If a salesperson has to push a prospect to schedule the next meeting, the sales process has failed. When trust and value are properly established, the customer will be the one eagerly driving the process forward and asking how quickly they can meet again.
Modern trust-building isn't done with a handshake but by creating a library of content. This allows prospects to engage with your expertise for hours on their own time, establishing a bond and level of trust that makes a future sales conversation far more effective.
When creating content to build trust, authenticity is more important than a polished, smiling persona. Don't be afraid to be yourself, even if you're not a 'big smiler' on camera. Prospects connect with genuine ideas and a consistent presence, not a perfectly produced but inauthentic performance.
Old-school sales tactics like forced smiles, overly eager emails, and scheduling tie-downs ('Wednesday at 3 or Thursday at 4?') are transparent and off-putting to modern buyers. Rather than building rapport, these techniques are perceived as 'smoke' and immediately erode credibility and trust.