Rapport is the foundation of any successful sales relationship. It's the feeling of trust, connection, and mutual understanding that you and your potential client share. But what if you're having a hard time building rapport with a prospect? How can you overcome the barriers and create a positive impression? Here are some tips to help you out.
One of the easiest ways to build rapport is to find something that you and your prospect have in common. It could be a hobby, a passion, a challenge, or a goal. Use your research, your observation, or your questions to discover what interests or motivates your prospect. Then, use that information to start a conversation, show empathy, or provide value. For example, if you find out that your prospect loves golf, you could mention your own experience with the sport, share a relevant tip, or suggest a resource that they might like.
Actually, my experiences have taught me that finding common ground is a powerful way to build rapport with prospects. Whether it's a shared hobby, passion, or challenge, using research, observations, or questions can reveal mutual interests. For instance, if a prospect loves golf, sharing your experiences, offering tips, or recommending resources related to golf can deepen the connection. This strategy not only initiates meaningful conversations but also demonstrates your interest in their personal interests, strengthening the relationship.
Here are some steps : 1. Active Listening: Pay close attention to what the client is saying, demonstrating that you value their input. 2. Empathy: Try to understand their point of view and show genuine concern for their needs. 3. Find Common Ground: Look for shared interests, and experiences that you can bond over. 4. Ask Open-Ended Questions: Encourage the client to elaborate on their thoughts and feelings, allowing for more meaningful conversations. 5. Share Personal Stories: Appropriately share relevant anecdotes or experiences that demonstrate your authenticity. 6. Focus on Solutions: Highlight how your product or service can address the client's specific challenges. 7. Follow Up: Follow up on previous discussions to win trust.
Rapport takes time and small steps. I always talk about the rapport money box. Each interaction you have with a prospect or client if positive in their eyes puts some coinage in this money box. If its an email you may put a penny in. A phone call maybe 5 pence. a video call 10 pence and a meeting in person 20 pence. The form factor and level of engagement will contribute to the rapport coins you save each time. Over time this money bank builds up to an amount where you can make an ask of the client/prospect and spend some of that rapport. Save enough and you may buy a relationship.
Another key to building rapport is to listen actively to what your prospect says and how they say it. Active listening means paying attention, showing interest, and giving feedback. It also means mirroring your prospect's tone, pace, and language. By listening actively, you show your prospect that you care about their needs, concerns, and opinions. You also learn more about their situation, their pain points, and their goals. This will help you tailor your solution and your message to fit their needs.
Humor can be a powerful tool to break the ice, ease the tension, and create a positive atmosphere. It can also help you show your personality, make your prospect smile, and build trust. However, humor can also backfire if you use it inappropriately, excessively, or offensively. So, be careful with your jokes and avoid topics that might be sensitive, controversial, or disrespectful. Also, pay attention to your prospect's reaction and adjust your humor accordingly. If they laugh along, you can continue. If they seem uncomfortable, offended, or bored, you should stop.
Everyone likes to receive compliments, especially when they are sincere, specific, and relevant. Complimenting your prospect can help you build rapport by showing appreciation, respect, and admiration. It can also boost their confidence, self-esteem, and motivation. However, complimenting your prospect can also backfire if you do it too often, too vaguely, or too insincerely. So, be careful with your compliments and avoid flattery, exaggeration, or manipulation. Also, pay attention to your prospect's reaction and adjust your compliments accordingly. If they accept them gracefully, you can continue. If they seem embarrassed, suspicious, or annoyed, you should stop.
The last tip to build rapport is to follow up with your prospect after your initial contact. Following up means staying in touch, providing value, and showing interest. It also means keeping your promises, delivering on your commitments, and respecting your prospect's time and preferences. By following up, you show your prospect that you are reliable, professional, and trustworthy. You also reinforce your relationship, remind them of your value proposition, and move them closer to a sale.
In my experience strong, consistent, accurate and detailed follow ups build good rapport and trust. Each meeting or call with meaning, drop a follow up thanking for their time, how you enjoyed the meeting, listing the actions agreed and answers needed.
Focus on Solutions: Highlight how your product or service can address the client's specific needs or challenges. Ask Open-Ended Questions: Encourage the client to elaborate on their thoughts and feelings, allowing for more meaningful conversations. Mirror and Match: Subtly match the client's body language, tone of voice, and communication style to create a sense of familiarity.