One thing I did was check out members of local tech community groups -- googled the names and found something about them (say an article/post they wrote). Then

One thing I did was check out members of local tech community groups -- googled the names and found something about them (say an article/post they wrote). Then I would write a personal email with some comments directed to that person specifically, with a quick note about me and how I might be able to help them. It's time consuming but does get responses if you choose people carefully, and don't spam. I also did pro/low bono work for organizations with lots of members -- it's a good way to get your name out b/c you're identified as a potential local resource. Most people/orgs that I work for want fixed pricing -- I handle that by writing up an estimate that breaks down each task/feature, how long it takes to implement that feature, and my hourly rate. That way you still give them a set price, but you get the hourly rate in their heads, so you have a basis for pricing changes/enhancements. You can also give first-time clients a "first project" discount -- that way they are more inclined to hire you, but also have an idea how much your "real" price is for future work. If you are really good, they will hire you again. For an hourly rate I think the advice already posted is good -- I started low and bumped up my rate with each new client. I typically charge for-profit companies more than individuals/non-profits. If you think your rate is too high, it's probably right on target. :) You can always renegotiate down if the rate is a dealbreaker, but you can't renegotiate up. Scope creep can kill you -- in my estimate I write as specifically as possible what I will do (based on requirements discussions), and more importantly what I WILL NOT do. You can't catch everything, but that goes a long way toward resolving conflicts. When there's a material change/addition, you can then price that new task accordingly. People will take advantage of you if they can get changes/additions for free. A good web presence is important -- I get calls from out of the blue from people who have seen my web site, and those have turned into long-term relationships. Do some SEO to make sure you're visible to your local area.