Make sure to do your research before the meeting. Show that you respect and value their time.
One of the best ways to do that is to gather information before the meeting. Connect with them on Linkedin or Facebook. Check them out. Learn more about their company, by checking their company’s website and social media updates. Look for clues around what are the most pressing challenges they are facing right now.
Your research should also include baseline information about the person’s role and their company. Who are their ideal target customers, who are their competitors? what are their reviews like?
The last thing you want is to start a call or meeting with “tell me about your company”, instead frame your conversation. Frame it around “hey I know you do this this and this, how are you handling such and such based on that context? At the least you’re showing awareness of who they are and what they do.
Building trust remotely isn’t that different from building trust in person. You just have a lot less time so make sure you’re organised and have done your research before hand.