While it’s true that having relationships with other freelancers is beneficial, networking doesn’t have to — and shouldn’t — stop there. Beyond the world of other people hustling to make a living as a freelancer, there lies an entire ecosystem of business owners that want and need your services. In our Networking 101 post, we covered some basics on how to maximize the value you get (and give) at networking events. Here, we’re going to go deeper into how you can use the connections you make in person and online to up-level your freelance career.

1. Network outside of networking organizations

Networking events are useful for a lot of reasons — they connect you with like minded people, offer growth opportunities, and can even lead to paid work. But it’s important to consider this: people who typically go to events intended specifically for networking are usually in the same boat as you — looking to expand their career. While the connections you develop at those types of events can be highly valuable, at some point you’ll want to rub elbows with people who can actually hire you.

Forego the typical circuit of events designed for networking and, instead, look for panels, speakers, or conferences for members of the industry you work in (or want to work in). Because these events will be full of people who are already part of your niche industry, it’ll be easier to make high-level connections with decision makers. As an added bonus, attending industry-specific events helps people become familiar with your name and face. Over time, you’ll be viewed as an “insider” — a label that will make the decision between hiring you and someone they’ve never seen around a no-brainer.

2. Connect with people outside of your industry

Are you starting to see a theme here? Think outside the box. If you only stick to what you know, you close yourself off to potentially lucrative and fulfilling opportunities. While a tech writer may not be looking to venture into the world of fashion writing, it can be helpful to explore industries that are complementary to your own. Taking a broader approach to what defines your industry can open doors you may have never even considered as possibilities. There are a couple easy ways to do this:

• Vertical expansion— This is referring to the people “above” and “below” your existing or ideal clients. First, look at the businesses that support your clients. Where do they hang out (online or in real life)? What kind of value can you offer them? Then, look at the customers of your clients. Who are they? Do they need the kind of service you offer?

• Horizontal expansion— Let’s say you write for real estate companies. Think about which industries are complementary: maybe construction companies, interior design firms, or even brands that offer mortgage financing services. This approach allows for practically endless possibilities.

Once you have an idea of the different types of companies you could work with, it’s time to get visible. Follow them on LinkedIn. Attend industry events. Make it known that you have experience working with the people they work with and you’ll be a shoe-in next time they need a freelancer.

3. Ask for an introduction

Think of networking like a complex spider web: your network is made up of all the people you know and all the people they know. This goes on and on — we’re all connected to some degree or another. What this means for you as a brilliant freelancer is that you have access to an unlimited number of people. But don’t just wait around and hope that someone you know will connect you to someone they know. Ask for the introduction. They’ll be lending you their credibility, so if you do get introduced, make sure you’re bringing your A-game.

4. Get back to the roots of networking

Surely you’ve heard that social media is all the rage these days. And while it has its time and place, there’s a lot to be said about going analog with your networking efforts. What I mean is that there’s a lot of noise online and social media can blur the line between “I really want to know you and help you” and “I want to be part of your network.” By putting down your phone and connecting with people in real life, you’re bypassing all of that chatter and getting back to what networking is really about: meeting people and building relationships. When you shift the focus back to this, you’ll make deeper, more meaningful connections with people you can help and with those who can (and want to) help you.

What are you doing to up-level your networking game? Let us know in the comments!