{"id":43991,"date":"2020-06-21T03:08:45","date_gmt":"2020-06-21T03:08:45","guid":{"rendered":"\/us\/en\/blog\/?p=43991"},"modified":"2025-03-13T07:28:09","modified_gmt":"2025-03-13T14:28:09","slug":"the-remote-salespersons-guide-to-building-rapport-with-prospects","status":"publish","type":"post","link":"\/us\/en\/blog\/the-remote-salespersons-guide-to-building-rapport-with-prospects\/","title":{"rendered":"The remote salesperson&#8217;s guide to building rapport with prospects"},"content":{"rendered":"<p>Just 3% of people believe that <a href=\"https:\/\/blog.hubspot.com\/sales\/salespeople-perception-problem\" target=\"_blank\" rel=\"noopener noreferrer\">salespeople are trustworthy<\/a>.<\/p>\n<p>That\u2019s a huge problem. If people don\u2019t think they can trust you, why would they ever buy from you?<\/p>\n<p>It\u2019s up to salespeople to change that perception. To demonstrate that you <i>can <\/i>be trusted, and that you have your customers\u2019 best interests at heart.<\/p>\n<p>Building rapport allows you to do just that. In your prospect\u2019s mind, it takes you from \u201canonymous salesperson\u201d to \u201cJim\u201d or \u201cJudy,\u201d the person who understands their business and their pain points, and has the expertise and product to make their life easier.<\/p>\n<p>But with most people now forced to work from home, salespeople need to adapt to conducting business online and finding alternative ways to build rapport, whether through email, video meetings, or cold calling.<\/p>\n<hr \/>\n<p class=\"p1\">Up your prospecting game and close more deals with these free cold calling scripts. \u260e\ufe0f<\/p>\n<p class=\"p1\">\n<div class=\"download-form-widget standart-download-form\" data-url=\"http:\/\/netstorage.ringcentral.com\/ebook\/cold_calling_scripts_playbook.pdf\" data-id=\"69d11da1b50e9\" id=\"69d11da1b50e9\">\n\t\t<button tabindex=\"on\"  on=\"tap:69d11da1b50e9.toggleClass(class='open')\" class=\"open-modal-download-action download-form-button\" type=\"submit\">\ud83d\ude80 Get them now<\/button><\/p>\n<div class=\"download-form-modal\">\n<div class=\"download-form-modal-body\">\n<div class=\"download-form-modal-content\">\n<div class=\"download-form-modal-title\">Don't just touch base. Move your deals forward. Download this cold calling playbook. <\/div>\n<form class=\"download-form SMB\" method=\"post\">\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<input class=\"download-form-input\" aria-label=\"Full Name\" aria-required=\"true\" aria-invalid=\"false\" type=\"text\" name=\"fullname\" placeholder=\"Full Name\" data-dl-events-hover=\"true\" data-dl-element=\"text\" data-dl-additional-info=\"download form\">\n\t\t\t\t\t\t<\/div>\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<input class=\"download-form-input\" aria-label=\"Email (please enter a work email address)\" aria-required=\"true\" aria-invalid=\"false\" type=\"email\" autocomplete=\"on\" name=\"email\" placeholder=\"Email (please enter a work email address)\" data-dl-events-hover=\"true\" data-dl-element=\"email\" data-dl-additional-info=\"download form\">\n\t\t\t\t\t\t<\/div>\n<div>\n\t\t\t\t\t\t\t<input type=\"hidden\" name=\"popup_form\" value=\"1\">\n\t\t\t\t\t\t<\/div>\n<div><input type=\"hidden\" name=\"Asset_ID__c\" value=\"ODAM-01477\" class=\"download-form-input\"><\/div>\n<div>\n\t\t\t\t\t\t\t<input type=\"hidden\" name=\"Lead_Entry_Source__c\" value=\"RC Blog\" class=\"download-form-input\"\/>\n\t\t\t\t\t\t<\/div>\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<button class=\"download-form-submit\" type=\"submit\" data-dl-element=\"button\" data-no-auto-dl=\"true\" data-dl-additional-info=\"download form\" data-dl-name=\"Get them now\">Get them now<\/button>\n\t\t\t\t\t\t<\/div>\n<\/p><\/form>\n<p> \t\t\t\t\t<button on=\"tap:69d11da1b50e9.toggleClass(class='open')\" role=\"button\" tabindex=\"0\"  class=\"download-form-modal-close\"><\/button>\n\t\t\t\t<\/div>\n<div class=\"download-form-modal-thank\">Happy calling!