Oh, because we’re the best.” (Argh! This is too vague!)

“Uh… we give great service.” (Another non-quantifiable generalization.)

“We love our customers and they know it.” (Nice, but come on! That means nothing to your prospects.)

“Er, I don’t know… why don’t you try us and find out for yourself?!” (An actual answer I received on a survey.)

Fact is, if you can’t distinguish yourself verbally when a PROSPECT (with cash-in-hand) is ready to buy, chances are you’re not distinguishing yourself in your advertising materials either.

What makes you different? I mean SPECIFICALLY! Why should your prospects give you their money rather than your closest competitor?

Give me numbers… facts… stats… claims… PROMISES!

Do you deliver faster? SPECIFY! “Delivery in 20 minutes or it’s free.”

Use fresher ingredients? SPECIFY! “We bake our own fresh breads for your sandwiches six times a day… we NEVER use frozen bread like some other guys.”

Leave their home cleaner after repairs? SPECIFY! “We ALWAYS wear shoe covers… dust… vacuum thoroughly… and leave your home absolutely SPOTLESS!”

What are YOU being GENERIC about in YOUR claims? Get extremely specific and experience the difference in your response.


“Philly Author” to Teach 2,000+ Europeans How to Grow Their Business & Profits

Philadelphia, PA–Philadelphia-native Drew Eric Whitman doesn’t let “little” things like the Atlantic Ocean and 4,000+ miles stop him from spreading his tough-talking message of business success.

Author of Cashvertising (CareerPress) and Brain Scripts for Sales Success (McGraw-Hill), Whitman has been invited back to deliver a keynote address to more than 2,000 international business owners this summer at the Affiliate World Europe Conference in Berlin, Germany.

The bi-annual event–dedicated to the a $4.5 billion online affiliate marketing industry–attracts global participation, drawing attendees from the U.S., France, Spain, Belgium, Hungary, Australia, Ireland, Israel, and others. As the event’s spotlight speaker, Whitman’s 30-minute keynote entitled BrainBlocks! will teach participants how to avoid 13 “deadly” advertising errors that sabotage business success and how consumer psychology persuades people to buy.

Whitman’s “Philly-tough” teaching style combines direct and dramatic speaking, audience interaction, stunning visuals and heavy content, and receives high praise from business audiences and readers worldwide.

According to Whitman, not one-in-100 business people knows what it takes to create ads that motivate people to buy. “For example,” he explained, “few know that up to 83% of people read only headlines and no more… that captions under photos get 200% greater readership than non-headline copy… ads with sale prices draw 20% more attention… four-color ads are up to 45% more effective than black-and-white ads, and scores of other little-known facts and principles.”

“Armed with dozens of these facts and strategies,” Whitman said, “business owners in any industry can transform weak advertising into a consistent stream of new sales.”

“Nobody has ever explained advertising to these folks this way,” he said. “Growing up in Philly taught me that if you conduct yourself with strength and passion, people take notice. Team it with quality educational material, and you can make a positive difference in people’s business and personal lives.”

A Temple graduate, Whitman began writing ads at age 11 selling jokes and gags to his fifth grade classmates. After more than 30 years of study and creating advertising for everything from small retail shops to Fortune 500 companies, he now shares his experiences by authoring books and conducting training sessions with a tough-talking Philly edge that’s garnered him international recognition as one of today’s leading authorities on advertising effectiveness.

“In business, you either stand out… or you die,” he said.

Therefore Whitman eschews the ubiquitous business suit and commands the stage in a white lab coat and tie, in keeping with his trademarked “Direct Response Surgeon” theme, a metaphor for what he describes as his “emergency-room attitude” toward teaching business owners how to stop wasting money on ineffective advertising.

Whether he’s teaching chamber of commerce members in his own hometown or business owners overseas, Whitman’s powerful “Philly-powered” message of increased profits requires zero translation.


