1. FAST RESULTS

Prospective customers may take a long time deciding whether or not they will buy from you. But once they decide to buy, they expect instant results. When people buy a car they want to drive it home today. When they sign up with a health club they expect to look and feel better by end of week.

Look for ways you can reduce time your customers have to wait after a transaction before they can start enjoying results of their decision to buy. Try to deliver your product at point of sale. When that's not possible, look for creative ways to provide a benefit your customer can start enjoying immediately.

For example, a publisher I know recently created a special package combination of his latest "how-to" book in print and several eBooks on same subject. When customers order his new book, they can immediately download eBooks on their computer. They don't have to wait for hard-cover book to arrive before they can start enjoying benefit they paid for.

2. EASY PROCEDURES

Customers want products that are easy to use and services that produce results without disturbing their daily routine. You can increase your sales by stressing "easy to use" characteristics of your product or service in all your promotions. Convenience and ease of use are often more important to customers than price.

Simplify your buying procedure too. Make it easier for customers to buy from you and you will get more sales.

Instead of chasing new business all time, remember faithful--your product buyers, your clients, your teleclass attendees, your ezine subscribers.

Your best customers are ones you have already sold to. When you spend only a little time with "thank you's" and offers, you'll reap 80% results.That translates to increased sales, more clients and more subscribers.

How do you do this?

1. Keep a separate list of all of your different groups in your address book. To each one, send a targeted offer just for them.

Recently, I sent to my customers a "thank you" message. My freebie offered them a chance to ask me any question about book or Web writing, publishing and promotion.

Every month or so, I send a special report or other freebie to teleclass groups, ezine subscribers, potential clients, and to clients. Each group receives a targeted how-to free report or other offer.

2. At end of freebie, I added a list of 3-5 ways my customers could continue receiving my help, including a free subscription to my monthly ezine, a low-cost teleclass like "Book Coaching" or "Speakers Marathon," plus a product called "Create your Web Pages with Marketing Pizzazz Kit"of 9 eBooks.

Thank you's and free gifts keep your name in front of your buyers. Your added message reminds them of a new service or product that may benefit them.

3. Send a follow-up message every few months, if not more often. Busy people may not want to order multiple things until you have proven yourself. They are just too focused on another project at time.

When those people who have already experienced and approved of you don't hear from you, they will forget you fast. They will move on to somebody who cared enough to send very best follow up email.

It's so rewarding when you get a message back saying, "Thanks for reminder. Here's what I want now." Remember, people appreciate your news. You are not bothering them!

4. Think of numbers! Sending a follow-up offer to my ezine subscribers of over 2300 brought 23 responses. People appreciate free articles or tips you give. Here's a chance to highlight one or so in each follow up.