The most skillful hunter in the forest may not live in the most luxurious house.

If he ran out of arrows while hunting, he still have his traps.
If his traps doesn't work, he still have his spear.
If his spear is broken, he still can fight with a stick he finds on the ground.
If his stick breaks too, he grabs anything to throw at his prey or predator.
If his prey is blinded, he uses his hands for the hunt.
If his predator is stunned, he runs away....

Doing direct mail campaigns once in a while is great. But you must do far more to build long-term business relationships.

You must stay involved with your clients by communicating with them on a regular, consistent basis.

A key factor is to reward them for their business by sending them exclusive discount offers for past customers only. And always remember to send birthday cards and holiday cards to your clients....

Business is all about relationships. One great way to build those relationships is to pick up the phone and call your clients. Talk to them. Ask them how they’re doing and tell them how you can assist them in solving a problem that they’re currently experiencing in business.

Letters are great, too. People like getting letters that are written to them personally. I’m not talking...