I do everything wrong. I mostly wait for people to call me. In recent years I've started turning down any place that has too much smoke.
I've raised my prices quite a bit also. I'm not working as much, but making more money when I do. If you deliver the goods, and act professionally, the jobs will come.
You have to arrive on time, dress appropriately, treat the place as if it were your own. Play the kind of music they want to hear, whether they know it ahead of time or not.
I never have understood why musicians will work so hard for a job, doing something they love to do, then want to take extended breaks all night.
Gary does it the right way, and I used to do all that too. It will work. And it is necessary to get started in your career.
Only freebies I've ever done were at my wife's church. I usually got other jobs from that, and they hire me for parties when funds are available.
One serious word of advice: Don't work too cheap. Once you establish a price at a place, it's usually impossible to get an increase, regardless of what they tell you up front. "Play for X$ for a while, and when you build it up, I'll pay more". Don't believe it. It's more likely the Easter Bunny will polish your golf clubs for you.
DonM