What advice would you offer those looking to increase their contacts?
Do research to see who will be at trade shows of industries you are interested in breaking into—not where other manufacturers are going, but where your customers are most likely to go. We’ve gotten some of our best leads that way. I treat it like speed dating; you’ve got five minutes or less to give your pitch, and if you get traction, you’ll get another. That’s how we’ve been able to do it without spending a bundle.