Three short years into my freelance business, I still answer my phone when an unknown number rings. Most of the time, it's a bot or a cold call, but I still hold out hope that it's a direct referral from another client (yes, if you're trying to hand me new business, feel free to give out my number). Last Thanksgiving, that direct referral popped up in my inbox.

"I'm a restaurateur based in Chicago. I'm working on a new opening in the west loop and was looking for a little bit of help on the graphic design front."

Please, tell me more.