Candy Profits From Home

The Ultimate Guide To Starting
Your Own Candy Business!
By Vondre’ Whaley
© Copyright 2003 Gazam Marketing / Vondre’ Whaley

Page 1
Copyright Notice © Vondre’ T. Whaley. ALL RIGHTS
RESERVED. No part of this book may be reproduced or
transmitted in any form or by any means, electronic or
mechanical, including photocopying, recording or by any
informational storage or retrieval system without ex-
pressed written permission from the publisher.
Published By
Vondre’ T. Whaley
Gazam Marketing
2 Deerpath Ct.
Columbia, S.C. 29229
Candy Profits From Home!

“The Ultimate Guide To Starting Your Own Candy Business!”

Page 2
Table of Contents
Alert! Alert!
Page 5
Introduction
Page 7
Things To Consider Before You Get Started

Page 7
Let’s Get Started With Making Candy

Page 10
Four Ways To Melt Candy

Page 13
Molding Your Candy

Page 14
Unmolding Your Candy

Page 15
Candy Recipes
Page 15
Choosing Your Business Name

Page 18
Let’s Find Some Prospects

Page 19
Placing Small Ads In Shopper Newspapers

Page 20

Page 3
Distribute “Mini Posters”
Page 24
Business Cards
Page 28
Toll Free 800 Numbers

Page 31
What Are You Going To Do With All Those Prospects?

Page 33
Start A Homemade Candy Club

Page 36
Candy On Me
Page 40
Postcard Power
Page 49
Prices
Page 50
Conclusion
Page 50
Internet Resources
Page 51

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ALERT! ALERT!
Reading This Business Plan And Applying The
Secrets Revealed In It Will Make You Financially
Successful Working From Home In Your Own
Home-based Business.
The vital information you’re holding in your hands could

be worth thousands of dollars or more to you in the next
couple of years……or it could be worth zilch...zero….
nothing.
If you’re reading this book like most people read books,

and don’t take action on strategies described in it, you will
NOT be able to make one red extra cent.
In this case, you might as well put this book in a box in

your attic (among the other books, manuals, or courses
you’ve purchased and haven’t gotten around to applying
the ideas contained in their pages)….and go watch the
latest movie or something.
On the other hand, if you’re one of the few who

actually read a book or course and then act on the
ideas you’ve discovered, then reading this business
plan and applying the strategies I’m sharing with
you….will make you a great deal of extra income from
home!
Now, unlike most business systems you’ve purchased,

this manual is a workbook. So…as you read, make notes

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in the margins and underline or highlight the ideas that are
especially meaningful to you. Doing this will double your
retention of the strategy and also make it easier for you to
find later.
The sooner you read and apply the strategies from this
book, the faster you’ll be able to have a profit producing
enterprise from home!
Sincerely,
Vondre’ T. Whaley
Candy Profits From Home
P.S. After you’ve used the ideas in this business plan to

make tens thousands of dollars in extra income, please let
me know about your success. As “originator” of this busi-
ness concept, I love to hear success stories. My e-mail
address is voncorp@aol.com.

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INTRODUCTION
You are about to explore the exciting world of selling candy for fun
or profit! This course will show you everything you need to know to
be successful and get the most out of the candy business. Starting
your own business takes a lot of hard work and dedication, but this
course will take out most of the guess work and put you on the
right track to profits.
If you are like most of the world, you have a BIG sweet tooth and
love every thing with a little sugar in it, especially candy. Candy
makes the perfect gift for all occasions and selling candy is a great
business!
This course will give you the foundation needed to get your busi-
ness started. You’ll learn about tools, packaging, making candy,
and other tips. This course will also cover how to advertise and
grow your business. It can be used by beginners or those who
have experience to enhance what they already know.
Welcome to the wonderful world of candy profits!
Things To Consider Before You Get Started
If you are planning to seriously sell candy as a business, you need

to check out all the legalities for your area. All states have different
rules and regulations and it’s your responsibility to seek this infor-
mation. You can check with your county or city clerk, who should
be able to give you the number to the right person to call. It’s not
uncommon for a person to make several calls to different people
before getting to the right source, so please be patient. Here are a
few things you must consider:

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BUSINESS LICENSE:
A business license is an annual non-regulatory licensing fee levied

by individual cities and counties for the privilege of conducting
business within a particular city or county jurisdiction. Business
license fees are due and payable prior to commencing business
within a particular city or county. The fees assessed are intended
to raise revenue for the general operating requirements of individ-
ual cities and counties. Fees will vary for different areas.
This course is not intended to be a legal reference. That’s why it’s

important to contact your city or county offices to get more infor-
mation.
SALES TAX ID NUMBER:
In order for the state to collect sales tax on products that you sell,
you need to acquire a sales tax ID number. You can fill out an ap-
plication for this number at your local State Taxation and Revenue
Department. In most cases, there is also a small fee to pay.
You can also go to http://www.irs.gov for more information.
OCCUPATIONAL LICENSE:
Some states require that you also have an occupational license.

This license is for any individual that provides a product or service
to the public, either directly, or indirectly, and is not an employee
(an employee is someone who has federal taxes taken out of their
salary.)
Check with your local Revenue Department to see if you need this
license for your business.

