You might naturally hit it off with some prospects. With others, you might need to be more intentional about building the relationship. Either way, it’s important to develop rapport with prospective buyers. People buy from those they know, like and trust. By establishing rapport with your prospects, you begin to connect with them and help them feel more comfortable around you.
Building rapport goes beyond ice-breaking small talk, notes Shawn Finder, co-founder and CEO of Autoklose. Instead of asking trivial questions like, “What are your plans this weekend?” he suggests asking questions that are personalized, unique and appropriate for the situation.
In this issue of Promotional Consultant Today, we share three examples from Finder on rapport-building questions that will draw your prospects into the conversation.
I notice you live in [city]. Have you ever visited [local restaurant/local attraction]? I’ve heard it’s great. One of the best ways to build rapport with a prospect is to do a little research on their geographic location. Maybe they live in your same city or in a place you visit often. Then, ask them some questions as a friendly way to break the ice and find common ground. Finder says this allows you to establish familiarity if you have a shared experience. You can also use the insight you gain to tailor your message down the line. Some other location-based questions could be, “What’s [event/festival] like in your city/state? Is it worth visiting?” and “What brought you to [city/state]?”
My [kid/relative] wants to become a [prospect’s profession]. Is there a tip or piece of advice you have for them? This rapport-building question works because most people love to talk about themselves and their work. This question allows you to build on the conversation and ask additional questions that will provide insight into their routine, preferences and practices, says Finder. Other career-focused questions include, “I read on your LinkedIn profile that you used to work in [another industry]. How was the transition?” and “A colleague of mine used to work at [prospect’s current or former company]. Do you happen to know them?”
Have you or your clients been affected by the current situation? The pandemic has affected people in many different ways. By posing this question, you help establish common ground because you, too, have faced challenges in the past two years. Finder says you could also ask similar rapport-building questions such as, “Is there any silver lining to this entire crisis, something that turned out better than you anticipated, given the circumstances?” or “What changes did you make to adapt to the new normal?”
I really enjoyed your blog on [topic/issue]. What’s your take on [another relevant topic to your prospect]? Finder notes that this is a powerful way to build rapport because you’re starting off with a compliment. You’re also showing that you have a sincere interest in the prospect and that you value their opinion. Some other questions could be, “I noticed you’re in several [LinkedIn/Facebook groups]. Are there any similar communities you can recommend?” or “I’ve been listening to a great podcast called [podcast title]. Have you caught an episode yet? I’m wondering what you think about it.”
Building rapport takes time. But when you commit to it, you can open the doors of communication and help prospects overcome their reluctance to share their problems or ideas.
Compiled by Audrey Sellers
Source: Shawn Finder is co-founder and CEO of Autoklose.
