Once you are clear on the market that you are going to target, the next step is to identify the best method to approach them. For sprats, a small, lightweight net may suffice. For sharks, you may need something a bit more heavy duty. In sales there are a number of methods that we choose, including phone calls, emails, site visits, networking events, referrals, direct mail, electronic direct mail and social media. If you have a good understanding of your target market, you’ll be able to choose the methods that are most likely to work. As you’ll soon learn, using a combination of methods can often yield the best results.