Well .... it really depends on what you are selling. You said service, but doing what? In what domain? Ok, that wasn't helpful. So let me try to break it do

Well .... it really depends on what you are selling. You said service, but doing what? In what domain? Ok, that wasn't helpful. So let me try to break it down, without knowing anything about what you are selling. I will assume that your service is to solve some problem in a particular business domain. From that you can decide on who would have the problem you are solving and how critical it is for them. Hair on fire is good. Nicer typography on the menu - meh. Nevertheless, you can sketch your ideal customer. Potentially only a very small proportion of your town's business population is a possible prospect. Once you have identified the businesses, you could look at who in those businesses would be most motivated to do something about getting you to solve the problem(s) you have identified and are capable of solving. Then you go an talk to the people you have identified. You listen more than you talk and refine your approach. For a far more detailed approach you could read "Four Steps to Epiphany" by Steve Blank. Customer Development Method might be exactly what you need to help you maximise the productivity of your time when you are out of the office, talking with prospects. If you provide some details about your business then some HNers might be able to give you specific advice. Good Luck.