No matter your industry, building rapport with clients is critical to your long-term success.
And with that in mind, there’s an important question to answer: What steps can you take to build relationships that will help you grow your business?
This is especially important in industries such as mortgage lending and insurance where developing client relationships is crucial to success.
While there’s no right or wrong answer, we’ve got 10 of the best ways to build rapport with clients to close more sales.
1. Address the person by their name
This is an easy one. It doesn’t take any effort to address a client by their first name. Once you’re in the habit of doing this, it’ll become second nature. Little things like this can have a big impact on the number of leads you convert.
2. Be open and honest at all times
Even if it makes you look bad, honesty is the best policy. If you made a mistake, own up to it. If you have bad news, share it. You never want your clients to think that you’re withholding information or being sneaky.
3. Be a good listener
As a salesperson, you like to talk. It’s a big part of your success. While there’s nothing wrong with that, you also need to be a good listener. Give your clients a platform for sharing their minds. Hear them out, provide guidance, and answer their questions. There’s no replacement for being a good listener.
4. Make recommendations
You’re the expert, so you must feel comfortable making recommendations.
For example, if a client is interested in buying another life insurance policy, provide recommendations regarding the best type of coverage and death benefit.
When possible, provide your client with multiple options. This improves the likelihood of making a sale.
5. Don’t push too hard
You’re a salesperson and there’s nothing wrong with that.
However, there’s a fine line between building rapport and pushing too hard. You don’t want to come across as overbearing. And you definitely don’t want to turn yourself into a pushy salesperson that your clients avoid at all costs.
In many cases, listening and letting the sales process run its course is the best approach.
6. Be patient
A big part of sales productivity is patience.
Don’t force a client into answering a question or making a decision. Don’t continue to reach out to a client if they tell you they don’t have time to talk. Patience is essential to your long-term success.
7. Take steps to understand their needs
Don’t assume that you understand the wants and needs of your clients. Take steps to ensure that you’re on the same page. Some tips include:
- Conduct regular check-ins
- Keep an open mind
- Monitor the industry to share relevant guidance
When you understand your client’s needs, you’re more likely to provide them with top-of-the-line service.
8. Ask for feedback
There are many reasons to ask your clients for feedback, with building rapport somewhere near the top of the list. There’s no shortage of ways to do this:
- Send a survey
- Ask on the phone
- Ask via email
Of course, asking for feedback is only the start. You must also be willing to accept it. Every bit of feedback you receive can be used to improve the way you communicate with and serve your clients.
9. Be prepared at all times
By failing to prepare, you are preparing to fail. It sounds cliche, but it’s true. You must be prepared for anything and everything your clients throw your way. Examples include:
- An auto insurance client with questions about adding a new vehicle or driver to their policy
- A home insurance client who needs to file a claim after a fire
- A life insurance client who is dissatisfied with their policy and looking to make a change
Something as simple as always being prepared can make or break a client relationship. When you always have an answer, your clients are more likely to contact you when they require help. They’re also more likely to give you the benefit of the doubt in the event of a mix-up.
10. Stay in touch
When you lose contact with your clients, there’s a greater chance of them moving on to another provider. And that’s not a risk you want to take. There are many ways to stay in touch including phone calls, email, and text messages. The more you communicate with clients the more you’ll understand how they prefer to stay in touch.
Track your progress and performance
With the 10 tips above, you’ll find it easier to create a strategy for building rapport with your clients. But there’s more to it than that.
You should also track your progress and performance to ensure that you’re always improving.
Some questions you can answer to determine if you’re in a good place with your clientele include:
- Do you consistently receive positive feedback from your clients? Negative feedback?
- On average, how long do your customers stay with you? Is this more or less than the industry average?
- Do you feel good about how you’re helping your clients? Do you often feel like you could offer them a better experience?
Even if you feel good about your progress and performance, there’s always room for improvement. Track every move you make, good and bad, and adjust accordingly. Doing so will help you build rapport with your clients.
Building rapport with aged lead clients
Now that you know how to build rapport with clients, it’s time to close more deals. And that starts with keeping a full pipeline.
Learn more about our high-quality aged leads, create an account and make your first purchase. Within minutes, you’re in a position to call on prospects who are interested in the product(s) you have to offer.
Photo by Karolina Grabowska