Define the types of businesses or industries you want to serve, and how your new business can help them. This should be an integral part of your business plan.

Go where your prospective customers are. Many trade and professional groups are open to vendors such as yourself. This creates opportunities for spreading your name through advertising and face-to-face networking.

Position yourself as an expert by writing brief articles on issues that affect your prospective customers. Offer them free of charge to newspapers and trade publications. Be sure to follow their editorial guidelines and focus on providing helpful information, not making a sales pitch.

Offer your services to local community and charitable groups. You get free visibility in return for your pro bono work, and your fellow volunteers may prove to be potential customers.

Network with other businesses in your industry or specialty. They may need help with backlogs and overflow business, or with specialized services they’re unable to offer. Reprinted with permission.