How can you build rapport and trust to influence decisions?

1 Know your audience

Before you approach any potential or existing customer, do your homework and research their background, needs, challenges, goals, and preferences. This will help you tailor your message, offer, and style to their specific situation and interests. It will also show that you care about them as individuals and that you have done your due diligence. You can use various sources of information, such as their website, social media, industry reports, referrals, and previous interactions, to gather relevant and useful insights.

2 Use effective communication skills

Communication is the key to building rapport and trust, and it involves both verbal and non-verbal elements. You need to use clear, concise, and confident language that reflects your expertise and value proposition. You also need to listen actively and attentively, ask open-ended and probing questions, and provide feedback and affirmation. Moreover, you need to pay attention to your body language, tone of voice, eye contact, and facial expressions, and make sure they are consistent and positive. You want to convey enthusiasm, sincerity, and professionalism.

3 Show empathy and respect

Another important aspect of building rapport and trust is to show empathy and respect for your prospects and clients. Empathy means putting yourself in their shoes and understanding their emotions, motivations, and concerns. Respect means acknowledging their opinions, perspectives, and choices, even if they differ from yours. You can demonstrate empathy and respect by using their names, acknowledging their feelings, validating their experiences, expressing appreciation, and avoiding judgment or criticism.

4 Provide value and solutions

One of the best ways to influence decisions is to provide value and solutions that address your prospects' and clients' pain points and goals. You need to show them how your product or service can help them solve their problems, improve their situation, or achieve their desired outcomes. You also need to back up your claims with evidence, such as testimonials, case studies, or demonstrations. Furthermore, you need to anticipate and overcome objections, handle rejections, and negotiate effectively, by focusing on the benefits, not the features, of your offer.

5 Follow up and follow through

Finally, building rapport and trust requires consistent and timely follow up and follow through. You need to maintain contact and communication with your prospects and clients throughout the sales cycle, and beyond. You need to provide them with relevant and useful information, resources, and support, and keep them updated on the progress and status of your proposal or agreement. You also need to deliver on your promises and commitments, and ensure that they are satisfied and happy with your service. By doing so, you will build loyalty, referrals, and repeat business.

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?