3 Easy Steps to Instant Rapport | #TomFerryShow Episode 75
People like to do business with people they know, like, and trust!
I hope you have been enjoying this 3 Part Series on how to be a lean, mean, appointment setting machine!
This week I’m going to show how you can connect with customers in a way that removes the sales barrier in less than 60 seconds.
Could you be dropped off in a new city and build rapport with complete strangers?
Building rapport is a strategy you must absolutely master!
Can you remember a time when you were out of rapport with a customer?
Do you remember how awkward that was?
Building rapport is actually easier than you might think
How to Build Rapport in Under 60 Seconds With Anyone
1. Listen to how they answer
It isn’t just the words they are saying; it is how the words are being said.
2. Mirror or mimic
Think about the way people speak and do your best to match their speaking style.
Essentially, you are showing the customer that your comfortable your own skin.
You are so comfortable that you can match their communication style and make them feel more comfortable.
Here are some things to consider when mirroring:
Words and patterns
Rate of speech
3. Validate your clients’ answers
This is basically repeating and approving.
So you ask a client “What is important to you in your future home?”
They answer “We are looking for a place with 3 bedrooms, 2 baths, and a pool.”
You say “Excellent, so you are looking for a home with 3 bedrooms, 2 baths, and a pool.”
When you repeat back that answer using the communication tips mentioned above, you help take down that sales barrier!
Remember that people are comfortable doing business with people they can easily communicate with!
Everyone wants to feel validated, and this strategy helps the customer feel they are understood.
Build that rapport using the steps I outlined above, and you’ll be on your way to setting more appointments!
Remember that you don’t necessarily become a master of all these steps overnight.
Be sure to take time to practice, and the great part is you can practice with just about any conversation!
If you’re feeling daring, you can even try the anti-rapport game so you can see what that gap in connection feels like.
Are you looking for ways to further improve your communications and appointment setting skills?
Coaching programs can help.
Sign up for your free coaching consultation here.
Remember your strategy matters, and now more than ever, your ability to get on the phone and set lots of appointments absolutely rules!