So you wanna make money, huh?

If you watched Lesson One: "Give the People What they Want," you know that you have to figure out how you can serve others before you can even think about starting a business. Once you have answered the question, "How can I help people?" you have taken the first step toward success.

You have to give the people what they want. You might have already known that, but did you know that you actually might want to give it to them, as in, without charging them any money? I'm not talking about, the old late-night TV ads where you tell them to order now for a free gift. I'm talking about giving them something free with the sole intention of impressing them.

"Huh," I can hear you thinking, "how does that help me make money?"

It's a good question. The answer lies in the upsell or in the ancillary goods and services that you can sell. Let's say you have a bunch of puppies. You can give them away and sell dog collars, obedience training, or a bunch of other things. Let's say you have a totally cool website like this one, chock full of great information, entertaining, and receiving a steady flow of visitors. You give away great content, but you can offer goods or services for sale at some point.

The point is, you don't try to sell a dog collar or obedience training to someone who doesn't have a dog or puppy, and you don't try to sell stuff through a website that sucks. So what you do is first focus on giving your market what they want so that you can sell them what they need.

That's how it works.

Stay tuned for the next installment which will be all about the upsell and the cross-sell of the ancillary product or service that actually gets you paid.