PRACTICE CORNER FROM THE The Recipe to Building Rapport With Your Prospects
I’ve said it many times: People like to do business with people they know, like, and trust, and building rapport is a big part of the mix. There are three key ingredients to building rapport with your prospects, and I’ve listed them below. First Ingredient: Building rapport happens before you even meet with the prospect. In fact, a big part of what happens before you meet someone determines how well you’ll close. Keep in mind the following:
• How did they hear about you? • How long have they known you? • What is your positioning in the mind of your prospect? • What hoops did they have to jump through to meet with you? • Most importantly, what is your mindset before you meet Your mindset is the second ingredient to your success in selling the prospect on retaining you. Selling is a transference of emotion, so how you feel determines what your prospect feels. It’s important to go into every consultation with the conclusion in your mind that the prospect is going to buy, but you must also not care if the prospect buys or not. You want the prospect to feel that you are the person to solve their problem. You are the one to make that pain of owing the IRS go away. If you come across as needy or desperate, you will turn off your prospect and lose the sale. When the time comes to meet with the prospect, have in mind what you’ll be saying, have a great attitude, and be present. There is no technique more important than caring about the person with whom you are meeting or speaking. Showing you care helps put them into a positive mindset. Having a choreographed sales presentation allows you to focus on your prospect and not on what you’re going to with your prospect? Second Ingredient:
say next. Asking questions, getting prospects to talk about themselves, and truly listening with empathy is the perfect strategy developing rapport. Example: “(Prospect Name), I’ve been helping people resolve their tax issues for over X years, so obviously I’m experienced, but I don’t know if I’m the person who can solve your IRS problem. I don’t know if I’m the right choice for you. But to see if there is some way I might be of some help, would you mind if I ask you some questions?” Once you build rapport with a prospect, it also makes them feel more comfortable to open up and discuss their IRS problem with you, and, more importantly, retaining you. Third Ingredient: When I had my tax resolution practice, one of the things I liked best was the intrinsic value of helping that person. There is no substitute for truly liking what you do and helping someone get their financial life back. When you mix these three ingredients together, you’ve created the recipe to a good rapport with that person, and they will most likely want to retain you to represent them.
–Michael Rozbruch
888.670.0303 • 3
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