How Do I Manage to Stay in Your Mind Without Getting in Your Face?

"We meet people by introduction, not by crisis," he says. "If you're not the one who comes back to mind when they have that need to know, it's going to go to some one of your competitors." He calls up clients once a quarter and asks them how they are doing; then follows up with regular follow-ups. The process is about creating fuel that fuels opportunities even if initial contact was not hot at the time or doesn't produce value for lifetime account.