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How can you build rapport with a prospect without being too personal?

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Building rapport with a prospect is essential for direct sales success. Rapport is the feeling of connection, trust, and mutual understanding that you establish with your potential customer. It helps you to communicate effectively, overcome objections, and close more deals. However, building rapport does not mean being too personal or intrusive. You want to show genuine interest and empathy, but not cross any boundaries or make your prospect feel uncomfortable. Here are some tips on how to build rapport with a prospect without being too personal.

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1 Research your prospect

Before you contact your prospect, do some research on their background, needs, goals, and challenges. This will help you to tailor your message, ask relevant questions, and show that you care about their situation. You can use social media, websites, blogs, or referrals to gather some information. However, don't go overboard or stalk them online. You don't want to come across as creepy or nosy. Use the research as a starting point, not as a substitute for a conversation.

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Simran Randhawa

Account Manager (Global Payroll, UK/Europe Sponsorship, EOR & HR Solutions) at Dhi Group
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Be polite, respectful, and professional in your interactions. Avoid discussing sensitive or personal topics. Maintain a professional and courteous tone in your communication. Use polite language, address them by their preferred title, and show respect for their opinions and choices. Display genuine enthusiasm for what you're offering and how it can benefit the prospect. This positive energy can be contagious.

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2 Use their name

Using your prospect's name is a simple but powerful way to build rapport. It shows that you remember them, respect them, and value them as an individual. It also makes your communication more personal and friendly. However, don't overuse their name or sound too formal or robotic. Use their name naturally and appropriately, such as when you greet them, thank them, or emphasize a point. You can also ask them how they prefer to be addressed, especially if they have a difficult or unusual name.

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3 Mirror their style

Mirroring is the technique of matching your prospect's communication style, tone, pace, and body language. It helps you to create rapport by showing that you are on the same wavelength and that you understand them. It also reduces any perceived differences or barriers between you and your prospect. However, don't mimic them or copy them exactly. You want to mirror them subtly and authentically, not imitate them or make fun of them. You can mirror their words, expressions, gestures, posture, or voice.

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4 Find common ground

Finding common ground is another way to build rapport with your prospect. It means discovering something that you both share, such as a hobby, interest, experience, or value. It helps you to create rapport by showing that you have something in common and that you can relate to them. It also makes your conversation more engaging and enjoyable. However, don't force it or fake it. You want to find common ground naturally and genuinely, not invent it or lie about it. You can find common ground by asking open-ended questions, listening actively, or sharing a relevant story.

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Jenny Khol

Leader with strong communication skills. Excellent critical thinking and problem-solving skills. Speaks Spanish.
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Finding common ground allows you to connect to your customer. Listen to what they talk about, be it their dog for example. Ask what breed is it? Friends buy from friends, so make a lot of friends.

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5 Give compliments

Giving compliments is a great way to build rapport with your prospect. It means expressing appreciation, admiration, or recognition for something that they have done, said, or achieved. It helps you to create rapport by showing that you notice them, respect them, and value them. It also makes your prospect feel good and boosts their confidence. However, don't flatter them or exaggerate. You want to give compliments sincerely and specifically, not insincerely or generically. You can give compliments on their work, skills, insights, or results.

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6 Respect their boundaries

Respecting your prospect's boundaries is crucial for building rapport without being too personal. It means acknowledging and honoring their preferences, limits, and comfort levels. It helps you to create rapport by showing that you care about their feelings, respect their privacy, and value their trust. It also prevents you from offending them, annoying them, or losing them. However, don't assume or ignore. You want to respect their boundaries by asking for permission, following their cues, and apologizing if needed. You can respect their boundaries by avoiding sensitive topics, respecting their time, and keeping your distance.

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7 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?

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Jenny Khol

Leader with strong communication skills. Excellent critical thinking and problem-solving skills. Speaks Spanish.
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One thing I’ve found helpful is to paraphrase what the cieromet is saying to make sure you understood what they were trying to convey. For example, customer says I’m looking for an epoxy that can take a lot of wear and tear, has a nice color, and it’s not hard to maintain for my house. To what you could reply, “let me see if I’m understanding you correctly. What you are saying is, you are looking for a durable coating, maintenance is important to you, you want easy maintenance . Am I correct? Or am I missing something?

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How can you build rapport with a prospect without being too personal?

1

2

3

4

5

6

7

1 Research your prospect

2 Use their name

3 Mirror their style

4 Find common ground

5 Give compliments

6 Respect their boundaries

7 Here’s what else to consider

Direct Sales

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How can you build rapport with a prospect without being too personal?

1

2

3

4

5

6

7

1 Research your prospect

2 Use their name

3 Mirror their style

4 Find common ground

5 Give compliments

6 Respect their boundaries

7 Here’s what else to consider

Direct Sales

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