• High-impact prospecting is about generating quality leads that have a high chance of turning into clients.

• Wealthy freelancers concentrate their time, effort, and budgets on prospecting tactics and approaches that produce the best results for the time and money invested.

• Virtually every wealthy freelancer employs one or more of the following five tactics: tapping their network, getting more out of existing clients, investing in smart local networking, leveraging social media, and employing direct mail.

• Approaching people you already know—personally or professionally—about your freelance business is always the best place to start prospecting.

• Besides being excellent sources of referrals, existing clients can also be great sources of additional work.

• The secret to successful local networking is to focus on only one or two organizations; become active in each one; and treat it as a long-term initiative, not a quick fix.

• Thousands of freelancers are using social media to generate leads, opportunities, and clients by participating actively, offering value first, contributing ideas freely, taking a long-term approach, and developing targeted communities.

• Direct mail should become the one prospecting activity you continually run in the background while you carry out other promotional efforts.

• Rather than blasting out thousands of postcards or letters to overtly promote your services, use direct mail to promote a high-quality buzz piece that positions you as an expert in your field.