The word “rapport” gets thrown around quite a bit in the world of business and sales. However, there are really two key types of rapport. Can you distinguish the difference between the two?
It’s important to understand the difference between personal and business rapport so you can move forward effectively when engaging with a client. ← Click To Tweet It also serves well to create a growth and retention formula to repeat sales and repeat customers every year. Once you understand both types of rapport, this formula becomes easier to create, and easier to put to use.
1. Personal Rapport
Personal rapport is typically generated when the buyer knows, likes, and trusts you. It’s what’s needed to make the initial sale. Simply put, people will not trust those they don’t know or like, and if they don’t trust you, they’re not going to buy from you. If you have a client, it’s safe to say that you’ve created a personal rapport with them. You’ve been able to build trust with the client which is vital to closing a deal.
Unfortunately, many people tend to stop at this step. While personal rapport is important, it’s not where a successful relationship with your client simply comes to an end. You must foster and expand on personal rapport in order to keep your client happy.
2. Business Rapport
Business rapport comes after personal rapport has been established and the initial sale has been made. You best your chances for client retainment and repeat business if you build business rapport with the client. Business rapport is built through demonstrating to the client that you are an expert in your industry.
How do you demonstrate that?
Case studies, research, business reviews, access to other experts inside your networks are great resources to add to build business rapport and enhance your relationship with your client.
There have been many studies that show a large reason a client stops working with a vendor is because they feel as though the vendor has become indifferent to the client’s needs and issues. It’s imperative to never allow your clients to feel that way! To ensure that your client always feels wanted and cared after, you need to build business rapport.
By providing value and business rapport, you demonstrate to the customer that you’re an expert in your given industry, AND you care for your client’s needs…a winning combination! This builds customer loyalty and allows you to free your mind of the worry of potential competition snatching your client away from you. In fact, because customer loyalty leads to increased referrals, you may actually be chipping away at the competition more than you think you are!
What are your preferred ways to build business rapport with a client?
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