with. Figure out why they do business with you and what it is about them that is unique. Write one
paragraph that describes what they look like and what they want out of life. Take a good hard look at
the rest of your clients and customers and decide if they fit that description of your best client. Start
saying no when the phone rings and it's not your target market calling.

ket longs for and tell the world that you do that like no one else ever thought of. Maybe it's serving a niche, maybe it's a form of service, maybe it's a way you package your products. Here's a hint: you probably don't know what it is. Call up 3 or 4 of your clients and ask them why they buy from you.

Step 5: Never cold call: Make sure that all of your advertising, including yellow pages, is geared to
creating prospects and not customers. You must find ways to educate before you sell. Your target mar-
ket needs to learn how you provide value in a way the will make them want to pay a premium for your
services or products. You simply can't do this in a 3 x 4 ad. Your ad needs to get them ask for more in-
formation\u2026then you can proceed to selling.

into action and then schedule them on a calendar. Whatever it is that you need to pick a month and
pledge to get it done that month. The mistake most small business owners make is to
get overwhelmed when they realize how much they really need to. If you can begin to
schedule one or two activities each month you will look up at the end of six months
and find that you have a fully developed referral system, new website, and a lead gen-
eration system. Slow and steady wins the race tortoise.