All small business owners know about that dream client — the one that, if landed, will make their financial lives a whole lot easier. Fortunately, the gap between wishing and reality is not too wide to be overcome.

Below are a few methods that can help unite you and your potential customer-of-a-lifetime into having a smooth working relationship:

  • Focus on Cost - Customers sometimes may find your products or services costly and simply out of line with their budget. The real issue lies with the value - and they want you to show them that you can provide them with profitable returns.

If you can show them that the benefit of buying your product or service greatly outweighs the cost, then you'll have a new client for life.

  • Save them time - Time is a commodity very much like money, and in some ways even more precious. Show your customers that you know — and care — that they need to do more in less time. First, analyze your customers' business processes and find out where your business can save them time. Then restructure your product or service to help them do more, faster.
  • Show product value — Many small businesses generally talk about offers and research, rather showing what they can actually do. The answer to this is to always focus on the business outcome; show your potential customer how they will benefit by using your service or product. And always be sure that the benefits match their specific goals.
  • Show product value — Many small businesses generally talk about offers and research, rather showing what they can actually do. The answer to this is to always focus on the business outcome; show your potential customer how they will benefit by using your service or product. And always be sure that the benefits match their specific goals.Landing a dream client takes lots of due diligence and hard work — but few can dispute that the end result is well worth the effort.