One of the best ways for small business owners to secure a successful future is to always be considering the next thing - the next product or the next service to put out. Not only considering what that next thing is, but how it will be made, marketed and sold.

This is one of the best strategies you can use in your business, because it allows you to focus on the future of your business instead of your present condition.

Here’s the thing though, you’re going to need to think about the current conditions of your business in order to think about its future. What that means is you’re going to have to think back to your live events, or your teleseminars and webinars – whatever it is you do, and you’re going to need to think about your clients.

Attending those events are some of your most committed and valuable clients. They’ve purchased something from you, or have an interest in something you do, they’re invested in you and your business in some way, shape or form.

What happens when they come face-to-face with you, or they have you live in some other media? They ask you questions. When they ask these questions they’re essentially telling you what they want.

Think about the kinds of questions your clients are asking. What are they looking for in your business that you’re not yet providing? Can you take their questions and turn them into the next product, service or solution?

When you operate your business this way, what you’re doing is building your relationship with your clients, with the people who’ve invested with you. It’s so much harder, and so much more costly, to go out and find new clients to buy what you have. It’s easier, and smarter, to work with clients who have already made one or more purchases from you.

Now, this doesn’t mean you should stop trying to get new business. But, if you think about the next things you can put out to your current clients, your current subscribers, your current list, and sell to them again instead of constantly searching for new clients to sell to, you could be cutting your marketing costs by ten or twenty percent – sometimes more than that.

It just makes sense to do that!

And here’s the thing, this can go on forever. You can send out surveys and emails to find out what your clients would like to see from you next. Find out what they are expecting from you or what they want from you and your business.

When you continue to deliver on your clients’ wants and needs, you’ll not only enhance your relationship with them, not only secure your company’s place in the future, not only reduce your marketing cost, but you’ll also increase your profit margins. And that’s what being in business for yourself is all about - building a business that is self-sustaining and gives you more than working for someone else ever could.

Take advantage of the tips your clients are dropping in their questions. Conduct surveys. Start turning their suggestions into the next things you create for them.

Author's Bio: 

Diane Conklin is an author, entrepreneur, coach, consultant, event planner, speaker and copywriter. Diane is a direct response marketing expert who specializes in showing small business owners how to integrate their online and offline marketing strategies, media and methods, to get maximum results from their marketing dollars. Diane also shows entrepreneurs and small business owners how to outperform their competition by measuring their marketing, and strategically use multi-media campaigns to stand alone in their marketplace as the go-to provider for their products and services.

She is the co-founder of Complete Marketing Systems and for more than 15 years has been showing small business owners how to start, build and grow Information Marketing businesses where they take knowledge they already possess and turn it into passive, ongoing, leveraged profits.

Through her company, Complete Marketing Systems, Diane helps event promoters market, plan and manage their live events, workshops and seminars, using cost effective, multi-step marketing strategies that put butts in seats, without the promoters losing theirs. As an Event Marketing & Planning expert, Diane has planned and produced multiple events grossing over $1,000,000.00.

As a business and marketing strategist, Diane has been involved in numerous campaigns grossing over $1,000,000.00 in sales several times in her career.

Diane has proprietary home study systems, coaching programs, and provides done-for-you services in the areas of Social Media, Information Marketing, Direct Response Marketing, Direct Mail and Event Marketing, Planning and Management.

As a speaker, Diane has shared the stage with the likes of Joan Rivers, George Foreman, Dan Kennedy, Bill Glazer, Lee Milteer, Harry Dent, Lee Phillips, Fabienne Fredrickson, James Malinchak, Dov Baron, Peggy McColl, Marshall Sylver, Alex Mandossian, Marie Forleo, Barbara Corcoran and many others.

Diane was voted Information Marketer of the Year for her innovative marketing strategies and campaigns.