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Drum Up the Alum
If you attended a big university and you're currently living near a large metropolitan area, there a good chance that there's an alumni association in your midst. Check with your university for an alumni directory that can help with local prospecting. Also contact a few of your fellow grads who are living in your area to see if local alumni meetings are held.


Don't Turn the Small Jobs Away
Some small jobs lead to larger, long-term business relationships. That's great. Some small jobs stay small. Don't turn them away. The satisfied small job customer can be a great source for referrals.


Value Paks May Have More Value Than You Think
We all receive "coupon paks" and "card decks" in the mail. Take the time to look through them. There may be businesses that advertise in these paks that you can help.


Prospecting Directories Are All Over Town
How many times have you walked into a building to meet with a new prospect and totally ignored the building directory in the lobby? Make it a point to check out the directory after your meeting and write down the names of the other tenant companies. Going to drop a last-minute package at FedEx? Have a doctor's appointment? Have a working dinner meeting for one of your Chamber of Commerce committees? There may be more business under that one roof than you think.

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