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HEALTH LAWS:
It is very important that you seek information regarding the health

laws in your area, especially if you are making your own candy
from scratch. Your local health department is the best place to
start. They should have everything you need to know.
Make sure you explain to them the following points:
1. Make it clear that you are only preparing candy and you will not
be preparing any other food products.
2. Make it clear that you deliver your candy and no one will be
picking up products from your location.
If your area requires that you must have a commercial kitchen, it’s
a good idea to get an agreement with a daycare center, church,
senior citizen center, or small restaurant to use their kitchen facility
during the off hours.
TIP:
Another great place to get guidance is your local supply stores

such as Michael’s. You can meet other people who make candy
and seek advice about getting started.

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LET’S GET STARTED WITH
MAKING CANDY!
The world of making candy is so huge, it’s impossible to concen-
trate on all the candy making methods, tools, molds, and recipes
at one time. The best advice you can take at the beginning is to
take baby steps. You should start small with just a few things. In
the long run, you’ll be more profitable and learn a lot more.
Hard Candy, Chocolate, or Both?
It’s a good idea to decide what types of candy you want to make
and sell. You can make hard candy. You can make chocolate
candy. You can make both?
Although the methods to produce hard candy and chocolate are

similar, there are some things you need to know about. First, hard
candy molds can be used for making chocolate candy, but
chocolate candy molds cannot be used for making hard
candy. So, you can save a lot of money by simply purchasing
hard candy molds if you decide to make both types of candy.
Second, you will have to take a look at the supplies and equip-
ment needed to make hard and chocolate candy. Take a look at
the following list of basic supplies:
Chocolate Candy
• Candy color or flavor

• Spoon
• Bowl
• Candy mold

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• Microwave
• Refrigerator
Hard Candy
• Hard candy mold

• Spray oil
• Candy thermometer
• Pot
• Cookie sheet
• Spoon
• Oil flavoring
• Recipe for hard candy
Here are a few other tools you can use to make candy and their
descriptions:
Double Boiler: A double boiler is used for melting a large quantity

of candy.
Melting Bottles: Melting bottles aid in the melting process of

candy. They also serve as good storage containers because they
keep the candy fresh. Usually, you can get melting bottles in vari-
ous sizes.
Disposable Bags: Disposable bags also makes the melting proc-

ess easier. It’s as simple as melting your candy, cutting of the end
of the bag, and squeezing the candy into your mold to cool off.
Slow Cooker: This candy making tool is used for melting a large
quantity of candy.
Warming Tray: Warming trays are used to melt multiple colors at

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one time. It’s ideal for a high volume business.
Candy Flavorings: This is concentrated flavoring that ads a dif-

ferent taste to your candy with a few drops.
Candy Colorings: This is a concentrated or oil based solution

that changes the color of your candy.
Candy Decorator Brush Set: They are used to paint details on

molded candy.
Lollipop Sticks: They are wooden or plastic sticks used to make

homemade lollipops.
Food Coloring: Food coloring is used to change the color of hard

candy.
Funnel: A funnel makes putting candy into molds faster and

easier.
Candy Thermometer: A candy thermometer is used to make sure

your candy reaches its right temperature. This is important
because candy can burn with temperatures that are too high.
You’ll also discover that there are many other tools and supplies
you can use to help you make candy. We have given you a
general idea of what you may need to make your sweet works of
art.
You can find some of these supplies at your local Wall-Mart or gro-
cery stores. Others tools and supplies may need to be ordered
from special companies. A resource list is provided at the end of
this course for your reference.

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FOUR WAYS TO MELT CANDY
Melting candy is pretty simple, but there are four different proce-
dures you can use when making candy. For all for methods, you
need to make sure that all your utensils and tools are clean and
dry. Water can actually cause your candy to streak and crack and
you don’t want that to happen if your goal make a profit. You
should also melt candy slowly to avoid lumps and never cook
candy over direct heat.
Melt Candy With The Microwave Oven:
This is the most convenient way to melt candy. All you have to do
is heat the candy up at 30 second intervals and stir until the candy
is smooth and completely melted.
Melt Candy With A Double Boiler:
When working with a double boiler, fill the lower pan with water to
below the level of the top pan. Heat the water to a simmer and
then remove from the heat. Put the candy in the top pan and set it
in position on the lower pan. Stir consistently until your candy is
smooth and completely melted.
Melt Candy With A Slow Cooker:
Slow cookers are usually used to melt large quantities of candy up

to 5 pounds. You simply put 15 ounces of candy in the slow cooker
and put the setting on low. When the candy is near it’s melting
point, add another 15 ounces until you have the amount you
desire.

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Melting Candy With Warming Trays:
This method of melting candy is great for melting more than one
color at a time. Put the candy colors in different glass bowels and
put them on the warming tray. Set the temperature to low and stir
while melting. When the candy is smooth and completely melted, it
is ready for the mold.
MOLDING YOUR CANDY
It’s the same process to mold hard and chocolate candy.
Step 1: Make sure your molds are clean and dry before you use
them.
Step 2: Place the mold on a flat surface.
Step 3: Use a spoon to put the melted candy into the mold. You
can also use a disposable bag or melting bottles for this step. Fill
the molds to the top, but don’t go over board. The bottom of the
candy will nor come out flat if you put too much candy in the mold.
Step 3: Tap the mold on the counter a few times to release the
trapped air bubbles.
Step 4: Place the mold into the refrigerator or freezer on a flat

surface until the candy has set.
You will know when the candy is ready to be taken out of the
refrigerator or freezer when the bottom of the candy mold has a
frosted appearance to it. If you're not sure about the look of the
candy mold, simply let it chill a few more minutes.

