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Business owners of long standing know the cardinal rule take care of your existing customers first . Today especially we see business owners looking constantly for the new customer. Hey, did you forget the customers you have. All of us want our businesses to grow. However, after a number of years, depending on your business, you might reach a point where your business starts to taper off. You find you are not getting any new clients. Before you throw in the towel, realize that you still have your current customers. Why not try to increase volume and steady revenue with your current customer base.

One of the things we have discussed in a number of our articles is to get feedback from your customers. Yes, you might hear about problems. However, this is a good thing, it allows you to fix them or stop selling that product. Ever wonder why some of your customers never buy again, that product with the problem might be the reason. Don t ask, don t tell DOESN T work in the business world.

Send follow up mailings or call your clients and make sure they are happy with their purchase. This also gives you an opportunity to ask if you can be of service to them again. If they are not happy, find out why and fix it. Once you take care of it, then see if there is anything else you can do for them. You d be surprised. Since so many businesses don t do this, your fixing the problem, gets you a loyal customer, who recommends you to their friends.

Another method we have discussed before is the survey. You can find out what your customers need by taking a survey. This can be done informally by asking them when you see them or you could call them. Another way would be to send the survey when you send out your brochure, flyer or if you send discount coupons to your customer. You want to find out how they are using your product, any new ways they are using it you might not have thought of. You also want to find out if there are any related products or services they are also buying. If you do call don t try to get a sale, if one comes, so be it, but the purpose of the call is not to make a sale, but to gather information.

Many times, like us, you may come up with another product or service you could offer. For example, from the surveys and questions we asked of our coaching students, we came up with the idea to add video/audio to our coaching program and then after further research to all of our products. This allowed us to offer the videos to current customers at a discount, of course, and it also got us new customers due to the increased popularity of the videos. Customers liked them because it was like having Chuck and I there at home with them.

However, for those of you selling concrete products you might want to offer your customers an opportunity to get acquainted with it. For example, let s say a new fragrance or cream. Get a beauty consultant to give a lecture introducing the product and its benefits. Or you can do it yourself. Your business is something you should be expert in, so you could certainly introduce the product yourself.

If in your business you meet with your customers on a regular basis, you could bring in a sample of the product for them to try. This way you could get feedback on the product, and if there are problems with it you can fix it or discontinue it.

What about how you present your product, could the packaging be changed, would packaging it with another item make it a better seller. Also, around certain holidays are you letting your customers know that your product would make a great gift. For those of you in service businesses make up some gift certificates that your customers could buy for a friend or family member. Example, One hour consultation with life coach, Karen Smith. Could your customers offer their customers your product as a bonus for something they are selling.

Another option is to take several of your products and put them into a package. For example, we offer several packages that have manuals, books and tapes combined. You could offer your exercise machine with your book on low calories recipes, and your other book on exercising efficiently.

How about offering a discount or price break for a certain number of your products. For example, for orders of 10 or more books we will offer a 35% discount.

On the flip side for those of you who sell in quantity why not offer the option to buy just one. Of course, price would be higher for just 1 to 2 as opposed to the larger quantity.

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Remember, you need to do whatever you have to, to keep your existing customers happy.

This last idea is not for all of us, but for those who can, it can really increase your sales. Customization of your items. For example, if you were selling dolls you could put different hats on them, clothes, etc. There is a company that sells teddy bears for all types of occasions and they also have a number of different bears for those occasions. Remember, the more you customize your product the higher the price you can sell it for. I know a guy who makes furniture and offers his customers a choice of decoration on pieces he designs.

Again, I can t emphasize enough to get feedback on your ideas from your customers. That feedback, plus your sales will give you a good idea on which ideas are helping your business and which aren t.

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Copyright DeFiore Enterprises 2004

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About the Author

Interested in having your own successful, home based creative real estate investing business? Chuck and Sue have been helping folks start successful home based businesses for over 19 years, and we can help you too! To see how, visit http://www.homebusinesssolutions.com

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Are you an entrepreneur but don’t like selling alone?
A consortium is a combination of different industry-types of
entrepreneurs working together to attract business as a
group. Even though each member maintains their
individuality and operates as the same as self-employed.

They band to create a more valuable package to fulfill
bigger needs for clients and for increased visibility and
credibility.

The positive side to being part of a consortium is that you
can work on larger projects. Larger than any single
entrepreneur can accomplish alone. Together they can enter
into contracts that require multiple skills and still
maintain the freedom of their entrepreneur-hood they so
desire. They gain being part of a team and organization
while still keeping your independence.

A consortium can provide the security of core revenue that
helps them breath, not chase prospects as hard, and usually
take care of regular living expenses. It is also a great
way to transition from employee to self-employment. The
transition allows the learning and growth at a slower
steadier rate. Each member learns from other group members
by sharing their success and mishaps. This way the risk
factor of being self-employed is less.

