Know-How Exchange : Strategy

You start by showing what you've done rather than talking what you can do. If you don't have results to showcase yet, then do some local pro bono work (for a non-profit or a new startup) to build your credibility, work out your issues, and write whitepapers to detail the scope of your work and get testimonials from the decision makers.

Jay's right.

To tag on to this line of thought: set stretch goals, then, go all out to beat the crap out of them. I mean, really blow them out of the water. You then use this evidence to show what you can do.

Be professional in everything you do. You have to operate like a business for clients to take you seriously. You can still be fun to work with and passionate about your skills - but have your business skills well polished:
1. Answer the phones professionally - even a bit quirky, if you like, but be consistent. (Try calling Yahoo! to get what I'm saying; it makes me smile every time I call, no matter how upset I was at the outset.)
2. Develop a voice and brand image for your company. If youthful is an asset, then play that card carefully
3. Know your customers and what they expect from a contractor - then emulate every one of those expectations and deliver on them
4. Be organized, be punctual, be on target, and follow-through on every promise or commitment you make
5. Offer a sample of your work by winning small projects from major prospects in order to win their confidence or offer pro-bono work to get your foot in the door.
6. Follow-up in a timely manner on every contact, every question, every email, every thing!!!!!!! Failure to communicate in a timely way is the number one reason clients drop contractors. Communication is everything to a client - even if they are poor at it themselves. Never let a client be in the dark about the status of a project or proposal.