The biggest thing is your attitude.
Come across desperate and the customer see it.
It like when you have a girlfriend, you get other girls interested. When you don't have a girlfriend it sucks.
I found when I went looking for work, dropping 50 leaflets here, 100 here, 500 here, dashing about trying to get more work for us. It never worked.
Sat down had a look at how to build the business, saved my pennies and the results are great now.