For more than 30 years, advertising consultant and trainer Drew Eric Whitman—a.k.a. Dr. Direct!™—has been teaching business owners worldwide how to increase their sales by incorporating little-known advertising agency techniques and psychology. His work has been used by companies ranging from small retail shops to Fortune 500 companies, including: Day-Timers, Advertising Specialty Institute, American Legion, Texaco, and Combined Life Insurance Company of America. He is the author of Cashvertising (Career Press) and Brain Scripts for Sales Success (McGraw-Hill). Visit Drew online at: Email:

Learn Affiliate Marketing: 3 Free Videos by Industry Genius “Zeno”

Dear Friend:

Have you ever wanted to learn to create a steady flow of income as an affiliate marketer? (Some people are making a fortune every month.)

Or, perhaps you already have your own business and you’d like to learn how to “crack the code” of using paid traffic sources, like AdWords, FaceBook and others?

Then you need to meet Dr. David Savory, (aka “Zeno”)… and watch his 3 free videos.

David is a razor-sharp, 29 year old New Zealander who went from being a PhD scientist to a performance marketer.

He is internationally known for affiliate marketing strategy and execution. He’s also one of the brainiacs behind the STM Forum, the #1 rated forum in the affiliate industry.

David just released a free, informative 3-video mini-class on affiliate marketing and paid traffic.

FREE VIDEO #1 teaches you, “The 4 Simple Stages to Mastering Paid Traffic”

⇒ FREE VIDEO #2 teaches you, “How to Pick the Right Affiliate Offer to Promote Profitably”

⇒ FREE VIDEO #3 teaches you, “How to Scale Your Affiliate Campaigns for Massive Growth”

This is your chance to learn how to conquer paid traffic from one of the top affiliates in the entire affiliate marketing industry.

As a participant, I contributed to a follow-up course that’s produced by Zeno and the geniuses at iStack–the team that produces the incredible Affiliate World Conferences where I’ll be presenting another keynote talk in Berlin this summer. When it comes to affiliate marketing, you can’t go wrong with what this organization offers.

Click here to watch video 1 and let me know what you think.



Chamber Members Need BIGGER Ad Response? Use Psychology!

IT’S A FACT: Chamber of Commerce members (and ALL businesses for that matter) can make dramatic improvements to their advertising by following time-tested rules of advertising psychology.

PRESCRIPTION #1: Get the Optical Advantage

FACT: Making your ads simple, clear and more readable goes a long way toward boosting your response.

For example, research suggests it’s advantageous to set long headlines in “Initial Caps”—a combination of upper- and lower-case letters. According to one study, all caps slowed readership by 11.8%. Later studies confirmed.

Why? The human eye recognizes by outline.

TRY THIS TEST: Draw an imaginary line around the following two CAPITALIZED words… allowing your “mental pen” to touch the tops and bottoms of each letter.

The resultant shape is a rectangle, with straight sides all around, like a big, long box.

Next, draw a line around the following 2 words which are set in Initial Caps

RESULT? A rectangle with uneven lines caused by your “pen” rising and falling as it rolls over the caps, and also UP to climb the ascenders…





…and DOWN to drop to the descenders of the lower-case letters.

Meaning? Instantly more recognizable words because THE EYE RECOGNIZES BY OUTLINE.

BOTTOM LINE? 1) Never use all caps for body copy, 2) Use initial caps for headlines longer than 4 words, and 3) Use initial caps for subheads.

Things like this might seem important, however it’s the aggregate result of the inclusion of a number of these “small things” that really add up and make a quantifiable difference in your response.

Stay tuned for more quick-fix prescriptions…


Drew Eric Whitman, D.R.S.
Direct Response Surgeon™

P.S. My Cashvertising Crash Course makes an excellent educational fundraiser for your organization. Watch this video demo… then contact me to chat!

“Hey, ‘Blue Mouth’… Are You a GOAL or RIVER Person?!”

Dear Friend:

Nothing’s better than doing what you love… and discovering that so many others love and appreciate what you do! (Talk about a win-win, right?!)

Fact is, I’ve been writing advertising since I was a little kid.

When I constructed my first catalog sheet of jokes and gags that I sold to my 5th grade classmates (typing it on my dad’s 1940s-circa nylon ribbon Royal typewriter and pasting in pictures with thick rubber cement with its big gloppy, dripping brush!), never did I know that one day I’d be touring the world giving seminars on the topic of advertising and sales.

Heck, I was simply doing what I loved… and still do!