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UNMOLDING YOUR CANDY
When your candy has chilled enough, it is time to take your candy
out of the mold. Here are the steps to this process:
Step 1: Place a sheet of wax or parchment paper down on a flat

surface.
Step 2: Take the mold out of the refrigerator or freezer.
Step 3: Turn the mold over and gently tap the mold with a spoon or
flex the mold until the candy falls out.
If the candy doesn’t fall out, put it back into the freezer to chill it
some more.
That’s the process of making homemade candy in a nutshell. You

will get better with time and practice. Before you know it, you will
have your own techniques, flavors, and original recipes.
HERE ARE A FEW CANDY

RECIPES YOU CAN TRY!
*******
Hard Rock Candy!
1 cup confectioners' sugar

3 3/4 cups white sugar
1 1/2 cups light corn syrup

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1 cup water
2 teaspoons cinnamon oil
1 teaspoon red food coloring
Directions
1. Roll the edges of two 16 inch square pieces of heavy

duty aluminum foil. Sprinkle the foil very generously with
confectioners' sugar.
2. In a large heavy saucepan, combine the white sugar,

corn syrup, and water. Heat over medium-high heat, stirring
constantly until sugar dissolves. Stop stirring, and boil until a
candy thermometer reads 300 to 310 degrees F (149 to 154
degrees C). Remove from heat.
3. Stir in the cinnamon oil and food coloring. Pour onto

the prepared foil, and allow to cool and harden. Crack
into pieces, and store in an airtight container.
*******
Fudge Bars
Yields 2 3/4 pounds.
1/2 cup butter

1/3 cup unsweetened cocoa powder
1/4 cup packed brown sugar
1/4 cup milk
3 1/2 cups confectioners' sugar
1 teaspoon vanilla extract
30 individually wrapped
caramels, unwrapped

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Directions
1. Grease an 8x8 inch square baking pan.
2. In a microwave-safe bowl, combine butter, cocoa powder,

brown sugar and milk. Microwave until mixture boils. Stir
in confectioners' sugar and vanilla extract. Pour into
prepared pan.
3. In a microwave-safe bowl, microwave caramels and water

until caramels melt. Stir in peanuts. Spread mixture over
chocolate layer.
4. In a small microwave-safe bowl, combine semisweet and

milk chocolate chips; microwave until melted. Spread over
caramel layer. Chill for 2 hours, or until firm.
Broken Glass Candy

Makes 2 1/4 pounds
Confectioners' sugar
3 3/4 cups granulated sugar
1 1/4 cups light Karo® syrup
1 cup water
Food coloring
1 teaspoon oil flavoring (available at pharmacy
in flavors such as cinnamon, anise,
wintergreen, spearmint, lime)
Sprinkle confectioners' sugar on 2 (15 x 11-inch) cookie sheets
Directions
1. Sprinkle confectioners' sugar on 2 (15 x 11-inch) cookie sheets.
2. Combine sugar, Karo® syrup and water in heavy saucepan and

stir over medium heat until sugar dissolves. Continue to cook,

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without stirring, until syrup reaches 290 degrees F on candy
thermometer.
3. Remove from heat and add food coloring to desired intensity

and the desired oil flavoring.
4. Pour onto cookie sheets, cool and break into small pieces.
CHOOSING YOUR BUSINESS

NAME
I feel that one of the most important things to do when starting a

business is choosing a name. Others will disagree, but when you
have chosen a name for your business, it makes it a lot easier to
envision success.
Here are a few names to get your brain working:
• Sweet Stuff Candy Factory

• Homemade Candy House
• Candy Grams & More
• Everything Candy
• Candy Love
It took about 5 minutes to come with a few different names. See if

you can fill out the form below to help with choosing your name.

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5 Good Names For My Candy Business
1. _____________________________________________
2. _____________________________________________
3. _____________________________________________
4. _____________________________________________
5. _____________________________________________
When you are finished, a good idea is to ask a few friends to help
you decide the best name to choose. When you make your
choice, you’re ready for the next step.
Note: As mentioned earlier, this course is not about teaching you

the basic principles of starting a business such as legal matters,
licensing, etc., but choosing a business name is a great place to
start. As always, you should consult with a legal professional for all
business matters.
LET’S FIND SOME PROSPECTS
A prospect is someone who is potentially interested in your

product or service. In this case, they are interested in your home-
made candy, which is a product. You also include additional ser-
vices such as delivery.
In order to find prospects you have to have a marketing system.

