Freelancing: It's Not Business - It's Personal

Don't start by pitching your services

However, even though it may be tempting, don't be one of those jerks where everything that comes out of their mouth is a pitch for their business. Think of it this way—trying to start a relationship by doing nothing but pitching your services is like trying to start a television network by showing nothing but infomercials. It may work on a few people, but it'll turn off everyone else.

Do offer free advice to people who ask for it

I've heard some people speak against offering free advice. "If you give it away, why will they pay you for it?" I disagree; unless you can prove to a potential client that you can meet or exceed its expectations, you'll never get its business. Dispensing free advice is a cheap way to prove your worth. Just make sure that you charge when a contact asks for more substantive help.

Don't spend a lot of money joining clubs and associations

I think paid networking is like a dating service. I've heard that it's worked for other people, but I personally don't believe in paying for it. There are enough free opportunities out there that you should never have to pay for the chance to meet other people.

Do follow up with people one-on-one

While it's great to meet people, to really develop rapport, you need to meet with someone one-on-one. Meet for lunch. Or, if you don't have the time or money, simply set a time to talk on the phone for 15 minutes. You'll get more out of a 15 minute true conversation than any 15 minutes you spend at a networking meeting.

Don't ask for something every time you re-connect with someone

Harvey Mackay put it best: dig your well before you're thirsty. If the only time someone ever hears from you is when you need something, it won't take them long to figure out that you're just using them. It's okay to seek utility in relationships, but you need to reciprocate with your own utility. A lot of folks advise you to clip articles or send news items that your contacts might find interesting. That's fine, but you could also simply call someone up and ask how they're doing. People love to talk about themselves (I know I do!)—give them the opportunity to do so, and you'll find that they're more likely to help you when the time comes.

Do be proud of what you do

Last and most importantly, take pride in what you have to offer. If you're a Web designer or Webmaster, be proud of the skills that you offer your clients. If you don't believe that they're better off with you than the competition, it's time to find a new line of work.

If you're proud of what you do, that pride will come through, and talking to potential clients will be a pleasure. If you're ashamed or embarrassed or simply think you're not good enough, that too will come through. Before trying anything else that I've advised, make sure you're happy with your professional self. If not, nothing else you do will matter.