Last year, I did something different in my prospecting efforts.

I attended a job fair.

There were a few reasons for this. First, I realized that if a company was looking to hire people, it was a good sign they were focused on growth, which is good news for a freelancer who is looking for organizations who can outsource projects. (Busy, busy = good.)

Second, I was working with a new client who had a product that would help recruiters find qualified candidates faster and with trustworthy credentials. I was interested in promoting this client’s services, if I could.

So instead of attending the job fair with the traditional attitude of “hire me as an employee,” I went with the goal of getting new clients. And two months later, the company that was my first choice, called to offer me a project.

It wasn’t quite comfortable to join hundreds of job-seekers, knowing that I looked like one of many who were hoping to get in front of a recruiter and persuade them to give me an interview. But I did it because I was trying something different for prospecting.

Where are your customers? Think of all the different places they could be. You’re very lucky if you have a local conference that targets them. Attend the event and bring plenty of business cards. Then follow up. You’ll never know if it will amount to anything unless you do it.