The first component of your marketing system is to use 3 forms of
low cost advertising.
1. Place small ads in local shopper newspapers

2. Distribute “mini posters” all over your town or city
3. Business cards using the mini bill board style

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4. Starting a homemade candy club (this is my favorite)
5. Candy on me (another good one)
Placing small ads in shopper newspapers:
Shopper newspapers are “FREE” newspapers that you see

around your town or city. They are usually distributed on a weekly,
bi-weekly, or monthly basis. These shopper newspapers are a lot
cheaper to advertise in compared to your area’s daily newspaper.
In my local area, I can get a business card display ad in most

shopper newspapers for between $25 and $45. If I ran the same
ad in my local daily newspaper, it would cost me $200 or more. It
just makes sense to use low cost effective advertising.
As you get advanced and your business generates more profits,

you may want to look at daily newspapers, but for starters, smaller
shopper newspapers will work just fine.
They are cheaper with longer shelf life and people read every
page, unlike most daily newspapers.
Here’s an example of a business card ad that you can use for your
business:
Candy For Those Who Know The Difference!
Your Name
The “Sweet”
Specialist Call Now Toll Free For A FREE Consultation

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This simple ad will label you as the “sweet specialist.” When peo-
ple see your face, they’ll recognize you and ask, “Are you that lady
who makes the homemade candy?” After that, the orders will fol-
low.
Let’s take a look at the heading. It states, “Do You Like Home-
made Candy From Scratch?” First of all, it’s a question, which
gets your reader to think. Secondly, it targets the group you are
looking for which happens to be people who want homemade
candy. Any person who loves homemade candy or candy in
general will be attracted to the ad. That’s what the heading is
designed to do!
The second thing the reader may notice is the message below the
heading that reads, “Candy for those who know the differ-
ence.” This lets the reader know that there is a difference from
your candy compared to what you can get from other places. It
also raises their curiosity, which makes them call.
The third thing the reader looks at is the message that reads,
“GREAT for...• Birthdays • Anniversaries • Holidays • Special
Occasions • Any Time.” This gets the reader to think of reasons
to buy candy.
Then the reader notices the toll free number and the message,
“Call Now Toll Free For A FREE Consultation.” This message
lets the reader know that it’s safe to call without being pressured
into buying by a high pressure sales person. You see…. Most peo-
ple don’t like to talk with real people when inquiring about a prod-
uct or service. At least not in the beginning anyway. A 24 hour
message line gives them an outlet to get more information simply
by calling the number without obligation.
The ad also includes a picture of the candy maker rather than the
candy itself. This is done because you’ll want people to associate
with you if they see you in the public and inquire about your prod-
ucts. You’ll also see sample ads with pictures of candy as well.

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Here are a few more ads that you can use. These are the same
ads that you’ll use to make your business a success! All these
ads are found in the resource folder.
Try Our Homemade Candy From Scratch
Saying I LOVE YOU!

It doesn’t have to be for a
holiday or special occasion.
Order your “just because I
love you” candy box today!
You’ll Feel A Whole Lot Better
Your Name
The “Sweet”
Specialist Call Now Toll Free For A FREE Consultation

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Before you read any further, it’s a good idea to complete the fol-
lowing exercise.
Find The Shoppers
Get in your car and take a drive around town. Stop by all the gro-
cery stores. Usually, that’s where you’ll find racks with the shopper
newspapers. Get a free copy of all the newspapers that you can
find. Try to collect at least 5 different papers. Then you need to
give them a call and ask the following questions:
1. Can you mail, fax, or e-mail me your rate card for

display ads?
You want to get the rate card to compare with the other shopper
newspapers in your area. You also want the rate card to find out
what not to pay. Usually, it’s very easy to negotiate ad prices. You
need to remember that newspaper ads are like real-estate. The
newspaper is simply renting space. If they have space that is not
rented, they are losing money.
2. How are your papers distributed?
You want to know what method they use to distribute their news-
papers. Is it mailed? Is it stacked at local
businesses? Are they in racks at grocery stores? This will give you
an idea who reads the paper.
3. Can I choose the placement of my ad?
If you can choose the placement of your ad, you want to get it as
close to the front page as possible. If not, the back page is a great
place for your ad. Most people will read the first couple of pages
and always look to see what’s on the back page.
4. How long has your newspaper been in business?

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If the newspaper has been in business more than 2 years, that’s a
good indication that their advertisers have received decent results.
Most shopper newspapers generate 100% of their profits from
ads. If their advertisers aren’t happy, they will not stay in business.
After reviewing the shopper newspapers, pick your top 2 and fill
out the form below:
My Top 2 Shopper Newspapers
Name: _______________________________________
Contact Person: ________________________________
Telephone: ____________________________________
Price For Business Card Ad: ______________________
How Long Does it Run? __________________________
Name: _______________________________________
Contact Person: ________________________________
Telephone: ____________________________________
Price For Business Card Ad: ______________________
How Long Does it Run? __________________________
These are the 2 newspapers to place your first few ads in.
Distribute “mini posters” all over your town or city:
Mini posters are little fliers that you can put various places. They
are low cost methods of advertising that work for you 24 hours per
day. Mini posters are 6 up, which means you can fit 6 mini posters
on one 81/2 by 11 sheet of paper.
Mini posters are little fliers that you can put various places. They
are low cost methods of advertising that work for you 24 hours per

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day.
Here are a few places to distribute “mini posters”:
1. Community boards at grocery stores

2. Barbershops
3. Beauty Salons
4. Gas Stations
5. Small restaurants
6. Oil change waiting areas
7. Nail Salons
8. Any business that will allow you to leave them!
Some places will even allow you to leave them at the front near
the cash register. It takes time to develop a “mini poster” route.
When your route is developed, you should place posters at every
drop off area once a week.
Tip: Stack your “mini posters” as thin as possible. You should only
leave about 10 in a stack.
You’ll find that people will throw them away on a regular basis.
That’s why you need to replenish them weekly. You will also find
that “mini posters” are one of the best ways to advertise your busi-
ness! It takes discipline to work the “mini posters.” I usually hire a
high school student for a few extra dollars to complete this task for
me. I like to concentrate on sifting and making sales. But…. You
have to establish the route before you pay someone for distribu-
tion services.
On the following page, you’ll find an example of a “mini poster”

you can use for your business.