When I first wrote Cashvertising, I didn’t know it would be so wonderfully received all around the world. I’m thrilled that it’s helpful to so many people! That, indeed,
was my goal.

Translated into 9 languages and distributed internationally, I get emails from the nicest people who have found the book in the most interesting places.

I received an email from someone who bought it at a train station in China. Another in a bookstore in Berlin. One reader took a photo of it in front of the worlds tallest building, the Burj Khalifa in Dubai. Another in Fiji. India… Australia… Japan… it’s really a thrill.

And I’m also blessed that so many have found it valuable enough to review it on YouTube… completely unsolicited! What great and generous people!

Here’s one from Doug Crowe of AuthorYourBrand. (Click image below to play.) Thanks so much, Doug!


And here’s a fine review from Rich Gerald of Thanks, Rich!

And this great one from entrepreneur Katie Patton. Thanks, Katie!

Are YOU now doing what you truly love? Would you still do it even it you didn’t need the money? (Ahhh… now that’s the big question.)

The late, great, Earl Nightingale — long considered the dean of personal development — talked about two kinds of people: GOAL people and RIVER people.

people are typically high achievers who set targets and work tenaciously to reach them. Because of this, they often become wonderfully successful.


RIVER people, by contrast, are those who — typically early on in life — discover an innate love of a topic or activity that naturally propels them to continually want to be their best and, because of this, they often become very successful in doing so. To these people, the activity can be more important than the success they achieve.

Unfortunately for GOAL people, if and when they exhaust their goals, they can — as a result — become bored, unhappy and even depressed. “What do I do now?!” By contrast, the RIVER people’s interest never seems to fade. It’s a natural part of them.

Writing advertising (and, subsequently teaching it) is a river of interest that I discovered when I was only 11 years old. It has stuck to me — like that gloppy rubber cement — ever since.

Which kind of person are you?

Is there a RIVER of interest that’s in you, but you haven’t yet discovered?

Or — perhaps more sadly still — a RIVER of interest that you’re fully aware of, but haven’t had the courage to explore… flourish… and/or test in the market?

One of the most poignant quotes I ever heard on this topic is this one. (Best to read it sitting down)…

Whew… if that doesn’t kick you in the ass, I don’t what will.

So, thanks to YOU for supporting my river of interest by allowing me to support you and what you love doing.

Questions? Can I help you? Contact me!




AFFILIATE MARKETER? Stop Committing 13 “Deadly” Advertising Mistakes!

If you’re an affiliate marketer, you won’t want to miss my presentation this June in Berlin, Germany at the incredible Affiliate World Europe conference! We’ll talk about 13 things MOST advertisers are doing that are literally PERSUADING PEOPLE TO NOT BUY.

Think about it! Imagine spending time, money and effort to intentionally TURN PEOPLE OFF from your products or services… and drive them to your competition. Chances are, you’re doing it… and you’re not even aware!

This June, there’s no better place in the entire world for affiliate marketers. It’s 2 solid days of success training by some of the best in the business. Check it out… and please stop by and say HELLO. I’d love to meet you!  🙂


STUDY: Copy is King and Graphics Crank-Up Readership

Dear Friend:

I’ve said for decades that COPY IS KING.

It’s true.

And well-selected GRAPHICS can help you drive even more eyeballs to that copy.

According to an in-depth study of 2,000 consumers in a variety of markets, ads consisting of 50% visuals (photos, illustrations, and graphics) were seen and recalled in post-exposure tests 30% more often than ads featuring no visuals.

Relevant graphics are best.

Sell computers? SHOW computers.

Sell web design? SHOW web sites.

Advertisers showing unrelated images in attempt to capitalize on their self-proclaimed “cute factor” are fruitless and costly.

Keep photos of your children in your wallet and on your desk, not in your ads–unless there is a clear and relevant connection.




Drew Eric Whitman, D.R.S.
Direct Response Surgeon™

Author of:
–  Cashvertising (Career Press)
Brain Scripts for Sales Success (McGraw-Hill)

QUICK CASE STUDY: Telephone Survey Demonstrates Powerful Sales Skills Vacuum

Dear Friend:

To run a successful pizza shop (or ANY business for that matter), you need to know more than a good dough and sauce recipe.

