Use these tips to help you find the customers you need to expand your business.

1. Go online to study your competition. Click on your competitors' sites and find out what they are doing. The internet is a gold mine of information. Use it.

2. Focus market. Narrow your target audience to highly qualified prospects. Instead of joining a number of networking groups, choose two or three groups that best suit your business. Think quality, not quantity.

3. Create quality marketing tools. Make a list of every item you're going to need each time you contact a prospective customer or client. At the minimum, this list should include a stationery package, brochures and presentation tools. Even if you can't afford to print them all at once, at least you will have a coordinated, professional image ready when you need it. Once you have these basics, you should strongly consider a professional looking Web site.

4. Network. Consider networking groups like Business Network International (BNI) or a local leads group. You can find them by searching the web. Also consider joining your local chamber of commerce, your industry association, or civic clubs like Rotary or Sertoma. Don't just join to ask for leads - ask the people you meet what leads they're looking for. You will reap what you sow.

5. Produce a newsletter. Not only does this help establish you as an expert, but it also provides another very important marketing tool: e-mail addresses of potential clients by using an "opt-in" offering more information about your services.

6. Offer free samples. Few people can turn down a free sample. Offer a small job for free to show the potential client the quality of your work and to get them used to working with you.

7. Greet clients with style. Voice mail, while less desirable than a live person, is preferable to having your toddler answer the phone no matter how cute he or she is. Most phone companies now offer a wide range of options. You might consider one with several mailboxes so callers can press "1" to hear more about your services, "2" for your office hours or location, "3" for web and e-mail addresses, etc.

8. Get in the news. Newspapers are always looking for good "local" stories to print. Contact the business editor or your paper. Explain what you do and why readers might be interested in your business. Best to try the small local papers first rather than large metropolitan ones. Free publicity is great.

9. Join online chat groups or forums. Find ones that relate to your business, and join the discussions. After you are used to the group, you can offer good information and suggestions. It is usually acceptable to identify yourself and even provide a link to your website. But be very careful not to make "sales pitches" - this could get you banned forever.

10. Appreciate your best clients. Send thank-you cards, personalized notes or offer to buy lunch. It doesn't cost a lot, but it's a great way to let your best customers know they're appreciated.

11. Get on TV. Cable access shows offer a unique opportunity to establish yourself as the local "expert". You may not be able to advertise a product or service, but it's a good way to become better-known. For example, if you create websites, you might start an instructional program about how to use the internet.
You could give away something or have a contest. When people call or write in, you can start a mailing list and then contact them about your business.

12. Get full value from trade shows. If you can not afford a booth yourself, you might be able to find someone who would be glad to share their space with you. You can alternate running the booth and mingling with the attendees.

Even if you do not get a booth, attend anyway. You can learn a lot from visiting the exhibits and might be able to do business with some of the exhibitors. You could even pick up tips from your competition.

After the seminar, absolutely, positively follow up on your leads. Either email or phone every contact. Since you will be one of the very few people who do follow up most people will be receptive to your contact.

13. Host a seminar. This is an inexpensive way to get "pre-qualified" prospects. You can even "joint venture" with someone in a related field to share the costs. Example: a veterinarian and a pet groomer. Be sure to give good quality information, not a 30 minute "sales pitch".

14. Talk is cheap. Word-of-mouth marketing is not only the cheapest thing you can do to increase your business, it's one of the best. People like to brag about the "great service" they received or the "great product" they bought. The best way to attract referrals is to over-deliver whenever you can. Do more than what you agreed to do or do it faster or better than expected. Impress your clients and they'll tell everyone they know. And don't hesitate to ask for referrals. "Who do you know…?"

15. Offer a guarantee. "Satisfaction Guaranteed." "Thirty Day Money Back Offer." These few words can greatly increase your business and cost you next to nothing.

16. Keep in contact. Whether by phone, email, cards, or in person, continually contact your clients. Make use of a service or an automated program if necessary, but the personal touch is best. Ask if there's anything you can do for them, even if it's not going to produce immediate income for you.