If you're one of the few thousand businesses that want to sell your services to large companies, there are a few things you must understand prior to making your approach.

Failure to understand your prospects challenges, needs and wants will put undue sale pressure on them and force them to walk the other way.

So just what do your prospects deal with on a daily basis? Let's take a look!

They are typically:

• Time poor individuals
• Faced with numerous deadlines
• Adverse to change
• Work 60 plus hour weeks
• Return on investment orientated
• Key performance indicators to meet
• Bombarded with marketing daily
• Back log of emails to deal with
• Constantly putting out fires

Now ask yourself this, does your product or service deal with the issues they are facing on a daily basis?

Does your marketing material address some of the issues faced above or does it skip over them entirely?

Sit down for the next half hour and ask yourself what your prospective customers challenges are. Make a list of over twenty things then go and look at your promotional material.

You may be surprised by the fact that non of what they are faced with is mentioned in the promotional material at all! Begin to evaluate all of your promotional material and make the necessary adjustments to optimise future campaigns.