You also need to know how to STAND OUT from the competition.

Or, AT LEAST, you should know what elements COULD be used to help you stand out.

In a survey of randomly called pizzerias in southeastern Pennsylvania, none of those charged with answering the phone could capably field the single question that every employee should be trained to tackle blindfolded: “What makes your pizza better than the others in the area?”

In every case, employees—-and managers and owners alike—-were equally dumbfounded. Silence. Then feeble replies such as, “We’re just better”“You have to try it for yourself”“Fresh ingredients”... and one, bristling from the challenge, “You tell me, I don’t know!”

This study is both shocking and not.

It reveals that these merchants, some of them many years in the business, have no clue as to their USP: Unique Selling Proposition. Unable to express on the telephone what makes them unique, they are therefore equally unaware how to express this difference in their print advertising… the #1 medium for their ad dollars.

The result? They sell ALL PIZZA IN GENERAL, and not specifically THEIR PIZZA.

A tragic waste of ad revenue.

And at seminars I deliver at Chambers of Commerce across the U.S., I try to impress this lesson in my audiences. But this lesson doesn’t just apply to chamber members. It applies to ANY business… ANY product… ANY service… online or off.

What makes you better… different… worth checking out and possibly buying?

THE SADDEST PART? If you really are better, different, worth checking out and possibly buying… but you’re not saying it. The lost sales would be enormous. (But your competition would LOVE you!)

Consider your own advertising right now.

Are YOU committing this tragic error?

It’s a simple fix.

Fix it today.

Or contact me and I’ll help you.

Success! <HANDSHAKE>

Drew Eric Whitman, D.R.S.
Direct Response Surgeon™
Author of:
– Cashvertising (Career Press)

Win a FREE Private Consultation with Me at Affiliate World Europe!

 It’s coming again to Berlin… the most dynamic global conference for affiliate marketers on planet earth, AWE: Affiliate World Europe… and I’m deeply honored and excited to be a part of this incredible experience once again. 

And it truly is an EXPERIENCE. Last year was AMAZING… the people and programs were outstanding. It’s 2 days of non-stop success training from some of the best in the business.

Director Jordan Rosenberg (one of the nicest and most down-to-earth people I’ve ever met… and an amazing business talent) and his crack team put on a killer 2-day event that literally crackles with excitement.  It’s the equivalence of decades of experience by the biggest names in the industry, all handed to you on a silver platter.

Last year, as they keynote speaker, I addressed over 2,000 of the friendliest and most ambitious entrepreneurs you could ever hope to meet. And talk about being among friends! Before I stepped on stage, Jordan told me that about 70% of the audience had already read my first book, CA$HVERTISING. Talk about being among friends! I had a blast… and, most importantly, audience feedback was fantastic. What a thrill.

IT’S A FACT: Affiliate marketing is an excellent way to quickly start earning a good income online. You don’t need to keep inventory. You don’t need to ship products. You don’t need to keep mountains of paperwork because tracking is all done automatically. You can literally start tomorrow morning and begin earning money by nightfall. And with virtually unlimited choices of products and services to offer, you’re sure to find items to sell that tap into your own personal interests.

But–like ANY business (or any endeavor at all, for that matter) — there are things you need to know to MAXIMIZE your success.

And the best way to learn is from those who’ve already done it successfully. (Makes sense, right?) Listen to these people and you literally slingshot yourself from point 0 to 100 in a few hours instead of months or years.

THINK ABOUT IT! Wouldn’t it be silly to go through all the trial and error… the time, expense and frustration… of repeating errors that thousands of others have ALREADY made?

The wise shortcut is to take what others have learned… put it in your head… and leverage the time that THEY already spent toward your own success! What a clever shortcut.

I can’t think of a better way for affiliate marketers to leverage their success than by attending Affiliate World Europe. For the cost of an airline ticket and hotel and a few meals, you can amass decades of others’ experiences in just 2 short days.

Come with an open mind and a COMMITMENT to learn… take copious notes… and you could leave with a virtual FULL-BOOK’S worth of practical ideas that you can begin using the very next day… injecting YOUR business with tested strategies and ideas from those who’ve already succeeded. It’s the next best thing to getting PRIVATE consultations with each of the speakers… without the enormous price tag.

