One of the best ways to get in front of clients and ultimately get work is to build good solid relationships with people. People buy from people who they know, like and trust. So, any freelance trainer trying to sell their services is going to have to be prepared to put a lot of time and effort into developing and nurturing these relationships.

And the key words here really are time and effort. Don’t think that just by going to a networking event and collecting a few business cards you are well on your way to getting work. The chances of someone calling you after an event and saying ‘Hey, come in and run a management development programme for us’ are practically nil. You have to be patient.