How to Build Trust with Remote Prospects

For remote salespeople, building trust with potential customers is essential to successfully closing a sale. It’s one of the most essential elements of a good sales strategy but when you’re dealing with prospects in a remote capacity it can seem like a bit of a daunting task. 

Luckily, establishing this kind of trusting bond with prospects doesn’t have to be difficult as long as you know what steps to take!

So let’s not waste any time and get stuck into the most important tools to help you connect meaningfully with prospects and establish a sense of rapport in order to advance conversations towards profitable outcomes.


Why Building Trust With Remote Prospects is Important

Understand the Challenges of Remote Prospecting

Create a Strong First Impression

Establish Credibility and Expertise

Foster Personal Connections

Overcome Trust Barriers

Why Building Trust With Remote Prospects is Important

The importance of building trust with remote prospects

Let’s be honest, building trust is important in any kind of business, but when it comes to remote sales, the stakes are even higher.

Trust helps a prospect to feel as though a salesperson is reliable, credible and genuinely has their best interests in mind. It’s one of the surest ways to grab the attention of a lead and turn them into a sale. 

With virtual meetings and screen sharing taking the place of face-to-face conversations, the challenge of establishing a genuine connection with your prospect becomes even greater.

But fear not, because there are a few tricks you can use to build a rapport that will carry you through to the signing of the dotted line or the metaphorical ring of a cash register. 

Understand the Challenges of Remote Prospecting

Ah, the joys of remote prospecting. Working from home in your pyjamas, not having to worry about pesky coworkers interrupting you, and not having to wear pants. But wait, there are also some challenges that come with this freedom. 

Understanding these challenges can greatly increase the likelihood that you will develop a strong level of trust with your prospects, so let’s take a look at them. 

The Limitations of Remote Communication

Following up with remote prospects regularly to support sales generation

Ever since the pandemic hit, remote communication has become the norm;  from Zoom meetings to virtual happy hours. But let’s face it, as convenient as it may seem, it has its limitations

So while remote communication has its benefits, it’s important to acknowledge its limitations and work around them appropriately.

The Importance of Empathy and Understanding

Empathy and understanding are two qualities that often go hand-in-hand. In a world where communication is everything, it’s important to be able to put ourselves in other people’s shoes and try to understand where they’re coming from. 

Without face-to-face interactions, it can be challenging to establish a relationship with prospects and gain their trust. However, by showing empathy and understanding towards their needs and concerns, remote salespeople can build that crucial bond of trust.  

The simplest way to do this is by taking the time to listen to the prospect’s situation and to validate their feelings. Doing this helps to demonstrate that the salesperson cares and is invested in helping the prospect.

Showing empathy doesn’t actually require a great deal of output, but it reaps massive gains in the long term. 

Create a Strong First Impression

Leveraging video technology to support remote prospects

Making a strong first impression is generally accepted as an absolute necessity in just about every type of business. 

A good first impression can set the tone for the entire sales process, while a poor one can make it difficult to gain the prospect’s trust. To make a good impression, remote salespeople should prepare ahead of time, dress professionally, even if they are working from home and ensure that their surroundings are neat and tidy. 

They should also be punctual, personable, and attentive to the prospect’s needs. By coming across as confident, helpful, and knowledgeable, remote salespeople can gain the prospect’s confidence and, ultimately, their trust. 

Making a good impression is just one piece of the puzzle, but it’s an important one that can set remote salespeople up for success in building strong, long-lasting relationships with their prospects

Below are some elements to consider so that your first impression is the strongest it can possibly be. 

Crafting a Compelling Email or Message

A compelling first message can be like a magic key to building trust with a prospect. To make a good first impression, it’s important to include certain elements in the message. These elements should showcase the salesperson’s expertise and understanding of the prospect’s specific needs. 

The message should start with a strong opening sentence that grabs the prospect’s attention and makes them want to learn more. It should also provide a clear and concise explanation of how the salesperson’s product or service can benefit the prospect. Keep your message concise and to the point; ain’t nobody got time for an essay.

Finally, the message should be personalized and show that the salesperson has taken the time to understand the prospect’s unique situation, but more on that in the next point. 

Tailoring Your Message To the Prospect’s Needs and Preferences

When it comes to communication, one size does not fit all. Tailoring your message to the prospect’s needs and preferences is essential for successful communication. 

This means understanding who you are speaking to, their preferences and adjusting your approach accordingly. You wouldn’t speak to a tech-savvy millennial the same way you would speak to someone from an older generation. It’s all about finding common ground and building a rapport with your audience. 

