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HUBBARD COMMUNICATIONS OFFICE
Saint Hill Manor, East Grinstead, Sussex
HCO POLICY LETTER OF 1 SEPTEMBER 1965
Issue III
Gen Non-Remimeo
MAILING LIST POLICIES
(Preserved policy from former Policy
Letters which have been cancelled)
The elementary Emergency formula for a down org is:
1. Promote Promote Promote.
2. Then change bad spots and re-organize.
3. Then economize, cut off all Purchase Orders except postage,
communications and rent.
4. Get ready to Deliver to the people who will be coming in as a result
of the promotion and
deliver.
To promote you must have a full mailing list. Anyone who failed to get
his
mailing list back off old invoices will probably make about thirty or forty
thousand
pounds less between now and Christmas-which is punishment enough for not
following my late '64 orders where the job was skimped.
I see two orgs that are limping also have a very small mailing list. Any
connection?
Rush the project ordered in '64 wherein you culled your addresses back
from old
invoices and you'll have lots of people and money again. Sciento legists
never get truly
lost.
Then get onto Book Promotion, put a return self-address card for "more
info" in
the back of every book you sell and get your list up both from the book
sale and the
card. Omitted that?
Look over the earlier 1965 Policy Letters that define promotion. That's
all it is.
But promotion is successful when you use books to front for you and a
flop when
you don't. If you think promotion is costly it's because the money isn't
invested in
getting books sold. Books are your first line of promotion.
Re-organize your book department if it doesn't slam back a book at every
orderer
within 24 hours of the receipt of the order. Why be poor all the time?
1. Place ads
2. Get mailing lists from anywhere.
3. Get mailing lists by selling books.
4. Sell more books to them.
5. Have good processing available for them and say so loudly.
6. Have good training available for them and say so loudly.
Do just those things and do only those things and you'll be 10 times
your size
with a lot more pay.
It's very easy. Why keep doing it the hard way?
I'm interested in review that only those orgs are poor which haven't
been
following my direct orders. Well, anybody has a right to be poor, I
suppose, if he has
an appetite for it. Personally I don't care for it. It must be a carefully
acquired taste.
As a brand new idea in those orgs that are struggling, why not get rich by
doing what
Ron says?