It is imperative that direct selling business owners and independent consultants build rapport with customers, representatives, and potential recruits. They use rapport to build their businesses and to help others to build theirs.
What exactly is rapport?
Definition: friendly relationship: an emotional bond or friendly relationship between people based on mutual liking, trust, and a sense that they understand and share each other’s concerns.
Successful business owners build rapport with their sales force every day. They realize that rapport is a vital element in their recipe for business success.
Can direct selling companies teach the importance of rapport to their independent representatives?
We believe the answer is YES and we suggest that the following steps are taken:
- Ask your reps to take a look at their closest friends. How did they meet them? What did they like about them? What was the rapport-builder? Kids? Work? Hobbies?
- Explain to your representatives the importance of rapport, that people buy from people they like and that rapport-building is the process of discovering common interests.
- Teach by example.
- Emulate the tone of voice, the cadence of speech, the volume, and the pace of the conversation with others.
- Seek and find a comfort zone of topics for both you and the potential customer or sponsored representative. Examples are career, hobbies, pets, photography, kids, vacation spots, etc.
- Have established representatives share examples of role-playing to encourage new representatives to practice role-playing with others.
Teach Rapport Building
Independent consultants at sales events are in a “party” atmosphere. People are prepared to talk about themselves and have fun. It is anticipated that attendees will be meeting new people who will want to know about them.
Offering a genuine compliment on a guest’s attire or accessory can be a great icebreaker. Ask where she found the beautiful bracelet she is wearing. This could be a great opening for the consultant if she is representing a jewelry company.
Another simple way to get acquainted is to ask how the guest met the hostess. Asking this question does two things. It tells you more about the guest and it tells you more about the hostess. With the details, you will have information on how to build rapport with both of them.
It is imperative that direct selling business owners and independent consultants build rapport with customers, representatives, and potential recruits.
If you are struggling with the methods you are using today to connect with your independent representatives, give me a call. Perhaps some new rapport-building steps are what you need. You may contact me at 503.244.8787 or email me, firstname.lastname@example.org.