3 Practical Things to do To Build Rapport with Customers and Prospects
When it comes to learning how to build rapport with customers, prospects and people generally I personally feel that a lot of things are left very vague. It is really one of the areas that nobody tells you exactly what you can do to build rapport with people. However, there is one thing that most trainers and sales people agree on and that is to identify a common ground. This is very powerful because then the people you deal with suddenly feel comfortable with you.
Looking “dashingly” good and well groomed is another point a lot of people make. However I have signed to courses and products online where the owner did not look nearly as groomed. I have had some very bad quality videos out perform my well thought out and planned ones.
Does this mean grooming does not work? No far from that. It does! But it may not be the only thing out there. So if you are worrying about looking “a million dollars” before you can build instant rapport let the thought go!
Looking decent is just fine! However, here is my point.
This statement is so true. I have had people try to sell me stuff -and I am sure you have too – and they seem only interest in their pockets. No matter how good they look once we spot that we are running for the hills! See, the difference is that we love people who care about us. Once someone seem to care about us enough to notice our nice shoes or that bag and pay it forward in a compliment we are opened to them to some extent.
In as much as looking good feels great and gets people’s attention people connect with you more when you appreciate and respect them for who they are.
My 3 Unconventional Ways I Build Rapport With Customers
So, with that in mind let’s talk about some practical ways i have personally used for building likeability and trust.
- Kind Gestures: It does not hurt to be kind to someone. In fact it will only do you good and help you build rapport with customers instantly! Paying genuine compliments and appreciating people for who they are will pay much rewards. I have always taken time to appreciate their homes, photos, voice, shoes, bags, clothing whatever you can think about that someone has taken thought and time to make. Don’t just look good, make them feel good! If you’re meeting them personally, ask to pay for the coffee or open the door for them. Don’t just come across as an inconsiderate egocentric “jerk”.
- Using Little Gifts:Gifts are a great way of deepening a relationship and getting someone to pay a bit more attention to you. Once someone is on your list or radar, take time to give them something for free. Could be a pen, a newsletter, it really does not matter the size. Giving something as gifts helps them connect more. I remember using an e-birthday card once I found a prospects birthday and it completely changed the relationship for good.
- Ask About the People and Things they Love: This I learned from my Ghanaian background. See Ghanaians mostly have something in common. They have close knit neighbourhoods and friendships. It did not matter where in the country you were they took the time out to ask about your family and children. Some even go as far as asking about your pets. After considering to use this to start conversations with my clients I noticed one of my mentors would consistently do the same. As silly as it may sounds, people paid more attention after he asked “how is the family? how about the children? and everybody is ok?” This sent a signal to the person that this man cared about me and my family. Disclaimer: this worked in the insurance business and prospects I have been trying to do business with for a while.
Using these 3 strategies have consistently help me built rapport instantly. Especially giving a genuine compliment. So by all means, follow what everyone says, look good and groom well, talk about some things you have in common, mirror like some say if you would. But most of all don’t forget to be a “Proper Human Being” and care about them for a moment.