Once you have their attention, use your conversation, your emails and your web site to ask them what they want and need.

Lack of Credibility You want prospects to see you as expert; person and firm that has products and services they can rely on. One of biggest challenges to attracting new clients is gaining their trust and being seen as essential expert. Use your articles, ezine, and web site to demonstrate your expertise. Use testimonials from clients to tell prospects about results you and your products have achieved.

Pricing Objections Whether it is a $25 subscription or a $50,000 consulting fee, prospects object to price when they don't understand value of purchase. Establish a set of questions you can use to help prospects define what they want and what you are providing. When price is put in context, it becomes much less of an obstacle.

Still not converting as many prospects to clients as you'd like? Use questions to find out more about what they want, and what their concerns are. Then address each of these objections up front and remove them as potential sales killers.

Think of your target market as a reservoir of water waiting to be tapped. If you eliminate barriers between them and you, you could send a steady stream of new clients and customers your way. N0w, don't just imagine it, do it. Start eliminating your prospects' objections and create a clear path for them to become clients and customers. Help your prospects get what they want and you'll get what you want, more clients. - 2004 © In Mind Communications, LLC. All rights reserved.

15 Do you use testimonials on your web site?

16 Do you have an excellent referrals systems in place?

17 Did you know that customers like answering questions about their business?

18 Do you offer something of value to your website visitors in return for their contact info

19 Do You contact your clients often? How often? When was last time you did that?

20 Do you personalise your email newsletters?

21 Client Birthdays are a great Marketing opportunity, I bet you don’t use that to sell with?

22 Do you know that best way to sell is to ask questions?

23 Do you ensure that any rented mailing lists are Targeted?

24 Do you take incredible care of your current customers? Or are they just a number?

25 Do you include a PS in all your emails?

26 Do you communicate on a regular basis to your current customers?

27 Do you use only 2 or 3 ways of marketing? What would happen if you increased that to 6 or 8?

28 If you used ten ways to market your business have you any idea how rich you would be?

29 Did you know that if you use a viral form of marketing that you can bring your ad costs to virtually 0%?

30 Do you realise that your competitors probably know hardly anything about Advertising?

Here’s some free advice. Pick a couple of these tips and make decision today to do something! Do come back to this checklist regularly.