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.

1. Companies accepting manuscripts from freelancers offer copies of their writing guidelines and sample copies. Assume there's a reason for them. Study them. Study their web sites as well. What do they tell you about publication's readers? The Internet will save you much postage and time from when I started.

2. Think ahead. Lead times for publication are rarely short. Writers' guidelines often teach Christmas is in July. Lead times can be shorter for Internet. Learn what they are. Submit accordingly.