How do you build rapport and trust with potential prospects at events?

1 Prepare before the event

Before you attend any event, do your homework. Research the event's agenda, speakers, attendees, and sponsors. Identify the prospects that match your ideal customer profile and have a clear goal for each interaction. Plan your elevator pitch, your questions, and your follow-up strategy. Also, prepare some icebreakers and stories that relate to the event's theme or industry.

2 Be friendly and approachable

At the event, be friendly and approachable to everyone you meet. Smile, make eye contact, and use positive body language. Introduce yourself with your name, company, and role, and ask for their name and business card. Use their name often and show genuine interest in their challenges, goals, and needs. Avoid being pushy or salesy, and focus on building rapport and trust first.

3 Listen and add value

One of the best ways to build rapport and trust with potential prospects at events is to listen and add value. Listen actively to what they say, ask open-ended questions, and reflect back their main points. Show empathy, curiosity, and respect for their opinions and perspectives. Add value by sharing relevant insights, resources, or solutions that can help them solve their problems or achieve their goals. Don't pitch your product or service unless they ask for it or express a clear need for it.

4 Leverage commonalities and compliments

Another way to build rapport and trust with potential prospects at events is to leverage commonalities and compliments. Find out what you have in common with them, such as mutual contacts, interests, hobbies, or experiences. Use these commonalities to create rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport and rapport bond over shared values or passions. Also, compliment them on their achievements, skills, or contributions to the event or industry. Be sincere, specific, and timely with your compliments, and avoid flattery or exaggeration.

5 Follow up after the event

The last step to build rapport and trust with potential prospects at events is to follow up after the event. Send a personalized email or message within 24 hours of meeting them, thanking them for their time and reminding them of your conversation. Include a call to action, such as scheduling a meeting, sending a proposal, or inviting them to a webinar. Keep in touch with them until they are ready to move to the next stage of the sales process. Don't spam them or pressure them, but provide value and nurture the relationship.

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?