How can you establish trust with a prospect during follow-up?

1 Be consistent and reliable

One of the easiest ways to lose trust with a prospect is to be inconsistent and unreliable in your follow-up. If you promise to call them on a certain date, do it. If you say you will send them some information, follow through. If you agree to a meeting, show up on time and prepared. By being consistent and reliable, you demonstrate your professionalism, credibility, and respect for your prospect's time and needs. You also create a positive impression and expectation that you will deliver on your value proposition.

3 Be respectful and courteous

A third way to establish trust with a prospect is to be respectful and courteous in your follow-up. Don't bombard them with too many calls, emails, or messages that interrupt their day, overwhelm their inbox, or annoy them. Don't pressure them to buy or make commitments that they are not ready for. Don't ignore their feedback, objections, or questions. Instead, ask for their permission and preference on how and when to follow up with them. Listen to their concerns and address them with empathy and honesty. Thank them for their time and attention, and acknowledge their progress and achievements. By being respectful and courteous, you show your prospect that you value their relationship, that you respect their autonomy, and that you care about their satisfaction.

4 Be authentic and transparent

A fourth way to build trust with a prospect is to be authentic and transparent in your follow-up. Don't pretend to be someone you are not, or say things that you don't mean, or make promises that you can't keep. Don't hide or manipulate information, or exaggerate or downplay facts, or avoid or deflect responsibility. Instead, be yourself and express your personality, passion, and enthusiasm. Be honest and clear about your intentions, expectations, and limitations. Be open and accountable for your actions, results, and mistakes. By being authentic and transparent, you show your prospect that you are trustworthy, credible, and confident.

5 Be responsive and proactive

A fifth way to establish trust with a prospect is to be responsive and proactive in your follow-up. Don't leave them hanging or waiting for your response, or forget or neglect to follow up with them. Don't assume that they are not interested or ready, or that they will reach out to you when they are. Instead, respond to their inquiries, requests, or feedback in a timely and appropriate manner. Anticipate their needs, concerns, or objections, and provide them with solutions, alternatives, or reassurances. Follow up with them regularly, but not too frequently, and keep them updated on the status, progress, and next steps of the sales process. By being responsive and proactive, you show your prospect that you are attentive, engaged, and committed.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?