Trust is reciprocal and empowering. Trust imbues trust.
In order to expect to be trusted, being trusting is essential. Give first and you’re likely to get. In fact, we all know someone who, without precident, is not trusting. It’s hard not to doubt that person’s intentions. It makes you wonder what they’re afraid of and believe if they’re likely to do unto you as they believe you will do to them.
How does this relate to trusting your prospect?
I’m not suggesting you trust that they will call you back necessarily; although you can allow them to do so as long as they agree on how you’re allowed to follow-up if they get to busy and forget — always have a gracious, proactive back-up plan.
On a higher plain, trusting there’s a deal in place without a contract yet may be in order. Don’t spend the money yet, but that’s not the point — we’re talking about fortifying the relationship by being trusting.
How do you extend trust to your prospects and clients?