In a time when many contractors are hurting for more leads, shoe leather marketing gives you a first-hand look at prospects and may help you qualify the prospect sooner. True, you can't hit as many people in person as you could with one marketing drop of post cards, but those cards can't determine your best prospects.

And in getting out to meet those prospects, they may open up to you in person and introduce you to opportunities you would have never known about. While you do not want to spin your wheels with dead ends, don't be so quick to write off prospects that may have special situations. Work with them to develop creative payment plans, warranty programs, or other situations that benefit both parties.

Many pieces of sales information can add to the effectiveness of shoe leather marketing, but nothing can replace it. Don't be shy about getting out and pounding the pavement!