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Making Money Online Starts With Establishing Rapport

May 28, 2007

Late last week, Greg commented about ‘little boys’ calling the house.  When they call, they ask, “May I speak to ________ (his daughter)?” 

“I’d like a million dollars!” he retorts.  (Thanks for letting me share, Greg.) 

Look, one of the most critical mistakes sales presenters make is failing to establish rapport with prospects.

First of all, if ‘establishing rapport’ must be stated, then, it’s too late.  One of the first indicators to you, albeit unconsciously, of a solid salesperson is the ability of that person to establish rapport with you. 

Let’s assume you have a job requisition to fill with a sales rep.  Basically, you will hire the candidate based on two, major criteria (among others):

(1) Does the candidate ‘get it’?
(2) Did the candidate established rapport with me?

Thus far, this article begs the question: what is rapport?

Simply put, establishing rapport is about two people ‘being on the same page’.  It is the ability of an individual to identify with another person.  Have you ever spent an hour or two with an individual and afterward, you were so comfortable with the individual that it seemed like you’ve known that person all of your life.  Wua-la!  Rapport was established.

Now, it’s easy to spot rapport-efforts if you are being ‘called-on’ by a rep.  Especially in a business environment, it is clear that a rep wants something from you.  S/he wants to establish credibility with you.  Why?  So, you will like him/her and trust him/her. 

By the way, is there anything worse than a bad rep?  You know the type: the rep that ‘doesn’t get it’, has no tact, tells annoying jokes, gets in your ‘personal space’, and needs a breath mint. 

If you LIKE and TRUST him/her, then, you are more likely to buy what the rep is selling.  If not, you will send the ‘non-rapport-building’ signs. 

Establishing rapport is a business-way of making friends.  To me, it’s a formal term for a very important talent as the first step to approaching a prospect.  (Yes, I wrote ‘talent’.  Done well, building rapport is an art-form; during its course, it is undetected).

Let’s take this idea a step further……..

How do you establish rapport in your blog over the Internet? 

The Internet, alone, is a cold medium.  Compared to a face meeting, it pales. 

“If I’m trying to monetize my blog, and sell ‘stuff’ on the Internet, how do I establish rapport?

THAT is the ten million dollar question! 

Just kidding! 

My friendly suggestion is to ‘be you’ and social network like crazy.  If you ‘get no love’, then I doubt you’ve built any rapport.  In this case, try multiple approaches until you find one that works.  Also, always ‘know your audience’. 

So, boys, the next time you call the house, begin the call by asking Greg, “How was your day, Mr. Meares?”

 
JerryWFranklin

 

 

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Written by JFranklin · Filed Under Affiliate Marketing, Making Money Online, Marketing on The Internet 

Comments

2 Responses to “Making Money Online Starts With Establishing Rapport”

  1. Heather Masson on May 29th, 2007 9:03 pm

    So True. Anyone can set up a website or blog these days, but if you want to build a business you really have to be in tune with your visitors. “Establishing Rapport” must be done daily. Let your personality shine through in your blogging. Be honest,and be responsive to the needs of your clients.

    Great Post!

  2. Jerry on June 1st, 2007 11:24 am

    Thanks for the comment, Heather. Great add, especially the “be honest, be responsive” encouragement.

    JerryWFranklin
    http://www.BlueSkyBrothers.com

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