If you are like most businesses, you have a steady roster of clients who produce the majority of your income. You speak with them frequently. They think of you first when they want something you can provide. But no business can survive - never mind really thrive - without nurturing new business. But finding ways to reach out to infrequent clients or potential customers doesn't come naturally for most of us. And it's far too easy to let the task slide to tomorrow's to-do list.

The key is to do something small and repeat it over and over. For you, it soon becomes part of your routine. For the recipient, the magic of repetition will start to take hold. Prospects will become familiar with your name and what you provide. You will be brought "top-of-mind" once again for the occasional customer.

Most sales are all about timing. Maybe they don't need your product or service right now, or they are happy with their current provider. With repetition, your name will appear in front of them when they need you. Or your name will come to mind when things are not going so well with the current provider and they are interested in trying someone new.

Using direct mail postcards to promote your business is one of many ways to apply the principle of "do something small and keep repeating it." They are inexpensive to produce and mail, and you don't need to write a lot of copy or create an amazing design layout. Plan the series once for the whole year. Select a colorful image for the first side. (And it's okay to use the same one or two images all year. Remember that our goal is repetition.)

Now what about that copy? Write about new offerings. Remind about lesser-used services. Is your business seasonal? Tell them what is happening this month. Otherwise, write down a handful of helpful ideas, such as tidbits your audience would appreciate. Use one tidbit on the address side of each card. Add your contact information and a call-to-action. You're done for the year!