Struggling to meet new people and don’t know the best way to build rapport?
Does the thought of creating new relationships and building rapport with new people make you feel like you want to stick your head in the sand?
Do you get the cold sweats when you think you need to come up with an elevator speech and have them magically want to work with you to build rapport.
So, what is Rapport anyway?
The definition of rapport by the FREE Online Dictionary is “Relationship, especially one of mutual trust or emotional affinity.”
The truth is that people will do business with people they know, like and trust.
If you start pitching new contacts right away, you will turn them off!
They don’t KNOW you, so they won’t trust or like you either.
It just doesn’t work to build rapport this way!
Take the pressure off yourself, you don’t have to do that.
You know that you are prospecting correctly if you are having fun and the other person is enjoying the conversation more than you are!
So what do you do to build rapport the REAL way?
You ask people about themselves?
If you will use a few basic questions and then follow up with one specific key question, you will be blown away at how people are attracted to you and how quickly you can build rapport with them.
These are feel good questions, questions that make people feel good about the conversation, about you and about themselves.
So how do you begin?
When you meet someone for the first time, you introduce yourself.
You can say, “It’s nice to meet you.”
“What do you do for work?”
The person will most often tell you and then ask you the same.
Be very low key about his questions and what you do, if you still have a regular 9-5 job, disclose that job.
Because really, the person doesn’t care! People are generally more at ease in a conversation when they are talking about something they know about or bout themselves.
After the person asnwers the question, you want to go right back to them and introduce the feel good questions…
FEEL GOOD QUESTIONS are defined as questions that make another person feel like they are the star, make them the focus.
FEEL GOOD QUESTION #1
So ask this, “How did you get started in “whatever he/she does?”
Be genuinely interested. People generally have fascinating stories.
FEEL GOOD QUESTION #2
“Wow that’s awesome! What do you enjoy most about what you do?”
Like you may have been taught in tradition prospecting and recruiting; you aren’t wanting to find out their pain yet. This is because the person doesn’t know, like and trust you yet. Instead of finding their pain, find their joy.
Put a positive slant on the conversation, not a negative one by asking what he/she HATES most about their work!
Make the person feel good and want to share more!
It may get to a point when you want to find their pain, but that would be a ways down the road, not now.
Bob Burg is the Best Selling Author of “Adversaries into Allies” and the “Go-Giver” and has come up with
10 FEEL GOOD QUESTIONS that work very well when you are looking to build rapport.
10 Feel-Good Questions®
- “How did you get your start in the widget business?”
- “What do you enjoy most about your profession?”
- “What separates you and your company from the competition?”
- “What advice would you give someone just starting in the widget business?”
- “What one thing would you do with your business if you knew you could not fail?”
- “What significant changes have you seen take place in your profession through the years?”
- “What do you see as the coming trends in the widget business?”
- “Describe the strangest or funniest incident you’ve experienced in your business?”
- “What ways have you found to be the most effective for promoting your business?”
- “What one sentence would you like people to use in describing the way you do business?”
The One “Key” Question That Will Set You Apart From Everyone Else…
This is the 1 Key Question:
“John Smith, what you do is fascinating. How can I know if someone I’m speaking with would be a good prospect for you.”
Important: Please keep in mind that you won’t have time to ask more than two or three of these questions in any one conversation. These are questions people enjoy answering and they are simply meant to feel good and initially build rapport.
The way you frame this question can help you. When he/she answers the questions, you have found out what adds value to HIS/HER life.
The person are now are more interested in what you do because of how much interest you have in them, but this time may or may not be the right time to share.
This is a great question, but not everyone is in sales they may be in retail, etc. In that case you would say, “How can I know if someone I’m speaking with would be a good connection for you or someone you would like to meet or speak with.”
- Don’t treat people like numbers
- Be Real, don’t let the script run you. Know the script and be truly interested
- Don’t be attached or addicted to the person asking you the same questions, don’t be addicted to the outcome. Focus on them. Posture is the lack of attachment to a specific act or desire “You gotta’ care, but not that much.”
If you are at a social event where there are a lot of people around and you have begun to build rapport with a few of them, introduce them to each other. If you suggest that they might get together to do some cross prospecting or promotions and they are the right fir to work together, they will see you as a Leader and a goto person to help them.
Be sure to Follow-up. Ask for a business card and send out a handwritten note in blue ink www.burg.com/notedcard that says…
“Hi “Name”, It was a great pleasure to meet you! I’ll keep my eyes open for good prospects/connections for you.”
Hope to chat soon.
Send the note card as soon as possible in the mail.
Once your contact receives it, he/she will be much more inclined to speak with you on another occasion, because once again you are showing your interest in them.
Unless you can build rapport, motivate people and move them to a significant action, you will not have success in this industry.
Getting others to commit to a decision and making them feel good about it is really the skill to great rapport building and prospecting skills.
Bob Burg has some fantastic short videos on building rapport skills, visit his BLOG!
If You Enjoyed “How To Build Rapport The Real Way” please leave me some Comment Luv, share it on Facebook and give it a big ol’ Google+.
You might also enjoy “Simple MLM Recruiting Ideas To Turn Your Cold Prospects HOT! ”
To Your Unstoppable Power!
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