[csa]

Fanatical Prospecting and Objections by Jeb Blount.

These are very full-time-sales-oriented books, and they may be too much for what you need. That said, they might be spot on.

In general, I would:

1. Talk to your network. This will yield your warmest leads.

2. Find a niche of clients who really have a tough time finding people for whatever reason. A good example for tech might be small town governments — they have needs and money, but they don’t have knowledge/expertise or funds to hire a lot of full timers. Target those groups and/or find out what contractors work with those groups and sub with them.

3. (Related to above) Find a bigger agency and just subcontract out with them. This might be a little lean in terms of money at first, but it will introduce you to a specific industry space both in terms of problems and people who solve them.

Good luck!