Seven Positive Aspects Of Selling To Boost Your Confidence In Making The Sale

You’ve been anticipating the arrival of your booklets for days, and now they’re finally here!  You open the box and remove one of them, tenderly caressing the cover with your fingertips before gently opening the booklet to scan the inside.  They’re perfect in every way.  Your heart leaps with excitement as you smell the fresh ink, and then, suddenly, you’re gripped with terror as you think to yourself, Oh no!  Now I actually have to SELL these!

You’re not the first author to feel this kind of fear.  But, selling isn’t really what you think it is. Most people think selling is trying to convince someone to buy from you.  Nothing could be further from the truth.

Here are seven confidence boosters to help you rethink your idea of what selling truly is, so you can make sale after sale after sale with ease.

1)  Making the sale has more to do with your attitude than anything else. Know what you’ve got, know that it’s good, and know why.

2)  Selling is helping, not convincing. If you lived in an area known for frequent earthquakes or floods, how much convincing would you need to buy home owners’ insurance that covers such disasters?  Probably little to none.  The same is true for your audience.  You are helping them by offering them the chance to buy your booklet.

3)  Selling creates a win/win situation. Or, at least, it should.  Your audience should benefit from the sale at least as much as you do, and maybe even more so.  That way they’ll keep coming back for more!

4)  Selling is about listening more than talking. When you listen to your audience, you discover what they need so you can help them fill that need.

5)  Selling is something you already know how to do,  you just don’t realize it. You’ve been selling since you were a kid.  Remember pleading your case with your parents so you could stay up just a little while longer?  Or, how about the time you were interviewed for your first job?  You sell yourself every day in one way or another.  Selling your booklet is no different.

6)  When you’ve got what they want, you don’t need to sell – they’ll come to you!

7)  Selling is enjoyable. It’s a way of helping others, while you’re helping yourself.

Can you think of any other positive aspects of selling I didn’t list?  Add it in the comment box below!

To your riches,

Kim

PS: There is also a negative aspect of selling.  It’s not having anything to sell!  If you need to create a booklet so you will have something to sell, and you want to do it the right way, click here!

PPS: Don’t forget to click on one of the links at the top right of this page to subscribe. Remember, it only takes ONE idea to start the riches flowing to you!

When People Ask Why They Should Buy Your Booklet, How Will You Answer?

You’ve got a fantastic idea for a booklet and you just know it’s going to be a top seller.  Great!  But, you need to ask yourself one question.  Why would anyone want to read your booklet?

What’s In It For Me?

No matter what kind of product a business has on the market, the question people will always ask themselves is “What’s in it for me?”  In other words, they want to know why they should consider purchasing that product.

In the case of your booklet, the answer should be somewhat obvious.  The answer is that your audience is receiving information that they want or need.  Your job is to make sure that the information truly is what they want or need.

Why It’s Not About Price

Most of the time, when a product doesn’t sell it isn’t because of the price – unless it’s too low.  If you price your booklet too low nobody will believe the information inside has any value and they won’t be inclined to buy.

When a product doesn’t sell, it’s usually a marketing issue.  Either the market isn’t interested in the product (because they asked themselves what’s in it for them and they couldn’t get a satisfactory answer), or the company selling the product isn’t marketing it properly.  Both of these issues can be solved with a little research.

Do Your Homework

It’s important to do your homework before you write your booklet.  You must be able to answer the question, “Why should I read your booklet?”  Think of a person from your target market.  Imagine that person in your mind and hear them asking you that question.  What will you tell them?

Whatever your answer is, begin with that and work from there.  As you go you’ll find many reasons why people will want or need your information.  Even after your manuscript is finished and your booklets are printed, you’ll continue to discover answers to this question.  Those answers will help you with both your marketing and writing future booklets.

People have choices when it comes to your booklet.  They can buy it, they can buy something else, and they can buy nothing at all.  By asking yourself why people would want to buy your booklet (as opposed to buying something else or nothing), it helps you create a booklet people will want and you will be able to market it successfully.

To your riches!

Kim

PS: Don’t forget to click on one of the links at the top right of this page to subscribe so you never miss a single, important post!  Remember, it only takes one idea to start the riches flowing to you!  Also, if you like this post, please share it on del.ic.ious, StumbleUpon, or the social website of your choice.  Thanks!