Win a free private consultation with me

Speaking of private consultations… if you register for AWE’s June conference in Berlin by midnight January 17, you’ll have a chance to win one of 3 one-hour personal and private consultations with yours truly.

I’ll dissect your marketing materials and tell you what’s RIGHT… what’s WRONG… and tell you how to improve it fast. Bottom line? More $$$ in your pocket.

I’d love to see you there! But most of all, I know you’d find the experience as enjoyable, exciting and rewarding as I did.

Oh, and it didn’t hurt that I also happened to have had the best Apfelstrudel and espresso in my life while I was there.  😉

I hope to see you in Berlin!




What a Graveyard (And those Buried in It) Can Teach You About Motivation, Procrastination and Achieving Your Goals

Fugit Hora: “The Hour Flies”

HAPPY 2017 to all my friends and clients.

Even though we likely never met, you and I still have an interesting “connection.”

Did you know that?

Of all the years that planet Earth has existed–4.5 billion years–and of all the of years that man has roamed the earth–200,000 years–you and I just happen to be living in the same average 71-year window of life. It’s amazing when you think about it. The odds are mind boggling.

And it’s as if we’re on some kind of special living team … a Life Team, if you will. And as with any kind of team, when we as members play in harmony, we win as a team. When we do otherwise, we all lose … in little ways that are always felt, at some level. I think you know what I mean.

So let me use this “link” that we share to rally us all together to make a commitment…

… that 2017 will be the happiest, most exciting and prosperous and productive year of your life. Not by default. No. But by your committing to make it so.

… to lend a little helping hand–no matter how small and seemingly insignificant–to another fellow human being who shares this window of life with you. (To another person, your offer to help is more significant than you realize.)

Could you open a door for a stranger? Just because you CAN.

Could you pay the toll once a month for the unknown “team member” in the car behind you? Just because you CAN.

Could you let the “team member” behind you in the supermarket line get in front–whether or not he or she has fewer items than you? Just because you CAN.

Could you pay the fifty cents for the chocolate bar for the child who’s digging in his pockets, frantically searching for that extra nickel demanded by the cashier? Would you do it… just because you CAN?

Could you … no, WOULD you … do these kinds of things simply because you can?

(Did you know that a person helped in such a way is more likely to help someone else that very same day? It’s an incredible domino effect that can be put into motion by… YOU.)

Will you commit to take a moment each day, week or month to stop and be thankful for all that you have?

For every functioning organ and system in your body … for the freedoms you enjoy and too often take for granted (or never really think about) … for the love and support of your friends and family and all those others experiencing this same *short* 71-year average life window with you?

Will you commit to slow down and even stop just to breathe … relax … walk through the woods … sit by a stream … admire some flowers and just think about the gift of life that has been granted you … think about what you’ve done with it so far … and most importantly, think about how much time you have left to do all that you want … and then commit to doing it? Will you?

Before you know it, your days will run out. It may be in several decades … years … months … or the day after tomorrow.

Every minute-hand sweep on your watch shows more than simply 60 seconds gone by. It shows a deduction of 60 seconds from the bank account of your life, where the currency is neither coin nor bills, but TIME. Every sweep of the HOUR-hand shows a deduction even more serious.

The mismanagement of your life funds — your time — can’t ever be “fixed.” You cannot declare bankruptcy and regain the time you squandered. It can never be recovered. It is gone forever.

But you CAN begin fresh … you can “start over”… you can make the decisions RIGHT NOW, TODAY that will affect your life from this day forward.

The question is: “WILL you?”

I like to think about setting goals and planning my life like this:

I imagine that I’m able to stretch my arms into the future and, like a model maker building a ship in a shiny glass bottle, create the circumstances that will occur in my life AS A RESULT OF THE ACTIONS I TAKE TODAY.

I imagine my arms stretching through the months of an imaginary calendar to the month or year of my accomplishment.

Then here’s what I do: I SET UP MY FUTURE. I build it. I construct it. My *ACTIONS* are the building materials of my future. My actions … not simply the plans … my ACTIONS are the lumber, the nails, the cement. If I don’t ACT or take ACTION in my present, I have sent no “life construction worker” working on my future.

