I'm not speaking purely about referrals. I'm talking about learning from your would-be-but-not-now-customers how their acquisition process actually works. How

I'm not speaking purely about referrals. I'm talking about learning from your would-be-but-not-now-customers how their acquisition process actually works. How do they find out about solutions? Are there trade journals they read? Conferences they go to? Blogs they follow? In other words, you say "Bob, I understand that you're not interested in buying my solution now-- that's fine. But if I wanted to reach a dozen more guys in your position, what would be the best way to do it?"