Page 25
Sample “Mini Poster” For Your
Candy Business!
Your Name
The “Sweet”
Specialist
Call Now Toll Free For A FREE Consultation
You probably notice that the “mini poster” uses the same ad copy
as the business card ad. It’s smart to use the same theme with
different methods of marketing because it eventually brands your
business. Some people will see your “mini poster”, then see the
same ad in a shopper newspaper and finally decide to call.
Because you have several methods of advertising, it builds your
brand and credibility.

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How To Get Your “Mini Posters” Ready
There is definitely a science to producing mini posters that gener-

ate lots of prospects. The first thing you need to do is use the re-
source folder included with this course. It will give you various
“mini posters” to choose from. All you have to do is change the
telephone number and pictures before printing the document. The
CD is done in Microsoft Publisher, which is a common publishing
program that comes installed with most computers. If you don’t
have Microsoft Publisher, take the hard copy down to a print shop
and have them design the “mini poster” with your telephone
number. You can also purchase a copy at your local Office Max or
Best Buy.
When your hard copy is printed, you need to take it down to a

local print shop to make copies. Make sure you only use the bright
yellow or Neon Yellow paper with black ink. This color of “mini
poster” will give you the best results. It’s been proven over and
over again compared to other color fliers. The print shop should
also cut your “mini posters” so they’ll look neat. It will save you
loads of time. Generally, a box of “mini posters” will cost me about
$39 and they last about 3 weeks or more.
Your price will vary depending on the number of distribution

locations you have established and your choice of printer. It
always makes sense to search for the best price.

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Business cards using the mini bill board style
For most who sell candy, business cards are an essential part of
their marketing efforts. They understand they’re supposed to have
them. They know their customers expect them to have them.
And…. They usually sit them in some plastic holder for someone
to pick them up.
It’s sad and unfortunate, but that’s all owners of baking related
businesses know about this powerful marketing tool.
Your business card can explode your candy business if you use
them the right way.
Once you realize that your business card is a powerful marketing

tool, instead of an easy way to give someone your name, address,
company name, and phone number, you can execute strategies to
ignite your business. Then… you’ll be light years ahead of your
competition.
In the next few pages, you’ll learn how to use our unique business
card more effectively and how to get people to remember your
business using this low cost marketing tool.
On the following page, you’ll see a business card you can use on
a daily basis, which is unlike any other business card you’ve ever
seen. It’s unique, and most importantly, it will get people to call
every single day!

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(See back of card for details)
Your Name
“The Sweet Specialist”
Your Company
22 Main Street, Your City, State, Zip
1-800-123-4567
If you love homemade candy from scratch, then you need to give me a
call. I use the finest ingredients with just a little touch of “magic” to
create the greatest tasting candy around. I specialize in weddings,
birthdays, anniversaries, and all other special occasions. I have a passion
for making candy and strive to provide the best possible service which
includes consultations and delivery if needed.
To make orders or inquire about my services, call my 24 hour hot line

to get all the details. Call now!
As you can see, this business card compels a prospect to call the
24 hour hot-line. This way, there’s no pressure whatsoever on the
prospect.
Have you ever seen such an effective business card?
Guess what most people in the candy business print on the back
of their business card?
You’re right……. Nothing….Zilcho!

Page 29
If your business card is a marketing tool, it makes sense to take
advantage of both sides of the card. Why not use both sides? It’s
not much more to print on all sides of the card.
Notice that the top of the card reads, “Delicious Homemade Candy
For All Occasions,” instead of the business name. You want the
heading to grab the readers attention…..don’t you? You want the
prospect to pick up the phone and take action. In most cases, a
business name will not do the trick.
You should also notice “(See back of card for details).” This invites
the reader to turn over your card and get additional information
about getting your delicious homemade candy.
Under the business owner’s name, you see the phrase, “The
Sweet Specialist,” rather than owner or president. This phrase
puts in the reader’s mind that you are a gifted with making candy
and other sweet creations.
On the back of the card, you might notice our powerful headline
that’s consistent with our other forms of advertising. It states, “Do
You Like Homemade Candy From Scratch.” Again, it really identi-
fies your target market.
Then you see a paragraph that gives more detail about the candy
maker and his or her passion for making candy. If the reader feels
your passion, they will call.
Then...the reader is invited to call the 24 hour hot-line to get more

information. If I may say so myself, this is a very effective business
card.
You should use the resource folder and input your business name,
address, and telephone number. Go to your local print shop and
have them print your business card on bright or neon yellow card
stock. You’ll be amazed at the results from this card.