What happens then?

It’s not good.

Because when I arrive in that future time, NO HOUSE IS BUILT. I stare puzzled at an empty lot. I have spent my life money by living up to that future time, but the money spent was not invested, it was only SPENT, squandered. And now I am without that life money. And I am without anything of value built upon that empty lot.

My hands hold the returns of a man who slept.

Another way I like to look at planning my life is imagining myself in the future and with those same rubbery, stretchy arms, I reach BACK in time to my present.

With knowledge of where I am in that future time, I pretend that my future, goal-achieved self is controlling the actions of my present. The future Drew has already accomplished. He is shouting back in time, “DO THIS! DO THAT! YOU’LL BE HERE SOON! GET ON WITH IT AND I’LL SEE YOU IN THIS SUCCESSFUL PLACE BEFORE YOU KNOW IT! I know what needs to be done … and I’m telling you what to do!”

The graveyards of this country are filled with millions of wonderful people who never strived to make their lives into anything more than one of a common existence. Handed the gift of life, they never untied the ribbon… never peeled off the wrapping… never lifted the lid… never peeked inside to see what could be.

Take an hour to walk among them.

But don’t just read their headstones, the markers of gifts unclaimed, but closely listen as well. You’ll hear them speak words that can inspire, motivate and set you on fire for living your own life.

They speak of opportunities missed and risks not taken. Relationships not cultivated. Fears never confronted.

Theirs is council not whispered or gently spoken. It is shouted to you through tears of sadness. It is yelled to you through thunderous storms of fruitless rage. “My life is over!” mourns one, from his earthen bed. “I lived so long, but accomplished so little.”

Behind you lies another counselor.

Meet Cindy.

She tells you of a life cut down by the sharp scythe of tragedy. In tear-filled words, she tells you about dreams unrealized. Goals set too far in the future. Mindless expectations of another dawn.

“That morning I had no idea,” she says, her soft voice breaking with emotion. “Not once did I think, ‘Today I die.'”

Beside her is Paul.

Warm and compassionate, he was a loving father of three. Once a marvelous and faithful husband, now angry–no, BURNING with fury.

One otherwise typical Thursday afternoon, cancer knocked, smiling at Paul’s door. When his doctor smiled benignly and said, “Well, Paul… unfortunately…”

The remaining words could have been anything at all. The doctor could have completed that sentence talking about car problems… a bad upcoming weekend weather report… or that great play in last night’s hockey game.

Yet the words seemingly never left the doctor’s moving lips. Paul’s brain completed the sentence just fine, thank you.

“Well Paul… unfortunately… CANCER. Good-bye Paul.”

Can you hear Paul voice struggling to reach you?

Can you feel the vibrations in the soles of your shoes that touch the earth that is now Paul’s eternal home?


I hear Paul.

I hear him loud and clear.

I hear him while walking the halls of hospitals, glancing in room after room of those praying that THEY were the ones walking and peering at the bedridden, sickly and dying.

I hear Paul every time an ambulance screams by, the workers inside frantically clutching the delicate thread of life.

I hear Paul every time I see a funeral procession… the creeping black line of earthly finality.

“Remember man as you walk by,as you are now so once was I,as I am now so you shall be, prepare for death and follow me.”

So says the inscription on the headstone of a man buried in the William Penn Cemetery on Bristol Road in Warminster, Pennsylvania who lived nearly two centuries ago.

These words haunted me as they caught my eye as I walked by.

“This man,”I said to myself, “is talking to ME. He is telling me–from his grave–to GET ON WITH MY LIFE. He’s saying that I too–unquestionably–will end up no differently, and that the only time to do anything is NOW.”

How silly I am to think that tomorrow will most certainly come.

How foolish I am to keep thinking, “There’s plenty of time…”

But how fortunate I am to realize just how WRONG is my thinking.

I must go now.

I am too far behind on my goals.

Too far behind on my dreams.

My days, just like yours, are numbered.

My future, your future, begins… exactly… NOW.

Fugit Hora.

(C) 2017 Drew Eric Whitman. All rights reserved.

Publishers: Would you like to reprint? Contact Drew for permissions.