A Little Rapport Goes a Long Way

No matter what product or service you offer, selling to a customer you have truly connected with is much more fulfilling than a sale to just some random customer whom you’ll never think of again. Not only will you come away feeling excited and optimistic, but your customer will too, and that can prove very valuable.

Developing a connection with your customers can do wonders for your company and give you a competitive edge by increasing customer loyalty, the potential for outside referrals, and of course the chance to sell more.

So, how do you build this connection? Following are a few tips and tricks to help you establish a rapport and transform a simple sale into a good relationship.

• Show interest in the human element. Showing interest in your customer is one of the easiest ways to start building rapport. Ask him how his day has been, refer to him by name, or talk with him about more than just the topic at hand. You’d be surprised how just a little gesture can affect the tone of the call and the tenure of the relationship.
• Listen. Focus your attention on what your customer is saying—not on what you want to say as soon as he finishes speaking. Not only will you find out more about his needs than you otherwise might, but you’ll also give him the satisfaction of being heard and understood.

• Find something in common.  Large or small, finding something you and your customer have in common provides a little token for your customer to remember you by.

• Follow Up. Take a couple minutes out of your day and send your customers a follow-up email thanking them for their time and interest. Or, if it’s been awhile since you spoke, give them a call to ask them how the product or service is working out.

• Be a person that your customer wants to know. If you’re honest and sincere and if you act with integrity in all you do, your customers will have a positive impression of you, your company, and the products and services you provide.

There are dozens of techniques for building good rapport with your customers—and hundreds of reasons why doing this is a good idea. For more tips and tricks, check out another blog post on maintaining meaningful relationships with your customers.