Think of it like a language. You wouldn’t speak English to someone who only speaks Spanish. By tailoring your message, you show that you care about your prospect and their needs and that you are willing to go the extra mile to connect with them. Plus, it just makes for an all-around better conversation or email interaction.

The next time you are communicating with a prospect, take a moment to consider their needs and preferences and adjust your approach accordingly.

Providing Value Upfront

Using screen-sharing technology to engage remote prospects

When it comes to providing value upfront, it’s all about putting your best foot forward.

Think of it like a first date; you wouldn’t show up wearing sweats and a frumpy t-shirt, right? You’d want to make a good impression and show your potential partner your best self.

The same goes for your business or brand;  if you want to attract and retain customers, you need to offer something of value right from the start. Whether it’s a free trial, a helpful resource, or a personalized recommendation, providing value upfront sets the tone for a successful relationship.

And who doesn’t love a little extra value? 

Establish Credibility and Expertise

Another element in the process of building trust with remote prospects is to make sure that you establish yourself as a credible expert in your field.

There are a few different ways you can help to show this within your interactions. 

Sharing Relevant Experience and Achievements

Sharing relevant experience and achievements is an effective way for remote salespeople to establish themselves as credible experts in their field. Prospects want to work with salespeople who have a proven track record of success and can demonstrate an in-depth knowledge of their industry and its challenges.

By sharing relevant accomplishments, such as industry awards or high-profile clients, remote salespeople can showcase their expertise and differentiate themselves from competitors. 

Additionally, sharing relevant experience, such as work done with clients in a similar industry or with similar challenges, can help to build credibility and establish trust with prospects. 

This can go a long way towards building a strong, long-lasting relationship that can lead to successful sales opportunities both now and in the future.

Demonstrating Knowledge of the Prospect’s Industry and Pain Points

When it comes to winning over prospects, it’s crucial to show a genuine understanding of their industry and the challenges they face. Sure, you could slap together a generic pitch and hope for the best, but where’s the fun in that? 

Taking the time to really delve into their pain points and tailor your approach accordingly not only demonstrates your knowledge but also shows that you care about their success.

Who doesn’t love feeling understood? So do your research, sprinkle in a little wit and charm, and get ready to impress those prospects like a true industry insider.

Providing Social Proof and Testimonials

Always providing social proof and testimonials with remote prospects

When it comes to making a purchase decision, social proof and testimonials can be a game-changer. People generally don’t want to be the first to try a new product or service. That’s where social proof comes in.

Prospects need to see that others have used, loved and recommend what they’re considering. And let’s be real, testimonials can be pretty convincing, especially when they’re from someone with similar needs or experiences. It’s like having a friend vouch for a brand but without the awkward conversation.

Most people will check out a few reviews of a restaurant before booking and this same logic can be applied to almost every product and service. Take the time to cultivate social proof that can be positively exploited. 

Foster Personal Connections

Another factor to consider when building trust with remote prospects is creating and fostering personal connections. People are bombarded with advertising, communication and sales tactics from the moment they wake up, till the moment they go to sleep, so it’s easy to disappear into the abyss of mass communication. 

Finding a way to appear more personal can really separate one salesperson from the millions of nameless ones out there in the ether. Below are some tips on how to go about adding a more personal touch to your sales process.  

Building Rapport and Finding Common Ground

Building rapport and finding common ground is an important aspect of remote sales, especially when it comes to establishing trust with prospects. By finding common interests and shared experiences with the prospect, salespeople can create a more personal connection that goes beyond just the business transaction. 

This can help to build trust and establish a sense of familiarity with the prospect, which can be critical in remote sales where personal connections can be harder to establish. By taking the time to get to know the prospect and developing a rapport, remote salespeople can create a sense of camaraderie and mutual respect that can lead to successful sales opportunities in the future. 

Using Video Calls and Other Tools to Create Face-To-Face Interactions

Long gone are the days of only communicating with text and emojis. Now, with the help of technology, we have the ability to see and talk to people face-to-face no matter where they are in the world. 

From video calls to virtual meetings, technology has revolutionized the way we connect with one another. Plus, with the added bonus of being able to share screens and collaborate in real time, it’s like having a meeting or conversation in person without actually being in the same room. 

The trick is to make the communication process feel as easy as (or even easier than) doing it in person. One thing to consider is how to get a prospect to see you or your presentation in as few clicks as possible and without needing to download software. CrankWheel has perfected instant screen sharing.

