In pandemic times, when the networking possibilities are limited to online only, what do you do to build rapport, virtually?
Especially for the OGs out there (older folks like me, well 45 is old to some at least, haha), out there, who are used to doing things in person (networking events, conferences, client meetings) - doing business on zoom calls can be a challenge!
In my 20+ years of experience with sales, I can say pretty confidently that it doesn’t matter where you are: whether you’re sitting in front of a computer or face to face with a client in an office, what really matters to your prospect is that you make a genuine connection with them, it is as simple as that.
The old way of networking is on an official standby. Now everything shifted to interacting with your “internet friends”.
So I’m gonna share with you a few things that you can do to network and build rapport with your potential clients online:
And since most sales are being done online, right now, you can’t wait for this pandemic
to end to continue with business as usual - you need to figure this out now!
Let’s say you successfully
booked your first call ...
The easiest way to relate to someone is to look for similarities: do you have friends in common on facebook? Do you come from the same city, state, country? Have you both vacationed at the same place, at some point?
The most ordinary things are surprisingly a great way to connect not only with your prospect, but with anyone you’re trying to get to know.
This strategy may sound silly, but you’ll be amazed at just how well the psychology of similarities works!
Ok, so you already started building that initial rapport with them by looking for similarities between you.
Another great strategy to deepen the connection with your prospect by mimicking them. What I mean by mimicking is simply copying their behavior in some way. For example you can match their tone of voice when they speak, or their energy levels. Your prospect will subconsciously start believing that the two of you are very much alike, and consequently trust you more!
One thing that I have done that is super easy on zoom is if they have a virtual background on the call, you add one as well - it is weird how this simple thing can change the flow of the call. At the end of the day people like doing business with people who are like them - they tend to open up more if they feel like you are similar to them, and as a sales person this is exactly what you want.
Hope this helps - Alex