7 TECHNIQUES TO BUILD RAPPORT AND EARN TRUST IN SALES

Have you ever had a client who seemed hesitant to trust you? As a salesperson, it is your duty to create a reputation and an environment where people feel comfortable trusting you within a few minutes of meeting you. It is also your duty to always act with utmost integrity and honesty so that your clients have absolutely no reason not to trust you. Remember that trust is earned, not given. In this article I will share ways you can use communication to help earn the trust of your audience, clients, associates, and partners!

As a real estate or sales professional, building rapport with those you work with is crucial to establishing trust and closing successful deals. In most cases you will be handling your clients’ personal and private information. They need to know without a doubt that you will act in good faith and do everything possible to protect their information.

But how do you create and build trust within a short period of time so that your clients will commit to working with you? Building trust starts with you. Your business practices should reflect the reputation you wish to build. You should be honest and transparent at the beginning of your interactions with clients. Set expectations clearly and reiterate them frequently and via multiple avenues (spoken, written, etc.). In addition, there are some things you can do in your initial client interactions that will set you up for success in building rapport with your clients and creating a reputation that will attract high-quality clients to you!

When your clients feel comfortable with you and trust your expertise, they are more likely to work with you and refer you to others. In this article, we will explore 7 techniques for establishing rapport with your clients that will help you earn their trust and build strong, long-lasting relationships that will pay you back for years to come!

Let’s dive in!

1. Get to know your clients: Relationships start with understanding. Ask questions, learn what is important to your clients. What do they value, what are their fears or potential obstacles in working with you, do they have questions, have they used a service like yours before? There are so many questions to be asked that can help you to truly get to know your clients and how you can best serve them. Taking the time to ask them about what is important will help you tailor your approach and recommendations to their unique needs.
2. Listen intently: Listening is a crucial part of building rapport. Be present and engaged in your client conversations by asking open-ended questions, waiting for a response, and then following up with clarifying questions. Be sure to eliminate distractions so you can devote your full attention to your clients. Put your phone on do not disturb, close your office door, silence your email notifications, and whatever else you might need to do to ensure that your clients know they are your focus when you meet with them.
3. Use positive body language: Body language says a lot. The way you sit, hold your shoulders, make eye-contact, utilize your facial expressions, and lean into conversation can often speak louder than the words you speak. Your body language will be mirrored by your clients so if you are relaxed and confident, they will relax and be more comfortable. If you are tense and disengaged, they will be tense and less likely to trust you, which could lead to you losing their business.
4. Be honest and transparent: Trust is built on honesty and transparency. Be upfront with your clients about any potential challenges or drawbacks they may encounter. If an unexpected problem arises, tell them immediately and seek to find a solution together. Honesty and urgency are always the best policies.
5. Follow up: I cannot emphasize this enough. Following up regularly with your clients shows that you value them and are committed to their success. Check in regularly and as frequently as is appropriate for the stage of business you are in with them. Let them know when you are available to answer any questions or concerns they may have and when they can expect additional updates from you. It is important to follow up in person – whether that is on the phone, video call, or having them stop by your office, it is important to show your clients that you are engaged in their transaction. Email and text are great supporting follow-up methods but hearing your voice and seeing your face will help your clients build greater trust and confidence in you!
6. Follow through: It is vitally important to follow through on your promises. When you say you will do something, like call your client back or find out some pertinent information, DO IT, and do it as quickly as possible. One of the fastest ways you can break your clients’ trust in you is to not do something you said you would. Following through on your promises and commitments shows that you are reliable, which strengthens the trust your clients put in you.
7. Set expectations: Always set clear expectations. Set them early and reiterate them often. When you lay out what your client should expect from you and their experience with you, you take uncertainty out of the picture. By giving them a roadmap to follow, you allow them to be prepared to work with you. Even if unexpected things happen along the way, having a basic idea of what will happen will make dealing with those roadblocks so much easier. Ideally, when you set expectations, you will include discussion on any potential issues so that if they do arise, they aren’t completely new to your client.

I hope these tips will help you find ways to improve your business so that you can build strong, long-lasting relationships with your clients that will lead to future business and referrals.

I would love to help you learn more about how to build your reputation, rapport, and trust with your clients through communication to grow your business. We can discuss follow up strategy, interview processes, the tips above, and so much more! To learn more and book a free 20-minute call, connect with me HERE!

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Ciao for now!