Far too often when people start a business they fall into a very easy trap. They think that all you have to do is get your business license, a set of business cards and a phone number and business will start pouring in. Then reality sets in. The phone isn't ringing and the business owner gets discouraged and closes the doors.

This is especially true if it is a service business with no retail location. The business owner needs to do something very proactive to generate business.

I am going to give you a very simple tip that will help dramatically increase your business. But I have to warn you ahead of time... that you will not like this. Not one bit.

The tip is to go out and make appointments. I told you that you wouldn't like it.

However, if you can make a plan to set a certain amount of appointments each day, I guarantee that you will find success. Basically here's what you do: set yourself a goal of setting five appointments. Either go visit the business or phone them, introduce yourself and ask for the appointment. If you get a no, simply find someone else to get the lead.

Get a piece of paper and write down how many appointments you would like for that day. Then write down everyone you talk to and mark the ones that you set the appointment. The appointments you successfully make are now prospects. You can now start working your prospects, but also consistently make appointments each day. In sales this is known as filling the pipeline. You want to consistently make appointments. If you stop doing this you can count on your prospects to dry out.

Once, you have a list of prospects you work them until you make a sale. This is also known as A-P-S. Appointment=Prospects=Sales.

It is also important to track everything that you do. The number of appointments versus the number prospects versus the number of sales. That way you have a good idea of what is not working and what you need to change to reach the sales goals you wish. Why is this important?

Ask yourself the question, "How many appointments do you need to get a prospect?" Then you need to find out how many people do you need to talk to make the appointment. And if you don't know these numbers, how can you know if your sales approach is working or not?

Let's say that you find out by keeping track of these numbers that you need to talk to three people to make an appointment. You also learn that you need two appointments for one prospect, and you need two prospects to make a sale. That means you need to talk to six people to make one sale.

Your numbers may be different but you surely get the idea. There's power in knowing how much work you need to be successful. So get out and talk to people and track your results.