Page 30
Speaking of results, you need to give your card to everyone you
come in contact with. Ask them to share your card with others they
know who love andy. It’s a good idea to make a practice of giving
your card to at least 10 people per day.
I often go to the local Wal-Mart just to meet people and give them
my business card. Why not give them 2 or 3 cards? Here’s the
rule of thumb….
YOUR BUSINESS CARDS CAN’T GO TO WORK FOR YOU IF

THEY ARE IN YOUR POSSESSION!
So...everyone is a candidate for your business card. If they don’t

like candy, they know someone who does, and that person may
just want to place an order.
Toll Free 800 Numbers
It’s a good idea to get a toll free 800 number for your candy sales
business. It’s not mandatory, but there are several advantages. I
like 800 numbers for several reasons:
1. Toll free numbers allow you to set up a hot-line which prospects

prefer calling compared to a live person initially.
2. Toll free numbers give you a bigger image than a one person
operation.
3. Toll free numbers handle your influx of calls rather than tying
you up answering the phones.
4. Toll free numbers gives you the opportunity to listen to the call-
ers message and return the call at your convenience.
Currently I pay about $39 per month for my 800 number. It’s a
small price to pay for the convenience it provides.
I have service with the following companies on the next page:

Page 31
Signius Communications
345 Witherspoon Street, Princeton, NJ 08542
Phone: 609.921.7450 Fax: 609.921.7632
Sales: 1-800-203-3673
http://www.signius.com
Earnware Corporation
5411 Avenida Encinas, Suite 110
Carlsbad, CA 92008
Phone: 1-800-800-8273
http://www.earnware.com
I am in no way endorsing these companies. They are just the

companies that I deal with. I’m quite sure you can do an internet
search and find other companies, perhaps at lower prices.
After you get your 800 number, you need to set up your voice mail.
Here is a message you can use below:
**********
Hello and thanks for calling (your name), The Sweet Specialist,
where we specialize in delicious homemade candy for every occa-
sion. If you are a candy lover and want access to the world best
tasting homemade candy, then you have called the right number.
To learn more about our candy or how you can place your order, at
the sound of the tone, leave your name, telephone number, and
the best time to return your call. We will be contacting you shortly.
Once again, thanks for calling and make it a great day.
**********

Page 32
What Are You Going To Do With All Those Prospects
If you apply the first three methods of my marketing system using

ads, “mini posters,” and business cards, prospects should be
stacking up in your voice mail.
The first thing you do with the prospects is give them a return call.
It’s important that you connect with them by phone before you go
any further. That’s how you’re going to give them their first impres-
sion. Besides...the person who calls generally controls the conver-
sation. And you want to be in control. That’s one reason it’s better
to use voice mail instead of personally answering your phone. You
want to be ready when it’s time to talk with potential customers.
Before you call, you need a script! You may have different views…
but trust me on this one.
Why is it important to use a script?
1. You sound certain.
If you have something to say, you’ll sound as though you know

what you’re talking about. A script will help you avoid the “um’s,”
etc.
2. You cover all your important points.
It’s easy to forget an important point or question that you

want to bring out during a call back to a prospect. A script helps to
avoid such mistakes.
3. You can listen better.
When you have what you’re going to say already worked out, you

Page 33
can concentrate on what your prospect is saying. Listening is a
key factor in making sales.
Now that we understand that a script is necessary, let’s review the

Candy Sales Call Back Script.
*******
Candy Sales Call back Script
Hello, May I speak with Mr./Ms. ____________, Please?

(Response)
Very good. Mr./Ms. ____________, this is ___________,

with (Your Company).
Does the name (Your Company) ring a bell?

(Response)
Well….we’re the company that makes delicious homemade candy

from scratch.
Would you agree that a good homemade candy is simply a divine

treasure?
(Response)
Are you the person who inquired about our delicious homemade
candy?
(Response)
Mr./Ms. ___________, we use the finest ingredients with just a lit-

tle touch of “magic” to create the greatest tasting candy around.
We specialize in weddings, birthdays, anniversaries, and all other
special occasions. We have a passion for making candy and strive

Page 34
to provide the best possible service which includes consultations
and delivery if needed.
Does that sound good to you?

(Response)
Would you like to place an order today?

(Response)
Not interested: Thank you very much.
If interested: Take down their order, name, address, delivery, time,

and mention any other requirement that you have for you busi-
ness.
We will be happy to fill your order of _____________ on

____________. We will have your candy to you by
_____________.
Thank you and have a great day.
*******
If you take a look at the script again, you’ll see it’s filled with ques-
tions. Those questions are designed to keep the caller engaged in
the process. The questions also reinforce what the prospect saw
in the ad, “mini poster,” business card, and voice mail message.
You should also notice that the script makes the prospect an offer.
The offer is simply to place an order. That’s all this script is de-
signed to do. If the caller is not interested, simply say, “Thank You
Very Much,” and go on to the next prospect.

Page 35
Start up a Homemade Candy Club:
Starting a homemade candy club is the key to “selling candy like

CRAZY!”
A candy club is simply a huge list of people who have given you
specific information needed to contact them at the right time for
purchasing your homemade candy. You may offer this group
discounts and specials, but the most important thing is the
information you collect.
The key is “right time.” Timing is everything when selling candy.

You see...people buy candy on the spur of the moment or at the
last minute. It’s almost like an impulse item at the grocery store.
You don’t know that you want to buy it until you see it on the aisle
at the checkout counter.
Most people think of buying candy as a gift at the last minute,

which is why they end up going to the grocery store to get a box
instead of your homemade delicious candy. Now, what if you had
all the information necessary to contact these people at the right
time so they can place their orders with you and feel confident that
their order is on it’s way. You would have a virtual gold mine!
That’s what the homemade candy club allows you to do. It helps
you create a circle where you are the dominant force in that circle.
Everyone will order candy from you when they need some be-
cause in that particular circle, you are the person who specializes
in making delicious homemade candy.
You will keep in contact with this list on a regular basis through e-
mail, postcards, and phone when necessary.

