Building Rapport In Social Distanced Times
Building rapport is one of the most essential elements to successful selling, and with the world being socially distanced this can become a hard task for sales teams all over the world. However, with telemarketing back on the rise, there is no reason why your business can’t thrive through rapport built with customers over the phone. We are sharing our top tips for simple yet effective rapport building techniques that will have you successfully selling over the phone with ease.
Say Their Name
The first thing you should do when you start your call is confirming who you are speaking to, and making sure the right person is on the other end of the phone. Getting your prospects name and ensuring you use it throughout the call offers a really simple yet effective way to make your sales call more personal to the prospect. It shows that you are interested in holding their attention and focused on making sure they are fully aware of what you are saying.
Adapt Your Approach
Every good sales person will know that tailoring your approach to suit the individual that you are selling to is an important and a very effective way to build rapport. Make sure you are listening in the first instances of the call to get a better understanding of what sort of person you are speaking with, and adapting your approach accordingly. For example, some people like to be fully engaged in the detail of everything you have to say and will want a full run of everything you have to offer, whereas on the other hand there are many people who want clear, concise and quick summaries of your proposal.
The only way you can truly build rapport with your prospect is to ask questions and get to know them better. Choosing what questions you will ask is of course, down to what you are looking to offer to them, but will make the prospect feel like you’re genuinely interested in their personal preferences and will reassure them that you want to offer the best solution when providing them with your products or services.
Mirror Your Prospect
Mirroring your prospect during the call is another very simple yet super effective way to build rapport. Mirroring them, will make your potential customer feel that you empathise and are considerate to how they feel or what they think about the services you are providing. If somebody feels like they can relate to you, they are more likely to be interested in hearing what you have to say and you will become more trustworthy to them.