The only way to create and then strengthen interpersonal business relationships is to help each contact achieve goals, minimize risk, enjoy what they're doing, eliminate pain, etc.
All the personal stuff is fluff [golf, football tickets, lunch, etc.] that will make a difference only if job #1 is accomplished.
First, get to know their company and industry before attempting to gain personal credibility with them.
Then, make sure they know if you have a strong business relationship with others that they admire in their own organization or industry. It lessens their risk in partnering with you because they don't have to be the first.
Continually add value just to maintain your relationship because someone else that they've discovered on their own in this new world of self-service marketing has come along without your knowing it.
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