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Meeting with people- Establish rapport
Written by: Tom GoscheArticle Overview: Last week I started talking about an important part of your Marketing and Branding Strategy, which is to meet with people, usually one-on-one. I made some suggestions on agenda topics you can use with these meetings. This week, I will discuss establishing rapport.
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Meeting with people- Establish rapport
Last week I started talking about an important part of your Marketing and Branding Strategy, which is to meet with people, usually one-on-one. I made some suggestions on agenda topics you can use with these meetings.
This week, I will discuss establishing rapport. Learn a little about the other person; where they live, where they work, other hobbies or interests outside of business. This will sometime happen at the end if you are meeting for the first time. Unless…
Last week, I met with someone for the first time. As I arrived, I noticed he was proudly wearing a youth football coach sweater. If you know me, you know I coach Schaumburg Youth football and it become a fun passion! When I asked him about it, we had a great conversation about our kids, coaching others’ kids and the differences between Schaumburg and his town’s youth football organization.
Since we had that in common, do you think it was easier to talk about business? Was I able to ask him better, more probing questions then if we did not have that in common? You bet!
However, be careful! My old friend Dan Seidman, author of Sales Autopsy (a very funny book about the sales that die!) tells the story of a man trying to establish rapport:
As the salesperson was walking into the prospects office, he notices a picture of the prospect with his arm around former football coach and announcer, John Madden. What a great in! So the salesperson says “Wow, when did you meet John Madden?” The prospect then said, “That… is… my… wife.”
Make sure you are not blowing rapport, by jumping to conclusions.
Article Tags: branding strategy, establishing rapport, football organization, funny book, hobbies, john madden, jumping to conclusions, marketing, old friend, passion, probing questions, prospects, salesperson, schaumburg, seidman, youth football coach
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About the Author: Tom Gosche RSS for Tom's articles - Visit Tom's website You are the Expert! Develop your Marketing and Branding Strategy and increase your SALES in any economy! The Business Strategist helps expert professionals who sell themselves and their expertise, develop a cost effective Marketing and Branding Strategy which grows their business. Develop one consistent Marketing and Branding message for your successful strategy. His BRAND System™ offers a method of creating and implementing an effective Marketing and Branding Strategy which grows businesses. 1998 through the present- Director of BNI Marketing. Tom trains over 1,800 professionals on the art of word-of-mouth marketing. 2002- Tom created The B.R.A.N.D. System™ a method of teaching business professionals to “B.R.A.N.D. yourself before others brand you.” 2007- Contributing author of Masters of Sales, New York Times best-selling book. A native of the Chicagoland area, Tom lives in Schaumburg, Illinois. As a dad, Tom helps coach youth sports. He enjoys hiking, biking and camping with his wife Mary and their 3 sons, Tommy, Eddy and Sammy. Click here to visit Tom's website Meeting with people Figure out how you might be able to work together A rise in Customer Service What is your Phrase that Pays Turn Your Passion to Profit Meeting with people Take Turns Talking About Your Business |
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