Showing Genuine Interest and Empathy

Showing genuine interest and empathy is a key element of building trust with prospects in remote sales. Prospects want to feel that their needs and concerns are understood and valued, and a salesperson who takes the time to listen and demonstrate empathy can be incredibly effective. 

By showing a genuine interest in the prospect’s situation and taking the time to understand their specific needs and challenges, salespeople can build a bond of trust that is mutually beneficial.

When prospects feel that a salesperson is invested in their success and genuinely cares about their outcomes, they are much more likely to trust that salesperson and view them as a valuable partner. 

Follow Up and Stay Engaged

Sales-people should always follow up and stay engaged with remote prospects

Staying engaged is crucial in any relationship, be it personal or professional. After all, who wants to be ghosted? Following up is a great way to show that you care and are invested in the business relationship. Plus, it doesn’t hurt to keep that line of communication open. Below are some things to think about so that your prospects don’t become (insert music) ‘Somebody that you used to know.’

Consistent and Personalised Follow-Up Messages

Always personalize follow-ups with remote prospects

Following up in a timely and professional manner reinforces the salesperson’s credibility and reliability, creating a sense of trust and dependability. 

Personalizing any messages, with reference to any previous conversations, shows that the salesperson is attentive, invested in the prospect’s success, and cares about their needs. 

Providing Helpful Resources and Insights

Providing helpful resources and insights can be a powerful tool for remote sellers looking to build trust with their prospects. By offering value-driven insights and informative resources, remote sellers can demonstrate their knowledge and expertise within their industry, positioning themselves as trusted advisors to the prospect. 

This helps transform the salesperson from someone who just wants to sell something, to a trusted source of valuable information. 

From whitepapers to how-to guides and blogs,  remote sellers can use these materials to create a fruitful conversation and add value to their communication. 

Nurturing the Relationship Over Time

By staying in touch consistently, salespeople can show that they value the relationship beyond the immediate sale, and that they are interested in the prospect’s success in the long term. 

Regular check-ins, sharing interesting articles or insights, or celebrating their achievements, can help the salespeople make a more personal connection with the prospect beyond just selling a product or service to them. 

The more a prospect has an understanding of the seller as an individual and how they can add value to the buyer’s business, the more they are likely to view them not just as a vendor, but as a valuable partner.

By keeping the relationship healthy and alive over time, remote salespeople can lay a foundation of trust that nurtures the business relationship today and for years to come.

Overcome Trust Barriers

Build trust with remote prospects with credentials and case studies

In the journey to building a high level of trust with remote prospects, it’s also important to be aware of and address some of the barriers that can impede the level of trust felt. 

Addressing Concerns and Objections Proactively

By actively addressing issues that might arise before the prospect has the chance to mention them, sellers can demonstrate their trustworthiness and expertise

For example, when discussing pricing or product features, it’s important to provide detailed explanations so that prospects understand exactly what they are getting.

Additionally, it is also crucial to be proactive in overcoming any potential concerns or objections that may come up during conversations, such as offering discounts or extras if needed. This shows that you are dedicated to ensuring a satisfactory outcome for your customer – thus building trust. 

Providing Transparency and Clear Communication

By clearly explaining the product and/or service offering, as well as its features and benefits, buyers will be better informed when making decisions. This also helps to avoid any potential issues further down the line because if buyers are not fully aware of what they are buying, they may not be happy with the end product. 

It is important to be honest in all communications between buyer and seller, both during negotiations and afterwards, so that prospects can trust that they are getting an accurate account of events. 

If a prospect feels that they are being misled or sold something under false pretences, they will be less likely to engage in long-term business opportunities with the seller. 

Building a Culture of Trust Within Your Organisation

If colleagues have faith in each other and the way they communicate, this will often translate into an environment where customers can also be sure of their interactions with the company. This includes ensuring that your team is knowledgeable about products and services, current offers and promotions, customer service protocols etc. This will allow them to provide the best advice for prospects when necessary. 

Having open and honest communication between staff members helps build credibility with clients, which in turn increases trust levels. Ultimately, by fostering a culture of trust amongst staff members, it puts remote sellers in a stronger position to establish mutually beneficial business partnerships built on trust with their customers.


Trust and support from sales-people with remote prospects

Ultimately, building trust with remote prospects is vital for salespeople. It provides a competitive edge and can be the deciding factor in whether or not a customer makes a purchase. Embracing technology and investing in customer-focused communication tools can also play an important role in building meaningful relationships that will help pave the way to success. 
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