Mike Morrison says network, but allow time to build relationships.
Sites like www.trainerbase.co.uk and www.skillfair.co.uk are worth looking at. Although Trainerbase is exclusively focused on trainers - the other is more generic.
Go to local CIPD and CMI events and network there. Write articles for sites like this to get yourself known. Join local Chambers of Commerce.
Do not be put off by the fact that there are only SME's locally - 80% of the UK workforce are employed in SME's and they do employ trainers.
You seem to hint at the fact that when you do pitch 'informally' you hit a brick wall... are you selling or building relationships?
It can take a long time to build a successful business - so its is about having a medium term plan.
Your local Business Link will no-doubt run networking events and offer guidance on how to network effectively.
Another option is to network with other like minded trainers - for example the forthcoming TrainerBase conference looks great (download the TrainerBase Conference Brochure).
This article asks a similar question and has some great answers.
I hope this is of value to you and good luck
Mike
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