Marketing Your Booklet – 15 Reasons People Buy

The reasons people buy are as varied as the people themselves.  But, there are some commonalities that hold true for just about all individuals.  Here are 15 reasons people buy.  Consider them carefully as you create and market your booklet!

1)  Want. You can buy a cheap pair of shoes at your local Wal-Mart or Payless Shoe Source.  So, why do you buy the expensive Nikes from Nordstrom?  You need shoes, but you want Nikes.

2) Need. One of the biggest needs we have today is information.  We need information we can assimilate into our minds very quickly.  This is why booklets are such an advantage over books.  Few people have the time or patience to read books anymore.

3)  Status. Why do you want those nikes instead of the cheaper brand?  Because it’s a status symbol.  It tells everyone that you are somebody.  Information can elevate status or the perception of it – yet another plus for your booklet.

4)  Membership Or Sense Of Belonging. Have you ever joined a group and felt like an outsider because you were new and didn’t always know what other group members were talking about?  What if you could get your hands on some information that would let you talk with the others like a real insider, as if you had been a part of the group for years? What if you could read a small booklet that explained some of that inside terminology?

5)  Make Money. If your booklet can help people make money, you’ve got a winner!

6)  Save Money. This is almost as good as making money.  Almost.

7)  Save Time. Why reinvent the wheel?

8)  Achieve A Goal. Better health and weight loss come to mind.

9)  Attract Men or Women. Singles are a large market, and they’ll buy almost any product they think will help them in this endeavor.

10)  Protection of Home, Family or Possessions. This is why people buy fire and burglur alarms.  It might also be why they’ll buy your booklet if it contains related information.

11)  To Escape Something. Back pain?  The 9 – 5 rate race?

12)  Entertainment. People like to be entertained.  Is your booklet funny?  Does it present information in a way that is entertaining?  Does it help people to entertain, or to enjoy something?

13)  Gift. Your booklet might be the perfect gift in and of itself, or it might go along with something else to complete a gift.  There are many holidays on which gifts are given, as well as for other reasons such as birthdays, as a reward for an achievement, or just because the giver wants to be remembered.

14)  Impulse. It was there, the price was right and it seemed like a good idea at the time.

15)  Convenience. It was easier to get than a competing product.

To your riches,

Kim

PS: Don’t forget to click on one of the links at the top right of this page to subscribe so you never miss a single, important post!  Remember, it only takes one idea to start the riches flowing to you!  Also, if you like this post please share it on del.ic.ious, StumbleUpon, or another social website of your choice.  Thanks!

Are Your Chances For Sales Over Before You Begin?

Are you worried that people won’t buy your booklet because they’re pinching pennies or they don’t have the money?  While this may be true for a very small portion of the population, and it might even be congruent with your own situation, you need to get out of that way of thinking or your chance for sales is over before you even begin.

Every Market Is A Mixed Bag

Every market presents a mixed bag of opportunity for you.  There will always be some within your market who can’t or won’t buy from you.  That’s a fact.  Sometimes the issue is money, in which case these people may buy from you at a later time when they can afford to.  Other times, the issue is a matter of priority – as in your booklet just doesn’t meet their needs right now – or it may be a matter of superiority – such as when your contact at a particular business is interested, but their boss is not.  Since you have no control over these situations, it’s best to move on.

Why Those Who Can’t Buy Often Buy Anyway

But, sometimes those who really can’t afford to buy from you do.  Have you ever looked at how the general population spends their money?  For example, in the U.S. the entire population spends more than 600 million dollars every year on fireworks.  Fireworks!  Talk about a frivolous expense!  These people are probably spending a minimum of about $200.00 each, and a vast majority of them will spend even more.  Why spend that kind of money when you could take the family to the local city’s or town’s display for free and see much bigger and better fireworks?  These people may as well light a couple of hundred dollar bills on fire.  But, there is a reason they do it.  It’s called the fun factor.  They buy the fireworks because they’re fun.  They make the children happy, and it gives the parents a sense of pride to be able to buy them and provide a little fun for the kids.

