Don't advertise; network! The leads you get as referrals from people you've already helped will be higher quality clients, and they will come to you already hav

Don't advertise; network! The leads you get as referrals from people you've already helped will be higher quality clients, and they will come to you already having respect for what you do, due to the referrer's recommendation. To this end, ask past clients if they have any colleagues or friends in need of work. Also ask them if they're willing to be featured in a case study/whitepaper/writeup. My best-paying gigs came from friends' referrals. Also consider starting your own network. Use your knowledge of industry XYZ (gleaned from serving XYZ companies) to put together a 1-2 hour talk on "Bringing XYZ to mobile" or "How to solve XYZ problems on the web." Hold a seminar/webinar/meet & greet session at your local library/hotel/chamber of commerce. Bring coffee and donuts and get it listed in the local paper and village newsletter. People will come (if only for the donuts), see you as the leading local authority on XYZ-meets-technology. At this point, stick around after the session for Q&A and the leads will start coming in. My lawyer friend has a lot of success with this technique.