Page 36
Here’s the information you need to collect from every candy club
member:
1. Complete Name
2. Telephone Number
3. Address
4. E-mail Address
5. Birthday
6. Names of their spouse, and children
7. Their spouse’s birthday
8. Their children’s birthday
9. Any dates of special occasions such as anniversaries
You will call these members approximately 5 days before any

birthday or special occasion and inquire about placing a candy or-
der. You’ll be amazed at your results. That’s the power of the
homemade club!
This course will teach you several ways to build your homemade
candy club data base. All you have to do is concentrate on adding
more members. Soon, you’ll have hundreds in your club, and that
list will pay you hand over fist.
NOTES:

Page 37
Here’s the candy club form I use to build my list.
Joining our homemade candy club qualifies you for discounts

on home made candy. Simply fill out the form below.
Name: ________________________ Birthday ____/____/____
Telephone # : (_____) _____________-___________________
E-mail : ____________________________________________
Spouse: _______________________ Birthday ____/____/____
Child: ______________________ Birthday ____/____/____
Child: ______________________ Birthday ____/____/____
This homemade candy club form allows you to collect vital informa-
tion needed to explode your business. Although it’s a simple con-
cept, it takes patience and dedication to build a large database of
potential customers. But...when you’ve built a large list, you’ll see
the fruits of your labor.
You should use this form and have as many people fill it out as
possible. Anyone that you come in contact with for a few brief mo-
ments, ask them to fill out your form or you can fill it out for them.
The key is getting the information.

Page 38
Here’s the first thing you need to do because you already know
100 plus people who would love to be in your candy club.
Step #1: Make a list of everyone that you know. This includes rela-
tives, co-workers, associates, and people that provide services to
you such as your beautician or landscaper. We call this your circle
of influence list. (You’ll find a Circle of Influence Form in the refer-
ence section of this course to help you record the list.)
When your list is done, you need to contact each person by

telephone using the following script:
*******
Circle of Influence Call Script
Hello, may I speak with __________________ please.
Hello, ______________(name on list) this is ________________

(your name).
I know you from _______________________________ .(fill in the

blank with the connection part on the circle of influence form)
I’m calling to let you know my homemade candy business is really

taking off. People are amazed how delicious my candy tastes.
Well...I’m inviting you to be a part of my new candy club. You’ll get
discounts and specials on all my candy, plus I’ll notify you during
the times you may want to place an order.
Would you like to join today, it’s FREE to join?

(Response)

Page 39
Not interested: Thank You Very Much
If interested: Use the candy club form to fill out the information.
Thank you and make it a great day!
*******
You may have noticed that the candy club form does not ask for
anniversaries and special occasions. That was done on purpose.
Remember, constant contact is important when making sales in
any industry.
Getting the dates of anniversaries and special occasions simply

gives you another reason to make a quick phone call to your list.
Candy on Me:
“Candy on Me” is an excellent way to build your candy club list.

With one Candy on Me event, you can get 50 or more names to
add to your list.
What is “Candy on Me”?
“Candy on Me” is simply scheduling events at high traffic locations

or locations where there are going to be plenty of people and give
away FREE candy in exchange for joining your candy club.
Here are great places to schedule “Candy on Me” events:
1. Beauty Salons
2. Barbershops
3. Locally Owned Clothing Stores

Page 40
4. Day Spas
5. Organization and club meetings
6. Home party shows
Plus...there are many other places to have “Candy on Me” events.
All you have to do is make a list of potential places in your area to

do a “Candy on Me” event and use the following script.
*******
Candy On Me Call Script
Hello, may I speak with the owner ,manager or person in charge of

making marketing decisions please.
(Response)
Hello, My name _____________ with ______________(your com-

pany). We specialize in making homemade candy and would like
to offer your customers or clients FREE candy as a promotion for
our business.
This is a great way to say “thank you” to your customers.
Would you be interested in having your customers get FREE

candy to show them your appreciation?
(Response)
If Not Interested: Thank You Very Much
If Interested:
We will even have some one on site to deliver this candy to your
customers.

Page 41
I am available to offer this FREE promotion to your clients on the
following days ____________, ___________.
What day is best for you?

Schedule the “Candy On Me” Event.
If it’s okay with you, I would like to stop by before the FREE candy
promotion, to select the best area to set up our display.
Thanks for your assistance and have a great day.
*******
Here are a few tips I’ve learned from doing “Candy on Me” events:
Tip #1 - Always be there to serve the candy. You want to make

sure everyone who gets a piece of candy joins the candy club by
filling out the form. You can have “Candy on Me” events at differ-
ent locations as well. All you have to do is hire a high school stu-
dent to help you. Usually, I’ll pay a student $25 for about 3 hours.
Tip #2: Always give your new candy club member a “mini” poster
or business card. After they taste your candy, you want them to
have something to contact you in case they want to make a quick
order.
Tip #3: Always set up early before the crowd comes. You want to
be smiling and waiting to build your club membership by giving
away FREE candy.
Tip #4: Use your own small card or folding table to create your dis-
play. They can be purchased at any office supply store or Walmart.
Tip #5: Use a colorful piece of felt material or table cloth to cover
your table.

