Figure out your specialty (a solution-provider) and become the authority by setting a new standard for your industry.
When my wife needed to fix her sunglasses before our vacation (a problem), she couldn't find a store in the Toronto Eaton Centre to help her including a department store. Store employees would give her the standard line, "You didn't buy them here so we cannot service them!"
However Sunglass Hut came to her rescue by fixing the sunglasses while she waited (at no cost). A staff member explained, "We're in the business of sunglasses!"
When you focus on satisfying a person's problem even when there is no transaction simply for the purpose of relationship-building, they will become a member of your tribe. As a member, they'll broadcast your differentiating factor and never forget that you've solved their problem once.
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