The short answer is: show you are interested in them. How?
Escape from Cubicle Nation says The key to small business success: be the sharpest knife in the drawer
The article gives the example of an insurance agent who “does some exceptional things that make me fiercely committed to him and his company”.
The article says:
- He provides valuable information to help us make decisions, not to try to sell us high-priced products.
- He follows up promptly.
Read the article for more specific strategies.
David Maister refers to a report on lead generation which says the “most effective mix of tactics reported were ‘warm’ phone calls to existing contacts, speaking at conferences, running the firm’s own in-person events, becoming members of an industry association…”.