[gallerytungsten]

Referrals.

If you say "I don't know anyone" then start networking. Sure, it's easier said than done. But if you have the chops, and do just a few good projects, word will get around.

To take it to the next level, try to find a company that is run by or that employs a master sales person. Take that person to lunch and get a crash course in sales. Because once you have the referral, you're warm; when you know how to close, you'll be hot.

[lincolnwebs]

This is precisely it. I found an extraordinary mason recently from a friend's referral. He has zero online presence. When I asked him about that, he said "why would I get a website when I already have more work than I can handle?" Being known as a pro is more important than all the marketing and bidding in the world.

[zmitri]

THIS. Referrals are how all great freelancers I know work. Word spreads very quickly if you produce quality work in a reasonable time frame and have solid estimation skills.