The same can be said for other things that people spend money on, which are of no lasting value.  Things like rides at the fair, candy (which is a thrill for the moment but does more harm than good and has no lasting nutritional value), and the pet rock (remember those?).  The truth is, people spend money on things of the moment, as well as things they don’t really need (Oprah’s 400+ pairs of shoes for example – does she really need another pair?  She only has two feet!).  People will spend money on impulse, especially if they’re buying for their children, grandchildren or if they’re on vacation.

Therefore, you shouldn’t be concerned with those who don’t appear to have the money to buy from you.  They’re buying plenty of other things they don’t need, so who is to say they won’t buy from you?  What you have to offer them is something of great value to them.  And if they don’t buy today, they may just buy tomorrow.

The Other Side Of The Scale

On the opposite side of the scale are those who have real wealth.  These are the people who make impulse purchases in the thousands of dollars and think nothing of it.  They have the best of everything, and can afford to buy what they want on a whim.  These people are not the majority.  They are a very tiny minority.  But, they’re sprinkled throughout every market.  They may be corporate presidents,  inheritants of a fortune, entrepreneurs who made it big, or they may be the spouse who married into the money.  These people are out there, and they need your booklet too.  Money doesn’t make them impervious to problems.

Those Between The Extremes

Between the haves and the have nots is the majority.  These are the have somes.  They make up the largest share of every market.  These people will make up the largest portion of your customer base.  They’re not rich, but they have money to spend.  They may spend wisely or they may spend foolishly, but spend they do.

The truth is that you shouldn’t be concerned with people not buying from you because you don’t know what you don’t know.  And what you don’t know is just who will buy and who won’t.  There are plenty of companies who stake their very existence on the foolish spending of consumers.  How much more do you have to offer your market than they do?  You’re not selling trinkets that have no lasting value.  You’re offering information to your market that people want or need.

It’s time to change your thinking and move forward boldly.  When you do, you’ll make sales to the haves, the have nots and the have somes.  You won’t make sales to everyone, but when you offer your booklet to everyone you’ll make sales across the board – and the riches will flow!

To your riches!

Kim

PS: My elusive coder finally got back in touch with me and we have resumed work on the website again.  Yea!  My product, which will help you easily write and produce a booklet of your own will be available very soon!  In the meantime, I am putting together a subscription newsletter and I would like to hear from you!  Send me your questions, problems, concerns and comments regarding booklet publishing and marketing, and I’ll include them in the newsletter!  There’s lot’s of good things coming your way so stay tuned….

PPS: Like this post?  Please share it on del.icio.us or StumbleUpon.  And don’t forget to click on one of the links at the top right of this page to subscribe so you never miss a single, important post!  Remember, it only takes one idea to start the riches flowing to you!

The Top Five Reasons They’ll Buy Your Booklet

There is one question people will ask themselves before they will even consider buying your booklet – what’s in it for me?  If they can’t answer this question for themselves within a nanosecond, you’ve lost them.  This means you must make the benefit to them a no-brainer.

Here are the five top reasons they will want to buy your booklet.

1)  Your booklet will help them make money. Money is on everyone’s mind right now, so this is a guaranteed hot seller.  Your booklet might help people find a new job, or a second job, or show them how to start a business.  It could help them to profit in the stock market in any economy, or it might show them how to turn their trash into treasure.  Making money is a subject that never grows old, so no matter what the economy does your booklet’s sure to be a hit!

2)  Your booklet will help them save money. Everyone is pinching pennies and trying to save wherever they can.  Whether your booklet helps people save money on big purchases such as a new car, or small ones like a new toaster, or on life events such as a wedding or vacation, it will do very well.

3)  Your booklet will help them avoid doing things they don’t want to do. We all have things we don’t like doing.  If your booklet can take something mundane and make it fun, or if it can show a way to do it faster so people can move on to something they would rather do, your booklet will be welcomed in the market place.  Better yet, if you can show people a way to eliminate the task altogether, they’ll not only buy your booklet but they’ll be sure to tell others about it.

4)  Your booklet will help them to be able to do something they want to do. Everyone has something they would like to be able to do, but they have some kind of obstacle in their way.  That obstacle could be time, money, a lack of skill or a lack of knowledge.  If your booklet can help them get past that roadblock, they’ll be more than happy to ante up.