Page 42
Tip #6: Put a sign on your table that reads “FREE Home made
candy” (see reference section for a sign).
Tip # 7: You can even get a T-shirt made that reads “FREE Home-
made candy”.
Tip #8: Always send your host business a thank you

letter.
These tips will help your “Candy on Me” event be a

success!! You can be as creative as you want. However, you want
to look professional and remember your objective is to collect as
many names as possible.
On the following page, you’ll find a thank you letter that I send to
the host companies. The host company is the place where you
held the “Candy on Me” event.

Page 43
(First Name)......Thank You!
Dear (First Name),
Thanks for allowing me to showcase my candy creations in

your business. Your courtesy has allowed others to taste what my
business has to offer. Hopefully, your clients were pleased and
thanked you for the treats.
If you ever want candy in your business or for any reason,

don't hesitate to give me a call. I will be happy to assist you with
what I love to do.
Once again, (First Name), thanks for your assistance. I appreciate

it very much.
To Your Success,
Your Name
The Sweet Specialist
Your Company Name

"Tasting Is Believing!"
Your Address
Your Phone Number

Page 44
When you start collecting memberships and vital information, you
need to give these people a return call within 5 days of joining
your candy club. You are doing this for 2 reasons:
#1: You want to stay in their mind as the “Specialist” in making

candy.
#2: You want to collect even more information from each new club
member.
Here’s the script to use for the “Candy on Me” Club

Members”
*******
Candy On Me Club Members Script
Hello, may I speak with ______________ (candy club member).

(Response)
Hello, this is ___________ the “Sweet” Specialist.
I’m calling to personally thank you for joining the (your name)
candy club.
In order for me to give you the best service possible, I was won-
dering if there were any other special dates such as anniversaries
or special occasions we should have in our database?
(response)
If not: Go to the next statement

Page 45
If so: Record the date and occasion
Once again, thanks and remember to give us a call if you ever

need delicious homemade candy.
Have a great day!
*******
Keeping Up With Your Candy Club
As you begin building your candy club membership, you need a

good system to keep up with the information. Remember, you are
going to be contacting this list on a regular basis with post cards,
e-mail, and good old fashion telephone calls. Your objective is to
stay in the minds of all candy club members as the “Sweet” Spe-
cialist who makes he most delicious homemade candy in the
world.
Here are the basic 2 ways to keep up with your list:
1. You can use file cabinet for your candy club members. You can
keep the candy club membership forms in alphabetical order.
But...you want to organize each person’s birthday by the month
and day so you’ll be able to call 5 days before their birthday to
inquire about a candy order. That means you’ll have to fill out a
separate Candy Club Data Form for each birthday on the Candy
Club Membership Form.
2. You can use a contact management software solution

to keep up with all club members and their birthdays.
You can find contact management software at most
office supply stores such Office Max.
If you would rather use a cabinet, you can use the form on the fol-
lowing page to help you out.

Page 46
Name: __________________________________________
Birthday / Occasion: ___________ Call Date: __________
Telephone Number: ______-_________-__________
Contact Person: ___________________________________
Contact Notes:

Page 47
Here’s the script you need to use when calling Candy Club
Members 5 days before a birth date:
*******
5 Days Before Call Script
Hello. Make I speak with ____________ (candy club contact

member) please.
(Response)
Hello, this is __________(your name), the “Sweet Specialist.”
I am calling to see if you would like to put in a candy order for

_______________, considering her BIG day is only 5 days away.
As a candy club member, you receive a ____% discount on all
homemade candy orders.
Would you like to place an order now?

(Response)
If not: Thank You Very Much.
If So: Take the order, delivery time, place, etc.
Thank You very much. We look forward to making ___________’s

day very special with our delicious homemade candy.
*******

Page 48
Postcard Power!
Postcards are another way to keep in constant contact with your

list. Here is a postcard you might want to use:
24 Hour Message Line… Call Now!
You simply put their address and stamp on the back of the
postcard. You can also change the amount for the special.

Page 49
E-mail
You should also contact your list through e-mail on a regular basis.
To put it plainly, e-mail is FREE.
You can use your regular internet service provider to send e-mails
on an auto responder e-mail service.
I use Earnware. You can find out more about their company on the
internet at the following web address:
http:www.earnware.com
I’m sure you can find a much cheaper service on the internet. Sim-
ply do a search on google.com or yahoo.com for auto responder
services.
PRICES
You want your candy prices to be enough to make a nice profit.

That means your prices may be a bit higher compared to other
places to buy candy and that’s okay. You want the taste of your
candy to be so good that price doesn’t matter. However, it’s your
business and you must set your own price. I encourage you to let
your price reflect the pride you have in your work.
Conclusion:
This course has given you some valuable tools. All you have to do
is apply the strategies and concepts and you’ll be on your way to
making candy profits from home.

Page 50
Internet Resources:
http://www.gloriascakecandysuplys.com
http://www.getsuckered.com
http://www.tcbsupply.com
http://www.candylandcrafts.com
http://www.1umakeit.com
http://www.creativetreets.com
http://www.ccwsupply.com
http://www.winbeckler.com
http://www.americancakesupply.com/candy.htm

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The Ultimate Guide To Starting

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© Copyright 2003 Gazam Marketing / Vondre’ Whaley