7 Proven Tactics to Build Trust Over Remote Sales Meetings

The days of relying solely on face-to-face meetings are long gone. Remote selling, through platforms such as Zoom, Teams, or Google Meet, has become the standard way of initiating conversations with potential clients. Although there was once some hesitation about the effectiveness of remote meetings, especially before COVID, they are now an essential part of modern sales.

Virtual meetings offer huge benefits. They reduce travel time, allow greater scheduling flexibility, and make it easier for prospects to fit a conversation into a busy day. In the early stages of a relationship, before either side is ready to commit to anything more substantial, a remote call can be the ideal way to begin building rapport.

However, selling remotely does require a different set of skills to in-person meetings. Here are seven proven tactics to build trust and create genuine connection over video.

1. Prepare Your Setup: Lighting, Framing and Sound Matter

Your appearance on camera sends a message before you have even spoken. Good lighting, clear sound, and proper framing all contribute to a professional image. Make sure your face is clearly visible, avoid sitting with a window directly behind you, and check that your background is tidy and not distracting.

Use headphones with a built-in microphone to ensure that your voice is clear. Position your camera at eye level and look directly into it when speaking. These simple changes help create the feeling of a face-to-face conversation, even through a screen.

2. Research the Person Beforehand

Take time to learn about the individual you are meeting. Look them up on LinkedIn and on their company website. Have they been featured in recent articles or shared any insights? Are there shared interests or connections you can reference? Perhaps they live in a location you are familiar with or studied somewhere you recognise.

This is not about being overly familiar. It is about showing genuine interest in the person, not just what they might buy from you. This creates a more human conversation and helps them feel seen as an individual, not a transaction.

3. Use Meaningful Ice Breakers

Rather than diving straight into your pitch, begin with a simple but thoughtful opener. Ask how their week is going, reference something you read about their business, or comment on a shared interest you found during your research. This short exchange helps ease both of you into the conversation and sets a collaborative tone.

Remember, the goal is not to make small talk for the sake of it. It is to remind the person that you are human and that you are here to listen, learn, and understand before offering solutions.

4. Make It a Two-Way Conversation

Salespeople often default to presenting, but remote selling works best when it feels like a conversation. Use screen shares and slides sparingly. Instead of showing ten slides in a row, pause and ask questions. For example, you might say, “This is something we often see in your industry. Is that relevant to your situation?” or “Does this reflect what you are experiencing at the moment?”

If the answer is yes, explore further. If not, ask what they are seeing instead. This approach invites your prospect to participate in the discussion and ensures that the meeting remains relevant and engaging.

5. Engage Visually to Keep Attention

In remote meetings, attention can drift. Use visual storytelling to keep your prospect involved. Share slides that are simple and visually engaging. Use annotations or live whiteboarding where appropriate. These tools can bring abstract ideas to life and make your solution feel more tangible.

However, avoid overloading the screen. The more your prospect sees your face and hears your voice in a conversational tone, the more likely they are to connect with what you are saying.

6. Follow Up with a Thoughtful Email

Within an hour of the meeting, send a follow-up email. Thank them for their time and include a brief summary of what you discussed. Mention something personal they shared during the conversation. For example, if they said they were going on holiday, you could write, “I hope you have a fantastic time away. I look forward to hearing all about it next time we speak.”

This reinforces the relationship and shows that you were paying attention. It also allows you to confirm next steps, share relevant documents, and stay top of mind.

7. Track Key Metrics

Remote selling should still be measured. Keep track of no-show rates, how often conversations lead to follow-up calls, and how quickly deals move through your pipeline. These metrics help you refine your process and understand what is working.

You might find, for example, that meetings booked early in the day have a higher attendance rate, or that a particular opening question increases engagement. Use this data to optimise your remote approach over time.

Final Thought: Relationships Still Matter

Although the format has changed, the fundamentals of selling remain the same. People buy from people they trust. By treating remote meetings as opportunities to listen, engage, and build relationships, you can create genuine trust without ever leaving your office.

Remote selling is not a compromise. It is a smart, efficient, and highly effective way to connect with the right people and start meaningful conversations. The key is to keep it human, every step of the way.

For more support and tips on effective sales engagement, get in touch: