To convert prospects and opportunities into clients you need to have nurturing activities for those that aren't ready to join right now - which will be the majority. Where can you be helpful and how can you always have something to invite the prospect to?  
Nurturing ideas: 

case studies 
awards 
educational content: video, podcast, whitepaper, blog 
educational webinars and Q&As 
entertainment events (once COVID restrictions pass) 
send your book 
offer a free 'growth planning session' 
build your email list and keep it warm through regular invites, education, updates

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