What are the best ways to build rapport with new prospects?

2 Use the right channel

Choosing the right channel to communicate with your prospect can make a big difference in building rapport. Depending on your prospect's profile, preferences, and stage in the sales cycle, you might use email, phone, video, social media, or a combination of these. For example, email might be good for initial contact, but phone or video might be better for deeper conversations. Social media might be useful for engaging with your prospect's content, but not for pitching your solution. Whatever channel you use, make sure you follow the etiquette and best practices for that medium.

3 Be friendly and professional

The way you present yourself and your tone of voice can influence how your prospect perceives you and responds to you. Be friendly and professional, but not too formal or casual. Use your prospect's name, but don't overdo it. Smile, make eye contact, and use positive body language if you're on video or in person. Listen actively, show empathy, and acknowledge your prospect's needs and concerns. Avoid using jargon, slang, or humor that might confuse or offend your prospect. Be respectful of your prospect's time and attention, and don't interrupt or talk over them.

5 Provide value and insights

Another way to build rapport with your prospect is to provide value and insights that can help them solve their problems or achieve their goals. Value and insights can come in different forms, such as relevant data, case studies, testimonials, best practices, tips, suggestions, or recommendations. Providing value and insights demonstrates your expertise, credibility, and authority in your field. It also shows that you're not just trying to sell your product or service, but that you're genuinely interested in helping your prospect succeed.

6 Follow up and follow through

The last tip to build rapport with your prospect is to follow up and follow through on your promises and commitments. Follow up with your prospect after each interaction, and send them a summary of what was discussed, what the next steps are, and when you'll contact them again. Follow through on any actions or deliverables that you agreed to, and keep your prospect updated on your progress. Following up and following through shows that you're reliable, responsible, and respectful of your prospect's needs and expectations. It also helps you maintain the momentum and interest in your sales process.

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?