3- Check how much promotion they do to get people using the directory. 4. See if you're going to be the only player in your section. Rating: 3/5

Barter-and-Trade Exchanges

These can be an excellent way to score customers you wouldn't have otherwise attracted. People will come to you just because you're a member of the trade exchange, and they'll be less obsessed with price and other buying criteria. Again, investigate a little first and ask for references. Just remember, only ever take a small percentage of your business on trade or you could run out of cash.

Hints and Tips:

1. Make sure you have enough profit margin to use trade.

2. Be proactive; don't wait for business to come to you.

3- Take trade dollars when you'd usually have downtime and cash buyers aren't around.

4. It can drive you broke if you don't watch yourself.

5. Test and measure. Rating: 3/5

Buy Database Lists

You buy a list of names from a list broker. The lists can be very specific, and you may find what you're looking for. Be careful, though-some lists are very poor quality, so ask questions. How were the names compiled? How old is the list? How many people have mailed to it? How did they do? Can you talk to them? Do they offer guarantees? Can you test 200 names at random?

Your letter needs to be punchy and offer something people can respond to right away. It's a great way to access people you wouldn't normally reach. 67