How can you build rapport with a Business Services prospect who is disinterested in your services?

1 Find common ground

One of the easiest ways to build rapport is to find something that you and your prospect have in common, such as a mutual contact, a shared interest, or a relevant experience. This can help you break the ice, show that you have done your research, and demonstrate that you are not just a salesperson, but a human being. You can use social media, LinkedIn, or your CRM to find out more about your prospect's background, hobbies, goals, and challenges. Then, you can use this information to start a conversation, ask open-ended questions, and show genuine interest.

2 Listen actively

Another key skill for building rapport is to listen actively to your prospect. This means that you pay attention to what they are saying, and also to what they are not saying. You can use verbal and non-verbal cues to show that you are listening, such as nodding, smiling, paraphrasing, and summarizing. You can also use empathetic statements, such as "I understand how you feel", "That must be frustrating", or "That sounds exciting", to show that you care about their situation and emotions. By listening actively, you can make your prospect feel valued, respected, and understood.

3 Adapt your style

A third tip for building rapport is to adapt your communication style to match your prospect's. This can help you avoid misunderstandings, create harmony, and influence your prospect positively. You can use the DISC model to identify your prospect's personality type, and then adjust your tone, pace, language, and body language accordingly. For example, if your prospect is a dominant type, you can be direct, concise, and assertive. If your prospect is an influencer type, you can be enthusiastic, expressive, and optimistic. If your prospect is a steady type, you can be calm, supportive, and patient. If your prospect is a conscientious type, you can be logical, factual, and precise.

4 Provide value

A fourth tip for building rapport is to provide value to your prospect. This means that you offer something that can help them solve a problem, achieve a goal, or satisfy a need. This can be a piece of information, a resource, a referral, a testimonial, or a trial. By providing value, you can show that you are not just interested in selling your services, but in helping your prospect succeed. You can also use this as an opportunity to demonstrate your expertise, credibility, and professionalism.

5 Follow up

A final tip for building rapport is to follow up with your prospect. This means that you keep in touch with them until they are ready to buy your services, or until they tell you to stop. You can use email, phone, or social media to follow up, and you can use a mix of content, such as reminders, updates, tips, offers, or feedback requests. By following up, you can show that you are committed, reliable, and respectful. You can also use this as a chance to reinforce your rapport, address any concerns, and move your prospect closer to a decision.

By following these tips, you can build rapport with a Business Services prospect who is disinterested in your services, and turn them into a loyal and satisfied customer.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?