He said he used direct mail and "telephone calls."
"You mean cold calls?"
"Yeah, cold calls. I didn't always enjoy that, but then you realize what it is costing to you to NOT call."
The clients he acquired from cold calling included General Motors and Frigidaire. He grew rapidly after that from referrals.
And how's this for pressure? He started his business with no clients and five young kids. Yowza.