Originally Posted by coloAZ
Focus on a niche or several niches. Be the go-to expert for that niche and their hosting needs.
Or if you are just starting out - focus on your local market. You might be surprised to know how many local businesses aren't happy with their current host, or simply don't know they have an option in the matter. If you offer web design - you can upsell them on a new design and get a hosting client out of it for the long term.
Just my two cents.
I absolutely agree with coloAZ about marketing to your local community, especially newly registered companies. This plays into know, like and trust favorably.