2. Show up. Show up when you make an appointment, show up at the right conferences. Show up in the local paper, issue press releases.

3. Make time for the first two by immediately ceasing to attend any event designed to connect you with struggling small business people in your community or industry. Stop connecting online or offline with people who whine but never deliver new business. Be ruthless.

4. Offer every one of your employees a huge referral bonus on any friend or acquaintance they bring to your business. Even if you don’t make any money on these first sales, it will create momentum.

5. Start a blog. Use it to tell the truth about your industry. Highlight your competitors who do a great job, expose the pitfalls that uninformed customers often face.

6. Keep a journal. Write down every single thing you do in a day to get new business. Watch the list grow daily.

7. Do something remarkable. The only reason that people will talk about you is because you do something worth talking about. Invest the time in teaching your people to build remarkable into everything they do.

8. Ask for the order. Tell prospects, “I’m slow this month, and we can start right now. Today. Is that okay?”

9. Partner. Find complementary businesses and cross promote. I found the world’s best massage therapist because she has a reciprocal deal with my gym. She promotes them, they promote her.

10. Treat different customers differently. Every one of your best customers is quite likely to be willing to give you more business. Pamper them. Cajole them. Let them know that they are appreciated.

11. Monitor the drop offs like a hawk. Have someone on your team build a database (it could be in Excel) that tracks the last time someone bought from you. The moment someone has their rhythm change, call them! If someone brings in dry cleaning every Monday, call them on Wednesday or Thursday if they don’t show up.

12. Don’t panic. People need you. They believe in you. They want you to succeed. You’ve already cut your costs, you’re here for the long haul. Be bold, but don’t be obnoxious.