I am curious, though. When you approach potential clients, do you call them? Send an email? Send a letter? What do you find works best? I personally hate the phone, but I know some people swear by cold calling.

I’ve had good luck identifying print and online pubs that fit my skills, working hard to find a direct phone number, and then making an introductory call. I identify myself, ask if I’ve caught the ed at a bad time (they always say no), and then ask if I can explain the reason for my call. Very nonintrusive, and no eds have told me they coudln’t take my call.

I did that just yesterday. I stumbled across a site I didn’t even know existed, ferreted out the editor and her phone number by doing online research, and made the call. We had a nice chat, and I’m going to send her story ideas and my resume today.

In the lingo of salespeople, that phone call makes your e-mail with ideas and clips a “warm call” rather than a “cold call.”

We’ll see what happens, but this technique has come up roses for me before!

And now that I have the Computer of my Dreams, I’m designing a new brochure with awesome graphics and doing a direct mailing to a targeted list.

Oh, yeah, and I have a book coming out next week.

It just seems odd to me that we as an industry hide behind the Internet so much. Better to take the risk to our egos and seek the work we want.

Your advice about studying the market to make sure your rates are in line with the audience you’re targeting is great advice.