As the pandemic changed so many things both personally and professionally, I had to rethink of new ways to market and network in order to find new clients. And in doing so these past four months, I realized what my No. 1 marketing tool is for getting new clients. It’s not sexy or groundbreaking, but it’s solid: My No. 1 way to find new clients is through referrals. You may not like the words “networking” or “marketing” or “personal branding.” So, why not reframe it and call all those things “relationship building” instead. That’s what I’ve done, and I enjoy building new relationships with people. Some of them even end up becoming true friendships. And that grows my network. And when I grow my network, I expand the possibilities for referrals—not only from current and former clients, but from former co-workers at past jobs, from other editors and writers, from colleagues in the industries I specialize in. One of the biggest misconceptions I hear from some freelancers is about competition. Your fellow freelancers can be your friends, not your competition. In fact, that’s the way I want to live and be in my business—not in some uber competition with people, but in a non-toxic, stress-free, collegial environment. And, it is just a bonus that those people can be your biggest source of referrals. I cannot tell you how many times I’ve been contacted by a potential client who was just not the right fit. Instead of telling them “no” and that being the end of it, I usually offer to connect them with someone that might be a better fit, if I know instinctively that this will not take a lot of time. I sometimes reach out to freelancer friends that might be a good fit and ask them first if they are interested, without naming the client, and then offering to provide the client their name. Sometimes, the potential client is comfortable with me going ahead and introducing them to one person by email and then I let them take it from there. When you provide a few contacts to the potential client, not only are you helping out a fellow freelancer, but that client is appreciative and you never know how that might help in the future. I’ve had potential clients come back to me because I went that extra mile and asked me if I was available for a different type of project. Doing something small like that to help a potential client who has no idea where to look for a writer or editor, or whatever the services that they need help with, keeps you top of mind as a reliable and helpful person. Your name does not get jumbled in with all the other freelancer names they’ve heard. They will remember you—at least more than they will remember the freelancer who never got back to them or just said, “no, it’s not a good fit” and moved on. When you help out other freelancers in this way, they often reciprocate. You never know what opportunity might come up; it sometimes takes months or even years. But it is amazing how much work I’ve received from other freelancers. So, when you hear from potential clients with projects that are not quite for you, think of your fellow freelancers. This is easier the bigger the network you have. I actually have lists of friends with their expertise listed because it is hard to think of a perfect fit on the spot. The lists are good reminders of what everybody focuses on and what they’re looking for. In turn, these freelancer friends will hopefully remember you and return the favor, as they have done for me over the years.   The other primary way to get referrals is, of course, your current and past clients. Don’t be shy about letting clients know when you are looking for new work. And be specific about what you are looking for. You may think your client already knows what you do, but they often only know what you have done for them. Rather than just telling your clients what your services are, phrase it more like: “How can I help you? What do you need?” Then, you can list some of your services, and depending on how much energy and tim