Your sales team’s performance will always be dictated by how motivated they are and how tightly aligned they are with your overall goals and mission. At the same time, though, it will also be dictated by how well your employees are able to empathize with and understand the people they’re trying to sell to.
People do business with people that they like, which is why being able to generate rapport with sales leads is so important. The good news is that simply by building a little rapport, you can drastically increase your chances of scoring a conversion and turning a lead into a paying customer. Here’s how to get started.
1 . Take them out for drinks
While we’re not encouraging you to drink to excess or irresponsibly, there’s a reason why alcohol is referred to as a social lubricant. If your company has a lengthy sales process, it can be worth arranging events to schmooze with leads while sharing a few drinks. Even if they’re teetotal, you can still take them out for dinner.
2 . Establish in-jokes
In-jokes help to establish some common ground between you and your sales leads, and they also give you something to fall back on when you need to say something and you’re not sure what to go with. If you can make your prospects laugh, you’re off to a good start and will be able to drastically improve your chances of talking them into converting into a paying customer.
3 . Know when to listen
The chances are that the insights that you’re looking for are hiding in plain sight. Pay special attention to any common objections that prospects have and find ways to address those concerns before it stops them from making a purchase. Once you develop a knack for spotting people’s objections, it becomes much easier for you to overcome them.
4 . Be friendly
We’d hope that at the very least, your salespeople are kind and courteous to prospects, but being friendly requires going the extra mile. It involves getting to know prospects on a personal level, remembering the names of their children and asking after them, and ultimately treating them less like figures on a spreadsheet and more like the individuals that they actually are.
5 . Use GetProfiles
Sure, perhaps we’re a little biased here, but this list wouldn’t be complete without GetProfiles. It helps you to automate your list building process and gives you in-depth information on each of your prospects, covering everything from the structure of their organisation to the technology that they use. Ultimately, it helps to give you better data on the people that you’re reaching out to, and better data means greater personalisation and ultimately a better rapport.
6 . Test and improve
The good thing about working with a professional sales team is that so much of it is measurable. Be sure to keep an eye on important metrics like conversion rates and return on investment, and learn to spot whether any of the changes that you’re making are having an impact. Do more of what works and less of what doesn’t and make sure that you continue to improve in the months and years to come.
Building rapport with your sales leads is like investing in the future, and if you’re not doing it then you can bet that your competitors are. That could mean bad news for you, because they’ll end up taking on the best customers and leave you begging for scraps.
The good news is that by following the tips in this article, you’ll be off to a good start, and you should start to notice an immediate uptake in key metrics like conversion rates and return on investment. And if you keep monitoring your metrics, making changes and trying new things, it becomes a gift that keeps on giving.
After all, just because culture is intangible and difficult to quantify, it doesn’t mean that you can’t measure it through the impact that it has on your company’s overall performance. The clues are already there, just waiting for you to notice them. Good luck.