The consortium can also band products to create higher
priced, more valuably perceived, packages. Larger packages
are easier to sell. A group package of various authors is
more attractive to buyers. Everything that the buyer needs
is then packaged and available with one purchase.

Being a part of group also removes the pressure of trying to
be an expert at everything. And allows each individual to
focus and be brilliant at what they specialize.
There are many types of group configurations for
consortiums. Let me give you a few examples of some of
them. These groups formed a single purpose.

An entrepreneur consortium can include:
* CPA
* A writer specialty in business plans and advertising copy
* A financial management consultant
* a human resource consultant specializing in benefit
programs and employee manuals
* An Internet consultant
* Web master
* Strategic planning consultant
* A secretarial service or virtual assistant
* Graphic artist
* Brand specialist
* Public relations firm

A training consortium can include:
* Writers (copywriter, web writer, direction mail writer)
* Editors (line editor, grammar editor)
* Reference checker
* Graphic designer
* Multimedia specialists
* Videographers
* Presentation trainer
* Voice coach

A software consortium can include:
* Programmers
* Multimedia specialists
* Graphic designers
* Marketing consultants
* Packaging consultant
* Retail consultant
* Product Development consultant
* Accountant/Bookkeeper
* Virtual Assistant
* Business coach

A consortium can form that specializes in children books or
educational products. The group can consist of educational
specialists, graphic designers, marketing consultants, self-
publishing expert, agent, and various types of writers.
Artist guilds work off the same principle of consortiums.
Some consortium, many guilds in fact, purchase real estate
together to display and sell their art.

Let us follow the money trail of a consortium.

The client enters into a contract with the consortium. The
consortium bills the client. Each consortium member
discounts his or her rate and bills the consortium.

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The billing difference supports the business side of the
consortium. It can pay for marketing or other overhead
expenses.

After the client pays the consortium, the consortium then
pays the members who worked on that project.

Okay, that is fairly straightforward.

After the client receives their contractual services by the
member, the member then bills their time to the consortium
in “units” not dollars. Units work better than dollars
because they equalize the various billing rates of the
members. For example: a CPA may bill four units per hour,
a writer three, and a virtual assistant one. The consortium
keeps track of everyone s units and pay members on a regular
basis as set up in the consortium s charter.

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When the consortium is properly tax-structured, the revenue
and expenses can balance themselves out. It is important to
see a tax professional for details on structuring a
consortium for tax efficiency.

A challenge when starting a consortium is to make sure that
when looking for members, prospects do not mistake the first
meeting as a new networking group starting up. People
confuse the two and show up. This will give the organizers
a misrepresentation of the “real” number of interested
parties.

Joining a consortium is not a short-term project. It is
important to know that joining or starting a consortium is
long-term. There is the initial investment of time and
money from all members. The startup phrase doesn’t occur in
one meeting. An agreement on many items needs addressing.
Some established consortiums require a minimum of three
years, however, many startups can require five, ten or
twenty-five years commitment.

Oh, but when they work, they are make being in business so
much nicer.

Usually the founding group elects three leaders to handle
the administration. One of the three may have a higher
voting right. Usually the one given the higher voting right
is because of their investment of time or money, but not
always. These leaders have the responsibility of organizing
meetings and splitting up the consortium responsibilities
between members in a fair manner.

Money is an important factor when entering into these types
of agreements. It is the main purpose of forming the
consortium. Money is also one of the main reasons they
breakup — like most marriages. Because of this, it is
important to have a buy-out clause in the agreement that
protects the members and the consortium.

Respect, appreciation, and acknowledging of each other s
contribution is mandatory — put a cap on the M to
mandatory. The boundaries and scope of each other s
services must also be clear. It is not uncommon for some
members to offer similar services. Thus, the boundaries of
who does what is extremely important.

Being a consortium member doesn’t ban them from obtaining
outside clients for their particular speciality. However,
working with other members to gain contracts separate from
the consortium breaks their membership in the consortium.
And always have consequences stipulated in the consortium
charter.

Communication and cooperation are challenges for groups of
this size. Each member needs to make big effort to work and
be patience in these two areas. The need for
professionalism is important so that the group does not
degenerate into personality conflicts or professional
battles. Having an outside arbitrator for disagreements is
a good idea.

Even though there is a challenge in finding the right
members and keeping the relationships working, remember the
advantages outweigh any and all cons. Consortiums have been
in existence for several decades now and have proved their
possibilities.

For a list of additional resources, visit:
http://www.abundancecenter.com/articles/consortiums.htm

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About the Author

Catherine Franz, 10-year Business Coach, available for complimentary session. Published 1501x in 2003 and 907x first six months 2004, specialities in showing clients how to create products fast, easy for sale and profit. Newsletters and articles: http://www.abundancecenter.com
blog: http://abundance.blogs.com/inthelight

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