Today I watched one of my good friends and clients on a Facebook Live and she was talking about a good ole skill that is taken for granted these days – it’s called… rapport.
Most people understand the importance of having to build rapport, but the fact of the matter is when it comes down to knowing the skills of creating real rapport, it’s either done poorly or, in most cases, not at all!
So why is rapport important?
Well it’s pretty simple – people make decisions much easier with people they know, like and trust; BUT how do you do that? Laugh at their jokes (if their joke is funny, fake giggles are awkward)? Be nice (if you’re an authentically nice person)? Use their name (but avoid over-using their name)? Unfortunately, that’s not building genuine rapport.
Building rapport shouldn’t be something you only focus on in the beginning of a relationship. Rapport should be continually developed all the way through your presentation/conversation – but this is a skill that needs to be mastered in order to be done well. Building rapport involves using the information you find out from people to create common points of interest and engagement, so people feel that they know, like and trust you; which is ultimately what you need in order for them to decide to buy from you.
So here are some handy hints to help you better develop rapport with the people you meet.
Like attracts like, so with this in mind, as you talk with your prospects or with anyone you want to connect with, listen to the speed and tone of their voice and mimic it back to them.
Next, ask questions, listen to answers, and then ask questions about their answers. This will ensure they know you’ve been listening and will help them feel like you genuinely care.
Then, make sure you tell the person something about you (in the right context), so they get to meet the real you, and not just the person doing their job. This is the essence of ‘connecting’ and the point at which you move from selling to helping (it feels good for both parties).
Here’s the Holy Grail… ALWAYS find two things you have in common. Make sure you bring them up during the whole conversation and add more as they come up along the way. This is called ‘commonality’ and is the foundation of any rapport-building process.
Finally – if you’ve been trained in DISC Behaviour Analysis, then always make sure you identify each person’s primary and secondary DISC behaviour style, and then match/mirror them back. This is called ‘ishing’. If you haven’t done the training, don’t stress; just use the first three tips above and you’ll be able to connect with most people by ensuring they feel comfortable with you, connect with you, and like and trust you – which are the necessary ingredients for positive decision making to occur – this is called ‘closing’.
Have fun and connect with more people.
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