HOW TO BUILD

TRUST IN

THE VIRTUAL WORLD

RAPPORT BUILDING

ON ZOOM CALLS

Want to Learn How To Sell Better?

Book a Free Consultation Call
If you know anything about sales, at all, you must know that the first thing to do in the sales process is to connect with your prospect and get them to trust you.
If you know anything about sales, at all, you must know that the first thing to do in the sales process is to connect with your prospect and get them to trust you.

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!

 

LOOK FOR THINGS IN COMMON

WITH YOUR PROSPECT

 

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?

Join Our Sales Mentoring Program

Book a Free Consultation Call

#1) Look for things in common

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!

MIMIC YOUR PROSPECT

WHAT THEY SAY, WHAT THEY DO, HOW THEY DO IT

 

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.

BE GENUINE!

The bottom line is that for any two persons to have a real conversation, they need to like each other to some degree. And no one likes a person who is fake or appears to be so. Being straight forward and real is a great way to build instant trust. The more honest you are the better.

Every question that you ask has to be asked with real interest in what they have to say. People feel it in their gut if you really don’t care about them, but they also feel it in their gut if you do. And if you truly are interested this will be a great way not only to win them over but to get that sale at the end of your conversation.

Very often I end up talking to prospects for way too long, because I do not want to break that connection in our conversation - but this investment in time, very often, pays dividends because I end up uncovering opportunities I did not think about, just because I made a real connection with the person I am talking to.

Connecting with your potential customer is simpler than it sounds: it doesn’t matter if you’re meeting people on the internet or in real life; principals are all the same - it all comes down to showing real interest in them, and building trust.

#3) Be genuine!

The bottom line is that for any two persons to have a real conversation, they need to like each other to some degree. And no one likes a person who is fake or appears to be so. Being straight forward and real is a great way to build instant trust. The more honest you are the better.

Every question that you ask has to be asked with real interest in what they have to say. People feel it in their gut if you really don’t care about them, but they also feel it in their gut if you do. And if you truly are interested this will be a great way not only to win them over but to get that sale at the end of your conversation.

Very often I end up talking to prospects for way too long, because I do not want to break that connection in our conversation - but this investment in time, very often, pays dividends because I end up uncovering opportunities I did not think about, just because I made a real connection with the person I am talking to.

Connecting with your potential customer is simpler than it sounds: it doesn’t matter if you’re meeting people on the internet or in real life; principals are all the same - it all comes down to showing real interest in them, and building trust.

 Hope this helps - Alex

Learn About Our Sales Mentoring:

Elite Closers Club