Building trust, over time

I met you in a business meeting, or a networking meeting, or in a social group. You’re nice enough, and we had a great talk about the products you’re selling.
You don’t have my trust yet. But I’m interested, enough that I’ll continue the discussions with you. We’ll meet again, and you’d like me to give you leads and referrals.
At some point, I’m still interested, so I’ll go and purchase your product. I appreciate that you were friendly and maybe even gave me a little discount, but I bought it primarily because you were addressing a need that I have.
Ready for…