Nothing beats building rapport with business prospects. This is the secret to a successful generation of B2B leads. Rapport is the foundation that supports your interaction with prospects. If you want to be more effective in appointment setting, you have to know how to build rapport. It is not an inborn skill that only a few can do. Rather, it is a set of communication skills that you can learn, perfected every time it is used. In today’s highly competitive business environment, it can make a big difference in your inside sales campaign. How you build rapport with your prospects will determine whether they will stay with you or look to your competitors. How quickly you can do that will depend on how well you follow these simple tips:
First, you to show genuine interest in your prospects. This is one part that you should never do half- heartedly. People these days can be particularly sharp when it comes to identifying insincerity. If they detect that from you, then your job turning them into qualified sales leads becomes even harder. So be real when you come to them.
Second, listen carefully, picking up phrases and key words that your prospects likes to use. Incorporate them subtly in your conversations. It would also help if you could quietly follow their manner of speaking as well, since this shows your readiness to go to their level.
Third, observe how they prefer handling information. Do they like a detailed brochure or white paper about your business, or do they just need a summary of your offer. Some decision-makers have a thing for the smallest details, while others see the picture as a sufficient source of information.
Breathe at the same time with your prospects. You will find it easier to follow the conversation, as well as engaging them to talk more with you.
Next, keep a an eye on the prospect’s underlying intentions – their real aim. Often times, what they really want is not exactly what they say or do. In fact, they might have no idea what they actually need. You have to be very sharp in this in lead generation.
Another tip you need to remember your mannerism. This is so true, especially when you are in a face-to-face conversation with prospects. It would be great if you could subtly adopt their body language, their gestures, tone of voice, and speed of talking. Doing these will help you connect better with prospects.
Lastly, show respect for their time, energy, and money. Do not dilly-dally, show value in your offer, and be real. These will help you build rapport fast.
While these can be really effective marketing tips, you should remember that not all of them can fit your needs. You will need to try each one, sticking to those that will work for your appointment setting campaign. If you find new tactics to use, and if they work, use it. Business needs and demands constantly evolves, and you need to keep a sharp eye out for strategies and approaches that will help.