Winning new clients can be a tough journey with disappointments along the way. You’ll fare better when you accept the fact not everyone will want to work with you and not every client will be the client you were hoping for. Persistence and focus will bring you work with clients with whom you share common values and goals. Here are a few tips to consider when finding new clients to work with.

First, do your research and then make a list of 10 companies and professionals with whom you feel you would work well. Then, determine how badly they need your services. Clients usually seek outside assistance when a problem becomes so large that their overall business slowly begins to suffer.

Based on your list, set aside time to pitch between three and five business prospects each week. Face-to-face meetings are best. When we think of winning new business we often envision a head on, all or nothing endeavour. Building trust gradually by investing an hour or two each week to write well thought out letters to each prospective client can make a huge impact down the road. (Personalized, brief notes may be time consuming, but you will stand out in a digital age when people still like receiving mail.)

Your second strategy involves attending business and social events where your best prospective clients are most likely to appear. These are not limited to networking events, although those can help. Any event where you meet new people presents an opportunity to meet new clients. Make sure to introduce yourself to new faces and mention in casual conversation what you do for a living. You may not gain a new client right away, but you never know who will need your services down the road. Be sure to keep in touch with whomever you meet. People always remember a kind interaction. They especially remember two-way conversations that included topics of importance to them.

The third strategy is to stay in touch with your personal spheres of influence (or your inner circle) and let them know you are ready to take on new clients. You don’t have to be pushy or communicate a sense of desperation. Just make a quick note to yourself to mention your business when you are spending time with close friends. They may have a co-worker or acquaintance with a need for someone with your skills and put you in touch with them.

These three common-sense strategies you can help you confidently build a full roster of the kinds of clients with whom you wish to work.