5)  Your booklet will help them live a better life. If your booklet can enhance the quality of someone’s life, they’ll be glad to open their wallet.  This covers a multitude of areas from having a better marriage to communicating with teenagers to moving into a dream home.

Did you notice that each reason began with “Your booklet will help them….?”  That’s the key to riches with booklets.  If your booklet doesn’t help anyone, why would they buy it?

To your riches,

Kim

PS:  Like this post?  Please share it on del.icio.us or StumbleUpon.  And don’t forget to click on one of the links at the top right of this page to subscribe so you never miss a single, important post!  Remember, it only takes one idea to start the riches flowing to you!

New Opportunities To Explore For Increasing Your Riches With Booklets

When most booklet authors begin writing their manuscript, they have a specific audience in mind they are writing to.  They imagine selling thousands of copies to thousands of individuals, one at a time.  This can certainly be done, but there are so many other opportunities for making sales.  If you don’t know about these opportunities, you’re at a great disadvantage because you’re missing out on a great deal of money.

Selling Booklets To Businesses Large And Small

If your booklet is one that would appeal to a particular type of company, either for it’s customers or for it’s employees, you have the possibility of a large quantity sale with each company that falls within that category.  Large companies will buy hundreds of thousands of copies from you at once, while smaller companies may only purchase a few hundred, but both are equally wonderful in that you can make a larger sale and reap a bigger payday at once, rather than only selling to individuals.

How will these businesses use your booklets?  They can use them in a variety of ways, from package inserts to employee incentives to customer appreciation gifts.   If your booklet is of an informative nature and falls within something the company teaches it’s employees or it’s customers, your booklet might even be used as a teaching tool.

Selling Booklets Through Retail Establishments

It is possible to sell booklets on your own through retail establishments.  The key is finding establishments that match your booklet’s content.  As long as the establishment sees a benefit to their customers as well as to themselves, they’ll probably be willing to give it a try.

When thinking of a retail establishment, you might think of a book store.  Some book stores may be willing to offer your booklet for sale to their customers, but it’s important to think beyond the book store.  Retail applies to many other kinds of businesses, from business supply stores to discount stores, to coffee bars to tire stores.  Whatever you have written about in your booklet, there is probably a retail establishment somewhere to match.

Using Catalogs To Sell Booklets

Catalogs provide a great opportunity for sales both to individuals and in quantity when your booklet’s content is a good match for a particular catalog.  Your booklet may be featured inside the catalog, or it may be offered by the catalog company to new customers as an incentive to buy something or as a thank you for a purchase.   The best way to sell to catalog companies is to do so in quantity with a single sale, rather than being featured in the catalog itself.  But, being featured affords an opportunity for sales when you are unable to go the other route.  If the catalog has a large circulation, having your booklet inside can be very profitable for you as long as your content is a good match for the catalog’s readers.

Direct Mail Provides More Opportunities For Sales

Direct Mail is the junk mail you receive in your mail box, and there are too many businesses to name who use this method of advertising.  Often, companies using direct mail to reach customers will offer something inside the envelope to entice people to open it.  If your booklet is a good match for one of these companies, or if it fits in with a particular campaign they are creating, these companies will welcome your booklet as an addition to their mailing.  This can result in sales for you of hundreds of thousands of copies, or even in the millions depending on how large the mailings are that the company does.

Sometimes, these companies will want to test your booklet to see if it enhances their mailing or sales in some way before they purchase a large number of copies from you.  These tests can still result in a significant number of copies being sold – anywhere from about 500 to 5,000 or more.

Using The Internet To Make Sales

The internet offers vast opportunities for selling booklets.  You can sell them as a download from your own website, or you can offer them through other people’s websites.  You can license your material for sales online by others, or for others to give away.  There are endless avenues to pursue on the internet.

Generally, online sales tend to happen between the author and individuals, but there are times when quantity sales are made, such as when licensing your material to someone for use on their website.

Selling to individuals is one way to sell booklets and it should always be pursued.  But, knowing other ways to sell your booklets is important too, as it can significantly drive up your profits.  You should sell your booklets as many ways as you possibly can to as many people and places as you possibly can.  When you do, the riches will follow.

