Intrusive, mass-target marketing used to be considered a successful marketing model. Today businesses are focusing on building long-term relationships rather than quick, short-term acquisitions. It is key to understand that business is built on relationships and the basis of all business relationships is trust–internally within your team and externally with prospects, clients and vendors.
Nurturing relationships will help your business increase top-of-mind awareness when prospects are ready to buy. Once you establish a relationship, you are able to identify where a prospect is in your sales process so you can develop tailored marketing messages that fit who they are and where they are in the process of becoming a client.
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