Personal observation — or "prospecting by walking around" — is a great way to find business market prospects. It can also be a lot of fun! (For a description of this technique, see the "Face-to-Face" approach in the next section.) This is an effective prospecting/approach method in the business market because businesses and businessowners are everywhere. Their doors are usually open, and they are used to people stopping in during business hours. Again, for the best results, this is something you should be doing every day. The more you do it, the better you'll get.

Most businessowners or professionals you'll meet socially are not too shy to talk about themselves. All you have to do is ask these magic questions:

• "What type of business/practice do you have?"
• "How did you get started?"

Have some brochures and business cards handy and be ready to talk about your business!