Have you ever had a great product or a great idea, but you just can’t seem to get people to say “yes”? Do you have difficulty closing the sale? It doesn’t really matter how great your product is or how knowledgeable you are, because people want to do business with people whom they can relate to and that they feel understands their needs.
By understanding your client’s needs, showing genuine interest, and then providing value to meet those needs, you will quickly begin to build rapport and sell more. Begin connecting more effectively with your clients today, with these 3 simple rapport building strategies…
The key to great communication, building rapport, and creating powerful relationships is to truly UNDERSTAND people, so let’s begin with a little investigating. Get to know your clients! You don’t have to look any further than the internet to truly learn what people are saying about their wants, needs, desires, struggles, etc. Look around you. What is your audience talking about? What are you reading on Facebook, Twitter, etc.? What value can you personally provide?
To truly understand people, you must ask questions. We are all guilty of assuming we “knew” someone, right? It is easy at times to jump to conclusions about people based on one email, one Facebook status, or one brief conversation. However, until you begin asking questions it’s almost impossible to gain better insight. Never assume you know everything about those people you are friends with either! Sometimes we might not know as much as we think we do.
"Effective questioning brings insight, which fuels curiosity, which cultivates wisdom." – Chip Bell
So when it comes to asking questions, what do you ask? It is typically easy to talk to and ask questions of those people you know, but when it comes to strangers you might have a bit of stage fright. I know I used to! Some of the easiest questions to ask for me revolve around family, career, hobbies, etc. A few ideas are:
- What type of work do you do?
- Are you from this area?
- Do you have fun plans this weekend?
- Are you married? How long?
Regardless of the question you ask, always ask follow up questions. Maybe you can say, “Tell me more.” Keep it conversational and don’t come across like you are interrogating them.
Great communicators are great listeners. In order to attract clients and build rapport, it is essential that you listen more and talk less.
Listening communicates to people that you care, they matter, and what they have to say is important. People so desperately desire to feel important and your actions need to say, “Yes, you are important!”
"When people talk, listen completely. Most people never listen.” – Ernest Hemingway
Remember someone’s name, remember their story, and work to eliminate the distractions that affect your ability to truly listen.
If you focus on these 3 strategic rapport building tips, you will stand head and shoulders above your competitors. We are so used to “salespeople” pushing their agenda, without listening to our needs. So be different, act different, and see the difference it makes in your business!