Selling business-to-business is generally more subtle and more difficult than selling to consumers. However, once you obtain a client, another business owner can frequently be a more loyal repeat client than fickle consumers.

Telemarketing can be an effective means of introducing other businesses to your service. The federal rules on telemarketing do not apply in business-to-business situations.

Yellow pages are rarely effective when marketing to other businesses. Likewise, newspaper ads are not often effective. However, notices of trade shows can sometimes be helpful.

Networking is the most effective means of building business clientele. Your local chamber of commerce or merchants association sponsor networking groups and events at least monthly.

The other "networking", the Internet, can be used to broaden your customer base, too. After all, if you're a small business person reading this via the Internet, did you really think you were the ONLY small business person doing so?

Don't overlook your existing client base. Ask them for referrals. Over time, this will become the most effective (and least costly) means of growing your business.

Unusual approaches will also be rewarded. For example, we talked with a woman who started a catering business by offering free food at chamber of commerce events in exchange for the right to hang a sign mentioning her business and how to contact her. She also handed out business cards that said on the back "discount for chamber of commerce members." Within three years she went from a part time solo venture to having 120 employees.