Repeated Contacts are needed to establish this relationship. Trust does not come quickly. The contacts should be part of an overall plan. Fragmentation in the Marketplace is continuing as the competition gets smarter too. Competitors are constantly looking for the competitive edge that will get them to their goals.
Niche markets can provide high profit margins.
Price has become a primary concern usually falling in the top priorities. Customers want to get to price early and sales pros want to get to price last. Profitability is the name of the game. It either generates profit or brings other benefits. If it does neither then it hurts the business.