Your copywriting practice is built a client at a time. After the first client, your marketing becomes much easier, because you can use any client as an entrée into his circle of contacts.

You do this by asking for referrals. Simply ask your client, either in person or on the phone: "Who else do you know who might be interested in my services?"

Stay silent after you've asked the question --- you must give your client time to think. Remember that you've sprung this on him, and he isn't ready for the question, so just wait for a few moments. Don't speak until you've got at least one name.

After he's given you one name, just ask: "Who else?"

Keep asking "Who else?" until you get at least five names. Remember that you must keep silent and allow your client to think. Bite your lip or your cheek if you have to, but don't speak.

You may think that you've now got five other companies you can approach, but in reality you've got many more than five. Why? Because you'll ask everyone you speak to at these companies whether they know any other businesses or individuals who might be interested in your services.

You also need to beware of making assumptions. Common assumptions novice copywriters make:

* judging a client on the size of his office, or Web site, or stationery, or vehicles;

* downgrading a client from A to B status because she only buys an hour of your time per month;

* thinking that because you've written an ad or a speech for a client she's aware of all the other services you provide;

* that six months after you've done some work for a client the client will remember who you are and what you do.

Your assumptions will keep your business and client base small. Never assume. That tiny one-hour-a-month client may land a big contract, and sign you on for 100 hours a month for three months.