Do you ever wonder why you were unable to convince that potential customer of yours that they should use your services, engage in a partnership, and play with your team? Unfortunately for all of us, it happens too often. Where did we go wrong in convincing the prospect that our services are superior, the best, and an absolute must? Let's take a walk through the process and try to discover where some of the normal pitfalls (or craters) lie, and how we can make the hurdle to victory.

Do you know who you are talking to? Have you researched the company and discovered what makes them tick? How large is the company, what is their main product or their foremost service? How long have they been around and how many employees do they have? What do they offer their clients - what are their solutions? How do they advertise and how strong is their brand? Knowing the answers to the majority of these questions will help you sell YOUR product because you understand THEIR needs. As they say in scouting - Be Prepared!

After you are well versed in their business, assess their methods and means of communications. Knowing how they deliver their message to a diverse clientèle will enable you to more accurately assess how you can help them attain better results. This, of course, translates into a healthier bottom line. Is your client able to offer measurable results for their clients? Is their branding strong enough to powerfully and concisely get their strengths across - if not, there may be an opportunity for you to work with them to enhance their brand and message. Communications is of vast importance in helping a client garner new business.

Finally, can you help your client balance the services they are offering within budget? Especially in today's economy, every business is trying to look good on a short budget. There are always alternative directions and creative solutions that will make a difference and not break the bank. Always remember that establishing a relationship is the most important first step in gaining future business. You may have to start small but the rewards may be great down the road.

As you look for ways to help your prospects shine in their customer's eyes, realize that there are many ways to tackle the pitfalls and be closer to that cherished trophy of new business.