Slow and Steady Prospecting

In recent days, I've spoken again with a regular client: a Dealer Principal of a prestige dealership. Every second or third time that we speak together, he asks me about my needs for my next vehicle purchase and he mentions, in a low pressure way, a specific model vehicle in his range ( one that he knows I particularly like ). Whenever he discusses the topic of me updating my car, he does so with a good understanding of my needs and a clear focus on my needs, not his.

This has happened without me ever making a sales enquiry at his dealership. Through our business association, he has simply 'prospected' me. Over the last year, he has subtly positioned himself so that I am very likely to speak with him before I buy my next car.