BCI SALES TIP #1: HOW TO BUILD RAPPORT

IF YOU DON’T HAVE THE TRUST OF YOUR CLIENTS, THEN WHAT DO YOU HAVE?

Rapport is about building a harmonious relationship, in which both parties understand one another and communicate well. A Melbourne architect said, “A personal relationship built on trust is really important. Not only will I go back to the company but I will go back to the individual because I know I can rely on them”. So before meeting with a client, make sure you:

1. Understand the company’s area of expertise.
Research their website to understand their strategy and vision. Investigate past projects and what they are currently working on.

2. Get to know the client contact in more detail.
See if they are on the company website, and check their LinkedIn profile to view their past work history, groups they have joined and common connections. If you work off a CRM check your history with that individual to note any previous connections and the resulting experiences that could help you form rapport.

3. Understand that rapport is ongoing.
The initial rapport building stage when being introduced to a client is not enough to build a stable trusting relationship. Making sure you fulfil your commitments will enable a mutually beneficial relationship.

You can get a better understanding of where a company sits in the construction market by researching their past projects. Alternatively, utilising a service like BCI can do all the research for you by telling you what projects a company is currently working on, their previous projects and whom they often work with.

Click here to download the Sales Tip in PDF.