As with any business, it’s imperative to network, network, network. Don’t be shy and don’t be afraid of sharing information with others. Yes, they are your competition, but this is a huge market and if you exchange ideas with a few fellow resellers, you and them will have the edge over the hosting resellers that shy away from peer contact.
Join several webmasters forums. Almost all of them have hosting sections. This is a great way to be in the loop, learn of industry news, of what others are doing and much more. Don’t just lurk, post as well. Let people know you and approach you when they have questions or comments. Make yourself visible. Keep your posts friendly and polite. Remember, it’s your business image that you are projecting. Even if these people are not your potential customers (and they certainly are not), you still want to present your company in the best possible way.
If your host runs webmasters forums, certainly do join them. Remember though, that you want to be part of the major forums, not just your hosts. When deciding which forums to join, check to see how many registered members they have and how recent are the postings. If there are 3 registered members and the latest post is six months old, don’t waste your time and move on…