Give Away Something of Value
I guarantee your prospects will remember the guy that showed up on their doorstep (or email), and just gave them something of value for free. When is the last time someone did that for you? Too often, free is never really free. Make it free! They'll remember you for it. WuFoo and the Plan to Start Network are just a few of the many companies who are defining their business models around this concept.
So, what do you as the small business owner get in return? You gain brand trust, higher customer retention rate, and your sales will SKYROCKET. The majority of prospects really are looking for you: a company they can be loyal to, who is good to them. Provide them with that.
Whatever strategy you have in place for your direct or indirect prospecting, it is important to make your prospecting routine. For this, you should set aside a specific time of the day or the week for prospecting either through phone calls or sending out emails. Always remember that your prospecting is just as important as any other business activity so avoid the temptation of postponing or avoiding it altogether. Do whatever it takes and remain focused at this time, even if it means shutting your door or holding all other calls.