1. Talk to people and sound like you know what you're talking about. In my (admittedly limited) experience, it's been "be opinionated, and be able to back up the opinions when challenged".

2. They mention opportunity for equity. You mention you only work for money. Sometimes they take you up on it.

3. Do a great job. They brag about you. This gets you more clients. But don't count on that. Ask for referrals.

4. Increase your rate as your utilization goes up.