Ever thought that rapport building is a waste of time? You should think again. This article details subtle and specific ways of properly representing yourself in a way that will gain the trust of people with whom you want to develop a business relationship. Read on!
Steps
- Be clean, well-postured, dressed appropriately, self-confident, informed about your product, and able to put aside any negative thought patterns for the duration of your time spent with your customer.
- Resist the urge to promote your product. This sets up the pretense that you are only trying to sell something.
- Greet the person relaxed, laid-back, in a manner that suggests you are treating them just as you would treat a close friend. “Oh, hey! What’s up, Mrs. Jones? How was your day?”
- Observe their attitude. Every rude, unhappy, deadpan customer is your friend. Do not put up a defense wall.
- Open up to them and empathize.
- Complain about something, make a joke, say something unexpected and engaging. They will mirror you.
Tips
- In the modern working world, and especially in the realm of customer sales and service, there is no skill more effective for making the sale than the ability to quickly and effectively build rapport (an open dialogue based on trust) with your customer. Many steps ahead of product/service belief, enthusiasm, and confidence, rapport-building is the essential first you must take before going any further with a customer.
Warnings
- You can be as direct and passionate as you like about your idea/product/service, but if the person - whether it be your lead, client, patient, employee - does not trust you and does not feel comfortable, then they will invariably continue throw out the classic objections: “Let me think about it” and “I’ll do it later;” which both unfortunately translate to “Never” in every circumstance, unless later some other outside influence on the person intercedes for your benefit.
