There's a great deal of satisfaction to winning over a customer everyone else sees as difficult and creating a great relationship; I believe it's important to make the initial approach run the first meeting without preconceived ideas in mind and let things go from there; It's also wise to use ears and moth in a 70/30 percent proportion weighted towards the ears as over-talking isn't a good thing.
There's many elements to relationships, business or personal, and the same ones (generally) apply to both.
I had a great day today, the meeting was a good one and the drive and languishing around in that coastal town paid for by my organisation? What's not to like huh? 😉