Following Up: Establishing Trust

As professional persuaders, one of your most important skills is establishing trust with prospects, employees, and internal/external customers. After all, as one wag phrased it, "I don't care how much you know, if I don't know much you care." One way to establish that caring is by following up on your promises to get back to them on time, especially in the beginning. After all, why destroy a promising relationship that has barely begun?

If getting back to people on time is tough, write reminders to yourself on your planner or scheduler. You can also write notes on the back of their business cards about precisely what you promised to do.

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