To your riches,

Kim

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How To Raise Your Booklet Profits Without Doing Any Extra Work

You’ve created a booklet and sales have been promising.  So, you created a second booklet, and again it did well.  But now, you aren’t sure what your next step should be.  Should you create a series?  Write a book?  That seems like alot of work.  Is there an easier way to make even more money from the work you’ve already created?

How To Raise Your Profits Without Creating New Products

You don’t need to write a book or create a series of booklets in order to raise your profit.  In fact, you don’t need to create any new products at all, though at some point you may want to consider it.

An easy way to raise your profits from your booklets is simply to bundle them together.  If the titles are related, this is easy to do.  You can still offer them separately, but by offering them bundled you give the buyer a special discount, and yet you sell two booklets rather than only one.  Your profit on the sale of two booklets is higher than it would be on the sale of only one, even though you’re offering a discount.

Why Bundles Work

Everyone loves a deal, and offering your booklets together at a discount gives people a deal.  Many people who would otherwise only purchase one title, giving you less profit, will gladly purchase your bundle of two titles just to get the discount.  They get a deal, and you make a larger profit.  This is why bundles work so well.

Bundling Isn’t A New Concept

You’ve undoubtedly seen this marketing tactic at work in stores.   Often they’ll do something like buy 2, get the third one free.  We all know that we really aren’t getting anything for free, but it seems like a good deal so we buy two instead of only one.  Or, you’ll see a price for one item, and a lower price for purchasing two or more of the same item.  This is a tactic grocery stores use all the time.  Candy bars are one example.  If you buy one, it’s 50 cents.  If you buy three, the price goes down to 33 cents each.

You also see bundling in computer services.  When you purchase hosting for a website, for example, you’ll see many services offered for one low price.  Most people will compare the services offered by different potential hosts before they make their decision.  In the end, they will decide to use the service that they feel provides the best value for their needs.

Bundling isn’t a new concept.  Think of the baker’s dozen.  This one goes back to ancient times.  Buy a dozen of whatever and you get an extra one thrown in the bag.  It’s a timeless tactic for providing value for the customer, while at the same time getting them to purchase more than they normally would.

Books – The Ultimate Bundle

When you write a booklet, you have the beginnings of the ultimate bundle.  Ten booklets on a related topic could be a series of booklets that are sold separately, or they could be turned into a book.  The problem is, books sell for far less than an entire series of booklets.  What to do?  Simply bundle the booklets.  Your bundle of booklets will bring you far more riches than a book, as it will have a higher perceived value than a book.  And for those who don’t need the whole bundle, you can still offer each of your booklet titles separately at the regular price.

Bundling your booklets is an easy way to make more money from them without doing any extra work.  You can, of course, continue to create new titles, and then bundle those titles too.

To your riches,

Kim

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How To Market Your Booklets The Easy Way At No Cost

Have you been wondering just how you’ll build your booklet business once your booklet is ready for market?  Here’s a little marketing secret for you.  Every booklet you create will market all of your other booklets, as well as other products and services you may have to offer.

Two Booklets Are Better Than One

When you have one booklet on the market, you’re pushing that booklet hard to get it sold.  You’re doing all of the work.  By having two booklets, you’ve created leverage.  You don’t have to work so hard because each booklet sells the other one.  The more booklets you create, the more leverage you have.  Here’s how this works.

Imagine you have created a booklet that tells stay at home moms how to make extra money.  You’ll have to do some work to get that booklet into the market place.  But, what if you created a second booklet for stay at home moms on how to be more frugal?  What if the second booklet told those moms how to save money?  Certainly each customer who purchased your first title would also want the second one.  You won’t have to work nearly so hard at getting the second title sold.

Ten Booklets Are Better Than Two

Now imagine you have ten such titles, all related to finances for stay at home moms.  Perhaps, in addition to your making and saving money titles, you have created a booklet about saving on college tuition, and another about frugal family vacations, and so on.  Each booklet is like a little salesman working for you to sell your market on your other booklets.  When they like the first one, they will be happy to purchase more.

Good Content + The Right Market = Booklet Sales At Zero Marketing Cost

This is how you build a booklet business – by creating leverage so you don’t have to work so hard.  Someone sees one of your titles and they want more.  It’s as simple as that.  As long as your content is good and properly targeted, one booklet can and will sell the other titles for you.  This is the best marketing leverage you could have because it costs you nothing to market this way (you would have created that second booklet anyway, right?).

