Exactly. You go to the customer, they don't come to you.
It can take time, and consistency, but persistence in a good way) builds up trust.
Equally it acts as a view into you. Are uou generally helpful when interacting, or just pushing you product. I became an "industry expert" - helping whoever and however I can. Regardless of whether it pushed my product or not. Equally where I had a product that solved an issue I didn't hesitate to mention that as a solution.
