Hi Dawn,  It's really important to connect with people and gain trust.  Even in a virtual position where you may never meet them face to face.  You have to have something in common just to start a conversation and then from there it can really take time for a business owner to trust you.  Referals are an excelent remedy for this but that doesn't help when you don't have any yet.

Do you have a niche narrowed down?  Narrowing down your marketing to an industry that you know well, or are passionate about can help with your first step - starting a conversation.  Also, even though your a virtual worker does NOT mean you can't work locally too.  Getting to know your local businesses and meeting people face to face is the best way to gain trust. Once you get a client or two, if you serve them well, you can get a referal and that should get the ball rolling.

Wishing you the very best.

Amanda