It's all about networking. I've targeted the local geographic region where I live that has around 800,000 people and built a lot of bridges. People say, "Hey, I know this software developer who builds apps!" I have built free/really cheap apps for some people who know LOTS of people. I consult and come by as easy and approachable. A lot of people are scared of tech talk. I can talk tech all day, but I get a friend who can sale, talk in a way that I can't to the client. Then, we wow them! Once hooked, then we build a relationship.