As a booklet author, you should always be thinking of ways to leverage your marketing.  The easiest way to do this is to let your titles market each other.

To your riches,

Kim

PS:  Like this post?  Share it with a friend!  And don’t forget to subscribe by clicking on one of the links at the top right of this page to subscribe so you never miss a single important post!  Remember, it only takes one idea to get the riches flowing!

Why Book Stores Are Not Your Best Bet For Selling Booklets

Would you like to get your booklet into book stores?  You can.  Other people have done it.  In fact, you’ve probably seen some booklets in your local bookstore.  Usually you’ll find them on a special rack.  Some are tiny hardcover booklets, and others are paperback.  But, before you jump into getting your booklets into bookstores, there are a few things you should know about the process.

First, most book stores will not accept your booklet from you.  They deal with a distributor who deals with publishers, and sometimes with authors.  Distributors don’t like to deal directly with authors, but they will usually consider it if the author agrees to accept returns (books or booklets that didn’t get sold).

Returns are the big downside to getting your booklet into book stores (or grocery stores).  I have never sold my booklets this way, and I have yet to have a single return of any booklet I have ever sold.  If a customer received my booklet and were unhappy with it, of course I would give them their money back.  But it hasn’t happened, not once.  Why?  It’s because of the way I sell my booklets.  Rather than placing them in book stores where just anyone can walk in, I sell them directly to my market.

When you agree to take returns from the distributor, you’re taking stock back that didn’t sell, and you must find another way to sell it.  If you don’t, you won’t profit from those booklets.  You can try to find another distributor to accept them, but that may prove difficult, especially if the first distributor already sold to the major chains.

But, returns are not the only drawback to putting your booklet on book store shelves.  Dealing with distributors is, in itself, a major drawback.  Why?  Because they take anywhere from about 25-30% of what your booklets bring in.  That’s quite a chunk of change that you would have been able to keep had you not used a distributor.

Some book stores will allow you to place your booklets on their shelves without a distributor.  The best way to find out whether the ones you are considering will or not is to go to them in person and speak with a manager.  Often, if you are a local author with a topic of great interest, they’ll do it.  But, you’ll still have to accept returns.

Going to book stores in person will dramatically cut back the amount of stores your title will appear in, but given that only a tiny fraction of your market may ever venture into any particular store that your title is in, it really doesn’t matter.  Book stores really aren’t the best place to sell your booklets, and if you want to be a rich author book stores won’t help you.

The bottom line is this – yes, it is possible to get your booklets into book stores but, it isn’t in your best interest to do so.  Accepting returns is a hassle, and having to pay a distributor as much as 30% of your profits isn’t so great either.  Getting your booklet into book stores on your own can be done, but it’s difficult and for the amount of sales you’ll make from the effort (which may be none) it really isn’t worth it.  It’s far more profitable to sell directly to your market.

To your riches!

Kim

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Lousy Sales Page. Crappy Sales Copy. Hideous Booklet Cover. And It Sold!

This morning when I checked my email I was shocked to see a message from Paypal telling me that Lulu had sent me money!  I was shocked because my Lulu page, just like my facebook page and my ning page, has been badly neglected.  I’ve got one product there, and it’s one I only promote as an afterthought in light of my new series, which is being promoted to a much more profitable market.

I had all but forgotten my account even existed at Lulu.  I had planned to go back in there, someday, and fix it up or delete it altogether.  But, I’ve had more pressing matters to attend to with my national promotion coming up for my new trio.

When I created that Lulu page, I was new to everything – booklets, marketing, and even Lulu itself.  I really had no clue what I was doing.  The sales page is lousy.  The sales copy, pretty crappy.  The cover for the booklet, hideous.  AND IT SOLD!!!

There’s a big nugget of gold in this for you, and here it is.  Get out there!  Try.  Don’t worry if you don’t know what you’re doing at first.  You’ll improve.  But, you’ll also make some sales along the way!

You’ll never be ‘ready.’  You’ll never know everything there is to know to do it perfect, and even if you did life happens and things change.  Then, you have to start over again anyway.

So go on.  Just do it.  Write it.  Produce it.  Get it out there.  Do your best.  It will sell!

To your riches,

Kim

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