21. Find those who are the best possible “fit”. Maximizing your customer value starts with the initial point of contact. Wise entrepreneurs know the road to success begins long before the first sale is ever made. The trick is to generate good quality leads consistently – prospects who are an ideal match for whatever it is you offer.

22. Create a totally satisfying experience from the beginning. Satisfied prospects turn into customers and customers mean everything. Your long term success is directly attributed to your ability to regularly attract new customers… while getting existing customers to happily buy from you again and again. That’s how to get the best possible return on both your cash investment and “sweat equity”.

23. Develop a mindset of “service”. In business, you’re essentially there to serve others. If you develop the mindset of simply being in it for the money, you’re going about it the wrong way. Obviously, it’s sales, cash flow, and profits that you want.

But all that will come your way if you focus your attention first and foremost on serving prospects and customers. Focusing on your prospects — their problems and desired solutions — ensures you’ll gain a receptive ear. Talk about their wants and needs and you’re speaking their language. You’re talking about something of genuine concern and interest.

People in your market will pick up on your prospect-centered approach, quite possibly without consciously realizing it themselves. They’ll naturally gravitate towards you because you’ve “invited” them along and provided a strong incentive.

24. Deliver the best solution. Unveil the optimum solution to the pressing problem weighing heavily on your prospect’s mind. Establish rapport and gain a solid understanding of where he’s coming from. This approach helps you zero in on the optimum “dream” solution. Stay on track and more prospects, customers, and cash will flow your way.

25. Position your offer for maximum impact. Some entrepreneurs feel if they only had the right product – they could make a fortune. These are the same folks who think that the “right” product is one that sells itself. Well, the truth is, the product itself isn’t all that important. What is vitally important is the reason the product exists – the big idea or concept behind it.

26. Open your mind to the possibilities. Without being limited to a particular product, you can proceed unencumbered. You’re free to consider just about anything. Simply tune in to the marketplace.

Find out what it is they would dearly like to have, do, or be.

As the legendary marketer Joe Karbo said… “Find a problem looking for a solution. If you can find a problem that needs a solution you will discover the product.”

Simply select a product that can be repackaged, recast, or reshaped into the ultimate solution – something that quenches your prospect’s thirst like nothing else available.

27. Position your product to suit the marketplace. If you’re already committed to a product, here’s what you do: Let the market dictate the way you position your product – rather than allowing your product to dictate the direction of your marketing. Look for the underlying problem that could be even better solved by repackaging the product to be more accurately aligned with the true needs and desires of your specific target.

Present a superior solution. Make your package offer the ideal answer or “fix”. Compose an offer that targets your market, feeds their specific “hunger”, and positions you and your product as unquestionably the best choice available — anywhere.