During summer Olympics I watched men's and women's hurdles. I'm always impressed by these athletes' ability to run at full speed and leap hurdles without breaking stride.

But each time I watch this track event, I have same reaction. If they just went out on track and removed those barriers, it would be a heck of lot easier to get around track. The athletes could run faster, more smoothly and wouldn't risk falling (as accomplished Flo Joyner did).

If you are struggling to attract clients, you may feel like you're running hurdles. Obstacles like limited promotional budgets, ads that don't sell, web sites that don't generate leads, prospects that aren't ready to buy or who think your prices are too high, all get between prospects and sale.

Do you find yourself struggling to overcome hurdles to getting sale?

You can clear track of hurdles that are getting between you and potential clients once and for all and create a clear path for prospects to become clients. If your target market knew you and how you could help them, understood value of your services and contacted you when they were ready to buy you'd be rolling in revenue.

Is this how your business works?

Are you getting a steady stream of calls and new clients?

What can you do to remove these obstacles and increase your sales?

If you haven't already identified your marketing obstacles, start by doing so. The first step is to list them. Once you know your biggest obstacles to increasing sales, you can look for ways to get rid of them. (If you have other staff involved in sales, get their input too.)

Below are two common obstacles to sales. For each I've included some simple strategies for removing these obstacles. Once you understand that marketing obstacles aren't permanent, you'll discover that you can remove more and more impediments and clear way for increased sales.

1. Lack of Awareness You're just starting your business. No one has heard of you, and given your lack of revenue, you have little to invest in advertising. What do you do?

30 Second Introduction

Have you upgraded your 30 second introduction lately? If you haven’t revised it in past year chances are impact may be stale. A new introduction can spark your own energy which will show when you introduce yourself. Consider use of powerful action words such as create, design, compose, organize, generate, solve, produce, and supply. Deliver it in front of a mirror and see what others see.

What do you have to give?

We often think of what we want to get from relationships. Things like a request for proposal, a new resource, a potential alliance, or a business contact or sale. Flip this over and consider what you are willing to GIVE to your network of potential customers. Do you offer sample products or trial services? Do you have free information that your target market can use? Can you provide a free evaluation of your client’s current service provider? Keep in mind that building relationships is a two way flow that begins with you. Approaching these relationships in a giving, proactive mode is a terrific beginning.

Follow up, Follow up