If there’s one problem that stumps most small businesses, it’s how to clearly communicate what makes them different from their competitors. Here’s one way. If you treat clients better than anyone else, start treating prospects as if they were clients. If you send out special invitations to clients, send them to your best prospects as well. If your clients get timely reminders and recommendations from you, make sure prospects get them, too. If you have client events, invite prospects. Let the person or business you want for a client see firsthand how well you’ll serve them. Do it right, and they won’t be a prospect for long – they’ll become a client.
