Turning Prospects into Friends

Building Rapport

What is it that makes some prospects develop into relationships that soar, while others stagnate to a slow and painful death? Why are some presentations full of energy and possibility, while other seemingly similar opportunities stall without getting off the ground? It is rapport. Learning how to develop rapport without frantically searching for connection comes from understanding what rapport really is.

People do business with people who are like them.

Rapport is the degree to which another likes, trusts and feels connected to you. What makes this interesting is that this liking does not even need to occur at a conscious level. So what do we do with this insight? We must learn what makes others trust and authentically meet them where they are. Building rapport is about being present enough with another human being that we can witness their preferred methods of communication and mirror their style.

People do business with people who make them feel good.

While it may be true that flattery will get you nowhere, sincere compliments, presented authentically, are powerful connectors. So how do we know the difference? Compliments emanate from a place of total appreciation. When we have an appreciative spirit, we will discover aspects of everyone’s character and life that we admire. By calling attention to it, it gives them an opportunity to feel good about something they have invited into their lives. The process to follow that separates your sincere compliments, from shallow attempts to flatter, is as follows:

1. Make a specific compliment.

2. Tell the recipient why you value/appreciate that which you compliment.

3. Inquire about how they are able to do, be, or have that which you are complimenting.

Here is an example.

“Tom, I hear you really do a great job with your service department. The reason I say that is Joe told me every time he needs service, your team responds within two hours, and there is almost always someone working on his situation within 24 hours. He further stated that when that is not possible, he is kept informed and knows what is going on. How did you create such a good follow-up system for your service team?”