Small businesses play a vital role in the U.S. economy as incubators for innovation and employment growth. About 97 percent of U.S. companies are small businesses, but their combined revenues are 66 percent of the nation’s total business revenues.

And a new business is risky, with about 50 percent still in operation after five years.

So what should new business owners do to grow their companies? Margot Dorfman, CEO of the U.S. Women’s Chamber of Commerce has keen insights. As an experienced business owner herself and the co-founder and leader of the national Chamber group, Dorfman understands how to generate business growth quickly and affordably.

Here are Dorfman’s tips for a fast start:

1. Present yourself as an expert.

Present yourself (and your company) as an expert in your field. “I hear consistently from buyers that they want to buy from the person with the most experience, passion, and focus,” Dorfman says. “Typically that is the owner. If you have sales people on the front line, make sure they communicate knowledgeably about the company and the industry and deliver a strong message professionally.”

Further, Dorfman recommends avoiding the “I do everything” trap. Many new business owners take on too much and present themselves as an unfocused “jack-of-all-trades.” Build your business in one solid area of focus where you are indeed an expert.

2. Leverage free visibility.

Demonstrate your expertise by writing articles for trade journals, local newspapers, and magazines and making presentations at meetings and conferences. If you are involved in government contracting, attend and speak at city council and commission meetings. Share your expertise, and let people see who you are. You may also pick up tips from these meetings about new opportunities for your company.

“I was presenting at an event recently when one business owner said that she had time to only attend her one organization luncheon each month,” Dorfman says. “The attendees were other women business owners having the same struggles, and this was a support network for her.” Dorfman challenged her to broaden her network by stepping out to a range of meetings and activities so that she would be meeting new people — and they would be meeting her.

3. Make the most of opportunities nearby.

Identify potential customers within a 5-mile radius of your business. Look at small businesses, schools, local, county and state governments, large corporations, and any federal agencies, including military bases. Make a target list, and reach out to these customers to begin building relationships.

4. Expand your network through volunteering.

Business startups are more than a full-time job and can leave little time to attend industry meetings or become actively involved in your community. However, it is these relationships that provide new opportunities for business growth. Volunteering or serving on not-for-profit boards for causes with which you are aligned gives you the ability to meet other professionals who may be in need of your service.

5. Be prepared and present solutions.

Before approaching customers, make sure you have done your homework. What sets you apart in the conversation? Research potential customers — such as homeowners associations, local companies or government agencies — to see if they may need your services. If yes, understand their pitfalls and lead these conversations with solutions to their specific challenges.

6. Above all, follow up!

The biggest downfall to potential business is the lack of follow-up. Follow initial meetings with an email, keep in touch with relevant information, and deliver on promises.

“One buyer I know says he sees the 80-20 rule reign here,” Dorfman advises. “Twenty percent of the businesses he meets respond 80 percent of the time. What happens to the rest? They make contact, don’t follow up, and lose his business. There are a lot of good companies with which he would have welcomed the opportunity to do business.”

As an entrepreneur and through experience coaching other small businesses, Dorfman has learned successful companies create a wide network of targeted connections. Successful business owners also limit their efforts to targeted regions or areas of focus, establish themselves as experts, provide appropriate solutions for each customer, and follow up consistently.

Every small-business owner can grow and profit by making a commitment to building relationships, providing a quality product or service, being a market leader, and keeping those relationships going with good follow-up.