How do you build and maintain relationships when you face a long sales cycle that can last many months if not years?
One of the areas you can consider is building a community of contacts from within your target market. They become a community when there is a sense that contacts are members of a group with shared interests, so you have an opportunity to engineer this and bring contacts together.
You are able to appoint yourself as the trusted expert in your field and use the community to inform and education members. This and the fact you are the organisers, raises your profile and keeps your name in your prospects’ minds for the time they’re in the market for your solutions.
There has never been a better or more affordable time to do this with the rise of social media such as LinkedIn groups and tools such as webinars.
