is? A cold call. So is a letter of introduction . The difference is that phoning someone is much more immediate, and stressful. If you prefer, start with an email to your target, and follow up with an actual call. Even if the person hasn't read your email, you have a legitimate reason to call -- you're following up on your earlier email. This method takes some of the anxiety out of cold calls for me. Reward yourself. If I have to choose between the carrot and the stick, I can tell you that the carrot is a lot more powerful (and fun) motivator. Give yourself a treat--a glass of wine, a late afternoon movie, a massage--for making your quota of cold calls, and you may even look forward to doing them. Cold calls may not be favorite part of marketing, but if you don't have enough work, you have no excuse for not making them. Research companies, associations, or other potential clients online. Check their websites for the name of the person who hires or would be in charge of hiring freelancers; if you can't find it, call the company and ask. When you have the person's name and number, pick up the phone. The worst the person can say is "no thanks," or that he's not hiring freelancers. On the other hand, that call may turn into your introduction to a new client. Doesn't that make it worth your while? About Me I've been a fulltime freelance writer