If you've done your homework in prospecting for new clients, you've found out what their crucial needs are:  their pains or problems that your service can solve.

So why aren't they buying your service? 

These expressed needs of prospective clients are often well-known by your competitors, as well. 

So, as a result, in a competitive marketplace, often all service providers are providing the same or similar services to the same group of customers.    The services become a commodity in the eyes of clients, and it often becomes increasingly difficult for the service provider to differentiate and compete without implementing price-cutting strategies.

Become more competitive - and profitable - by thinking ahead.

You have much greater chances of differentiating your services, and charging more for them, if you establish a "think ahead" approach in working with your clients.

Ask yourself these questions:

- "What problems are my customers having that they are unaware of, that my service can solve?"   Push yourself to exceed customer expectations, not just satisfy their current needs.

- "If I were starting my business again now, what would I do differently?  What services would I provide?   What new clients would I go after?"   You may discover new ways of approaching potential buyers, thus expanding your potential client base.

- "If I had to start over again, what services could I think about offering, that would make my current services obsolete?"  This may be a bit mind-boggling, but the exercise of thinking outside the box on a regular basis gives you greater opportunity to become the leader in a competitive market.