How can you adapt your communication style to build rapport with Business Services prospects?

2 Match your prospect's communication style

Once you have identified your prospect's communication style, you can try to match it to create rapport and harmony. This does not mean that you have to copy or mimic your prospect, but rather that you adjust your own style to match their level of energy, enthusiasm, formality, and detail. For example, if your prospect is dominant, you can communicate more confidently, concisely, and directly, while if your prospect is influential, you can communicate more warmly, expressively, and creatively.

3 Use active listening skills

Another way to adapt your communication style and build rapport is to use active listening skills. Active listening means that you pay attention to what your prospect is saying, show interest and empathy, and provide feedback and clarification. Active listening skills include using eye contact, nodding, smiling, paraphrasing, summarizing, asking open-ended questions, and reflecting feelings. By using active listening skills, you can show your prospect that you respect and value their opinions, needs, and concerns, and that you are genuinely interested in helping them.

4 Be respectful and courteous

No matter what communication style your prospect has, you should always be respectful and courteous in your interactions. This means that you should use appropriate language, avoid interrupting, criticizing, or arguing with your prospect, and acknowledge their point of view. You should also be polite and professional in your emails, phone calls, and messages, and follow up promptly and appropriately. By being respectful and courteous, you can demonstrate your professionalism, credibility, and reliability, and create a positive impression on your prospect.

5 Find common ground and personalize your communication

Finally, one of the best ways to adapt your communication style and build rapport is to find common ground and personalize your communication. This means that you should try to find out more about your prospect's background, interests, goals, and challenges, and relate them to your own or to your Business Services offerings. You can also use your prospect's name, share relevant anecdotes or examples, and express appreciation and gratitude. By finding common ground and personalizing your communication, you can create a connection and rapport with your prospect, and show them that you care about them as a person, not just as a potential client.

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?