Often times, the things you do before you make the first sale are the things which earn you the trust that eventually becomes a lifetime relationship.
By the same token, the things you don’t do fail to build you that trust.
And, the things you don’t do well don’t help either.
After the first sale, it might not be as challenging, because you’ve proven yourself, to a degree.
Your relationship might be clear and well-oiled.
But don’t forget, not six months, or six years from that day: even the most solid foundations crumble without careful attention.