Small businesses that are starting out usually don't have a lot of money to spend on advertising. Instead, they must find cheap ways to market themselves to the world.

One cheap way to do this is by offering a free service in return for each client's contact details. It's important, if you decide to do this, to give a valid reason as to why you are doing it. You should be honest. If you choose to make something up, your clients will probably see right through it.

With that in mind, it's perfectly acceptable to admit that you are offering this free service in order to build up awareness of your business in the community.

Another reason for offering this free service could be that you're doing "market research" in the area before you launch your product to the masses.

Any reason will do, as long as it's believable and, preferrably, totally honest.

Converting those "free" prospects into paying clients is as easy as creating a promotion that is exclusive to them. Consider offering a discount to them and remember to always keep in touch with them once you have their details.

For example, send out valuable information about your industry or products with each promotion you send out. If you sell lawnmowers, send out free information on garden-maintenance and the best tools to use for the job.

This will help people learn to trust you and your advice.

Some of the best marketers I know often use an entire newsletter to teach me something related to what they're selling and then, only at the end of the article, do they mention a product for sale to help me do whatever it is they're talking about faster.

This works really well because they quickly gain my trust and that practically closes the sale right there!