If you were to ask ten different successful entrepreneurs about the secrets they used to build a thriving business, you would probably hear ten different things. The point is, everyone is different. We all have our own unique set of skills, gift and expertise and as we go about building our businesses we do what is comfortable for each of us. However, when it gets right down to the nitty-gritty, in order to have a successful business you need loyal customers and clients. Building solid and lasting relationship with your clients is definitely worth the investment. Taking the time to build rapport as well as a mutually beneficial client and provider relationship is one of the main ingredients to build a successful business. Let’s look at how you can build rapport with your clients using a step by step methodology.
Identify
The identification process involves determining precisely who your target market is. If you are a serviced based business owner, ask yourself, “who am I best suited to help and serve?” If you are a product focused business owner, ask yourself, “who is most likely to need or want this product and why?”
Identify the specific type of people who have a challenge or problem that you are gifted to address and provide a solution for. It is going to be critical for you to get very specific with this group of people so that they understand that you have exactly what they need.
Once you know what your target needs the most, you must go about becoming the #1 trusted resource for them. People like to do business with others they know, like and trust. With that said, do you have colleagues or friends who can handle other areas of business for your ideal clients? If you can connect them with the right service provider, that referral will go a long way.
Declare
You must make a firm declaration to a specific group of people that your company possesses the solution to their problem. Your solution must address their specific need or problem in an impactful way. Your ideal clients want to know you are completely capable of leading them down the best path with the right solutions.
Remember, your ideal clients don’t care about your education, experience or accolades. They want to know that you have the answer to help them deal with a challenge or answer a need that they have. They simple want to know that you are the person who can take them where they need to go.
Once you declare the specific ways in which you can help your ideal clients, you must demonstrate value. It’s not enough to tell your clients about all of the benefits of working with you, you must show them. Your value proposition is a necessary component of building loyal clientele.
Connect
There is an old adage that goes something like this: people don’t care how much you know until they know how much you care. Your ideal prospects and clients will not care what how much you know until they know how much you care. Before working your prospects become your clients, they must feel comfortable with you. They must feel as though you are someone who is trustworthy and reputable. People do business with those they know, like and trust. You must build rapport with your ideal clients before you can ever gain their respect. Remember making a real connection with someone involves coming from a place of genuine concern and heart centered service. Once you show that you care about your ideal client’s pains, frustrations, challenges and problems, you will be in a better situation to help them solve them.
The key to building lasting rapport with your clients is that it takes HEART. You must show heart when you are building a relationship with your clients by showing that you care about them and the specific ways you can help them. You must also learn how to get to the heart of the matter when attempting to figure out how you can best serve them.
If you have a desire to help people and make a difference, remember you must get clear on who you are here to serve, declare that you have the answers they need and make a connection from a heart centered place of service.
Now over to you, I’d love to hear your thoughts. Please share your insights about how you build rapport with your ideal clients? Do you have a great story about how you built a strong relationship with one of your clients and it turned out to be a win/win for the both of you?
Please leave a comment below.
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This article is written by Lori A. Manns. Want to use this article for your website, blog or newsletter? No problem. Here’s what you must include: Lori A. Manns, CEO of Quality Media Consultant Group your marketing and sales success mentor, and founder of Marketing For Trailblazers™ & Sponsorship Sales Secrets System;™ that shows you how to get more sponsors and sales for your business, guaranteed. To purchase consulting services on marketing, advertising or sales and, learn how to increase your revenue and grow your business; please visit www.qualitymediaconsultants.com.