The absolute first thing you should do is capture your customer’s names and addresses. Almost none of the office supply stores I’ve ever been in do this. They just take your money over the counter and that’s it. Once you get your list together, mail special offers to those customers. Remember – your current customers are your best prospects for future business. Before you try to get a new customer, sell to an existing customer first.

When you’re ready to do some ‘prospecting’ to find new customers, the most effective medium is direct mail to smaller businesses in your market area. Offer a free calendar or paper clip holder to anyone who comes in by a certain date. Hire people to give free delivery on regular routes to local area businesses for 10% to 15% commission. Use eight to twelve page catalogs for your customer list, with advance notices of special offers. Set up joint ventures with a local print shop to mail to each other’s list.

Read my Quick-Print Shop example. Try using the same young men and women to pick up and deliver for both you and the printer.

By ‘piggy-backing’ your distribution, you’ll help ensure more loyal, prosperous employees, since they’ll make more money doing ‘double duty’ for both of you.