Present your business in ways that connote that you have confidence in what you deliver. Communicate in ways that separate you from the competition. If you take enough time to define what's special about your offerings, you can more easily communicate this to others.
Create a Connection
Communicate in ways that show you provide personal attention. Emphasize how you approach a project. For example, make sure your client or customer knows you spend 10 hours evaluating a client's goals prior to launching a project.
Talk about Your Strengths
Never promise to deliver what you know you can't. People respect business professionals who know their own limits. Pretending to be a "jack of all trades" will make you appear needy for business. Instead, communicate your strengths and areas of expertise.
Avoid Looking Like a Startup
Even if you began your consulting business last week, avoid communicating that your customer is among your first. Figure out a way to perform complimentary services or donate time to a cause, so you'll have an impressive resume. Communicate the quality of service you provide.
Sharpen Your Company Image
Even if you run your freelance consulting firm from a small home office, emphasize your strong points. If you've served two hospitals, communicate that your firm "serves hospitals." If an organization endorses you, state this in brochures and in phone conversations. Build a nice website and print professional-looking business cards.
Decide What You Don't Want
You don't want or need every type of customer or client. Acknowledge to yourself the type of client you wish to avoid. If very small contracts will simply waste your time, designate prices in your literature and sales negotiations that automatically rule out people looking for bargain services.
Learn to Use Time Wisely
Time is your most valuable commodity in business. You cannot borrow or buy it back. Don't let other people waste your time. Learn to discern which clients are truly interested and who is wasting your time. Good business communication means assigning real value to time, so you can spend it writing important emails, answering important calls and having lunch with people who truly fit into your network.
