Make It Happen If you're expecting business to come to you—you've got another thing coming.

I've learned over the years that the most successfulentrepreneurs either have an innate sales ability or just figure itout," says sales and direct marketing expert Alan Test.

If you, like most, fall into the second category, Test says themost important thing to do is "get out there": Talk to alot of people and determine the need for your product orservice.

But keep in mind there's a right and a wrong way to talk topotential customers. "If I walk into a business and say,'I sell sales training. Do you want any today?' I'mprobably not going to get a very positive response," Testexplains. "However, if I ask whether they're satisfiedwith their sales results and ask a lot of questions to determinetheir problems, needs and desires, I'm going to get a muchbetter response. The problem is, many entrepreneurs are so enamoredwith their own businesses, fancy brochures and logos, theydon't see the importance of [going the extra step]."