Have you ever met someone who seems to get along so well with anyone? People ask for them at gatherings, and they make sales seem so easy. Somehow, there don’t seem to be any awkward moments when you’re around them!
Regardless of your industry, one of the best skills you should possess is the ability to build rapport (quickly!) with your clients.
Although others may think it comes naturally, establishing rapport can be developed over time. Sure, there’s more to rapport than truly getting your clients’ trust, but it will surely give you a good headstart as you build a connection and relationship with them.
Here are some easy steps to ensure you and your client will “click” on your first meeting. Don’t forget to S.M.I.L.E.!
S – Show Your Sincerity
More often than not, people will always feel turned off if they can smell that you’re only in for the numbers! Whether you’re desperate to increase your sales or trying to hit a quota, it will always reflect in the way you are dealing with them. Give genuine compliments and make them feel you care about their problems, fears, or desires.
M – Mirror and Match
Mirroring and matching are techniques for building rapport by making yourself more like others. See this article on Mindtools about the Mirror and Match Techniques in Building Rapport. Research has found that when people do something, the others surrounding them are compelled to do the same act.
I – Ignite Common Interest
Don’t talk too much about yourself! Begin by using open-ended questions that will help you discover similar interests or hobbies where you may also create shared experiences. Just a tip, though, don’t try too hard by making up an interest! Remember, the goal is to be genuine and sincere.
L – Listen attentively
Our clients feel important when they are being heard. Listening will encourage them to feel more relaxed in your conversation and to be more confident to “open up”. From here, you can create your own visualization of their world and give you an idea of what interventions you will need to make.
E – Empathise
Empathy is the ability to understand or share the experience of another as though you are in his position. Unlike sympathy, empathy is more than just a feeling. It has to be combined with action. You may start by looking out for verbal or nonverbal cues to help you understand his situation, consider his perspectives by setting aside your own assumptions, biases, or criticism, acknowledge his/her feelings, allow the emotional connection, and take positive action.
Featured Image credits: https://www.vecteezy.com/vector-art/110126-hand-lettered-smile-speech-bubble-vector
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