Tactics   Briefly describe the activity that you will take to accomplish your objective. A tactic is an action that you will take to accomplish the goal.     Responses   Select one Divide the market into categories Look for niches where your products would do well Ask your current customers where you could improve Talk to non-competing suppliers in your area Use your public library for information Have lunch with heads of local advertising agencies for research Choose a name that conveys the benefits to the customers Send a thank you note to new customers promptly Follow up on every lead you receive Serve on committees in your niche market Help with a charity Sponsor a speaker Help support an athletic team Send thank you notes for all the invitations you receive Write an article for a newspaper Have a column in the local newspaper Choose a booth with the best traffic flow Don't buy a booth, rent one Attract people to your booth by having a door prize Don't have chairs in your booth Practice your booth greeting Staff your booth adequately Give something to everyone who stops by your booth Mail literature instead of bringing it to a show Make it easy for referrals to be delivered Always be collecting referrals and testimonials Ask for a referral even if the prospects don't buy Call within five working days of receiving a referral Create a system to track results Take out the dates when reproducing testimonials Use promotional letters and mailers Plan your mailings in advance Save money on mass mailing by organizing by zip code Use recycled paper Keep a file on all your mailers Use commemorative stamps Use a precall checklist when making calls Send articles of interest to prospects Set up a hotline for customers to call you at Create a newsletter on tape, fax or mail Mention your Web site on your voice-mail Send a Thanksgiving or Special Event letter Develop a slogan for your business Place press releases in market publications Place one-third or two-third ads to save costs     Notes