Have you tried short virtual networking and chit-chat that used to break the ice before in-person meetings?
From fastcompany.com:
"Virtual work with colleagues is hard. Remote relationships with clients are harder"
"Two software executives explain why it is harder to ‘read the room’ on teleconferencing platforms like Zoom.
Before the spread of the coronavirus shut down offices worldwide, this is what business as usual looked like for software vendors like us: We worked closely with our customers, meeting with them in-person for regular check-ins. Maybe we’d see them at a holiday party or arrange to visit during an industry event.
Over time, though, with proper care and nourishment, these transactions would grow into deep relationships that allowed us to better respond to clients’ needs and often turned into..." read more