Friday, February 25, 2011

Building Rapport with Your Clients

Have you ever wondered how certain people just seem more charismatic than everybody else? Their appearance is certainly no competition for Cindy Crawford or Denzel Washington; however, people just seem to gravitate toward them nonetheless. What is their secret? Today, we will discuss a few proven skills that anyone can learn to become more attractive to not only the opposite sex, but to your clients and people in general.
First, the power of a smile is priceless. The next time you are in a large group of strangers, note the number of people who are smiling and cheerful relative to those walking around with a frown. Smiling improves one’s attitude and in turn makes you happy. Happiness is attractive! One of the most influential actions is to simply smile at a prospect. The next time you are leisurely strolling through the mall on a Sunday afternoon, practice smiling at people so that it becomes natural and notice the reactions that you get in return.
Next, building rapport with your clients and potential friends is easier when you assume a positive trait in your prospect. People love, love, love to talk about themselves and to feel as if they have something of value to contribute. In the prospecting game, assuming that your potential client is already well versed in whatever it is you are demonstrating to him or her goes a long way in influencing them in a beneficial way. Phrases such as, “You probably already know. . .” and “People can, you know. . .” allow for the assumption of the obvious. Whether your listener is well versed or not, they are certainly not going to argue with you that they are ignorant to the subject!
Our last skill that you probably already know is the power of courtesy. If you imagine that everyone you meet is your Grandmother’s best friend, you will become more responsive rather than reactive. Whether you are being cut in line at the DMV or experiencing the rudeness of a customer service agent at your local fast food establishment, respond in kind. Not many people can continue to be rude when met with common courtesy. And even if they do, that’s more practice for you in self restraint!
Mastering these skills will help you to establish and maintain rapport with your clients in any setting. Remember that potential clients are always watching your every move and how you respond to adversity. Building your business does not have to be a chore. Mastering the basic skills of relationship building will help you attract more quality leads and secure an endless stream of referrals from happy, trusting clients. Professional marketing skills, or the lack thereof, will hinder the majority of direct sales professionals and online marketers. Success in business is dictated by your level of expertise in personal branding and lead generation. Help is available within a supportive team environment. Find out more on branding yourself and your business at The Jowen Network.

AskWendyWebb is a division of Jowen Enterprises.

Thursday, February 24, 2011

Relationship Building: A Business and Personal Perspective

Regardless of the type of relationship you are building, consistency is paramount.  Whether you are trying to woo the girl or guy of your dreams or impress a potential client to land that big fish contract, customer satisfaction is EVERYTHING!  Many folks have the erroneous notion that once you close on that contract or walk down the aisle, the hard work is over.  However, the real work is just beginning.  Relationship building in any type of marketing . . . business or self promotion is an on-going process.  It must be addressed in hierarchical manner similar to the needs outlined by Maslow’s Hierarchy of needs.  Lower level needs must be met before addressing higher level needs.  In relationship building, clients and suitors want consistency.  Simply put, you have to follow through.  It is not enough to MEAN what you SAY and SAY what you mean, your ACTIONS must not betray your WORDS!  Give the people what you promise them and you have half of your battle won.  

Next, on-going communication is essential.  No one likes to be left in the dark.  Demonstrating dependability and availability creates trust and supports loyalty to you or to your brand.  Achieving these two levels of success create reasonable expectations in your business and personal relationships.  Most folks are able to keep up with these two expectations, but the next two levels of success distinguish the tortoise from the hare! The next level in the hierarchy dictates that you see and provide for your prospects as individuals.  There is no catch all or blanket solution that encompasses all types of relationships.  However, there is one action that many overlook that is the passageway to the individualized answer for EVERYBODY.  That action is to LISTEN to your prospect.  They will tell you what they want and need.  Don’t know what to get for your beloved on a holiday?  Ask and LISTEN to the answer.  Not sure which way to go in marketing services for a client?  Ask for their input and ACT upon it.  Even if it does not work out, you have provided a customize solution and prospects do not forget that you valued their input on a project.  

Once you have achieved the last and highest level of the relationship building hierarchy, you can breathe a little easier, but only for a moment!  You will know that you have earned the respect and admiration of your partner or prospect when they ask you for your opinion on important matters.  It is only when people feel valued and important to you that they will seek you out for your expertise.  Once this level of loyalty and rapport has been established, relationships like these are there for the long-term.   You can then look forward to a long, mutually beneficial business or personal relationship. 
The bottom line is that it is easier to develop such alliances by using attraction marketing.  Allow people to come to you that are looking for you!  Connect with like-minded individuals in social and business networking venues and ask for referrals and recommendations from experts in your areas of interest.  Find out more on branding yourself and your business at

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AskWendyWebb  is a division of The Jowen Network.