<\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/p>\n<hr \/>\n<p>When you aren\u2019t able to meet face to face, building a genuine relationship with a customer inevitably becomes more challenging \u2013 but that\u2019s not to say it\u2019s impossible. Here\u2019s how to do it:<\/p>\n<h2>1. Gain a competitive advantage<\/h2>\n<p>Whether you\u2019re back in the office or working remotely, the need for adequate preparation before every cold call or meeting is just as important.<\/p>\n<p>In fact, it\u2019s arguably <i>more <\/i>important when you\u2019re remote, because the absence of in-person contact puts up a barrier between you and your prospect.<\/p>\n<p>We\u2019re not just talking about researching the prospect\u2019s career and their company. You should be doing that anyway \u2013 it\u2019s the only way to accurately assess whether or not they meet your <a href=\"https:\/\/mailshake.com\/blog\/define-icp\/\" target=\"_blank\" rel=\"noopener noreferrer\">ideal customer profile<\/a>.<\/p>\n<p>Beyond this, you should be looking out for anything that helps you form a personal connection with your prospect because personal connections are vital to building rapport. They help you start conversations and break down barriers that can so often exist on cold calls and video meetings.<\/p>\n<p>So what sort of things you should be looking for? Dig into their socials and ask yourself:<\/p>\n<ul>\n<li>Did we go to the same school?<\/li>\n<li>Do we share a hometown or state?<\/li>\n<li>Do we support the same sports team?<\/li>\n<li>Do we love the same film or TV show?<\/li>\n<li>Do we have any mutual connections?<\/li>\n<li>Do we have similar hobbies?<\/li>\n<li>Have we been to the same place on vacation?<\/li>\n<\/ul>\n<p>One word of caution: there\u2019s a fine line between \u201crapport-building\u201d and \u201cstalking.\u201d Don\u2019t creep them out by referencing a business trip they took eight years ago, or telling them they have beautiful children.<\/p>\n<h2>2. Phone calls are still effective<\/h2>\n<p>For better or worse, we\u2019ve all had to get used to spending a lot of time on Zoom over the past couple months.<\/p>\n<p>But during the age of video conferencing, it\u2019s important to remember that a simple phone call can still be extremely effective. Picking up the phone to check in with your prospect can help you build a closer, stronger relationship at a time when you may be unable to meet face to face.<\/p>\n<p>Be sure to intersperse your calls with <a href=\"https:\/\/mailshake.com\/blog\/rapport-building-questions\/\" target=\"_blank\" rel=\"noopener noreferrer\">rapport-building questions<\/a>. Asking targeted questions helps you engage the person on the other end of the line, transforming a one-way sales call into a two-way conversation.<\/p>\n<p>Don\u2019t just ask any old question that springs to mind. Effective rapport-building questions are highly personalized, which means you\u2019re not just asking something that <i>anyone <\/i>could answer (like \u201chow was your weekend?\u201d or \u201cwhat\u2019s the weather like where you are?\u201d). Here are a few of our favorites:<\/p>\n<ul>\n<li>Since you live in [city\/state], do you go to [local attraction] all the time?<\/li>\n<li>I saw you\u2019re a fan of [podcast or show]. Have you ever listened to [related podcast or show]?<\/li>\n<li>I see you used to work in [other industry]. What prompted you to make the switch?<\/li>\n<\/ul>\n<h2>3. Presentation in video calls is important<\/h2>\n<p>In a face-to-face meeting, you can win a prospect over with a joke or throwaway comment, but those same things don\u2019t always translate to a videoconference \u2013 especially if you and your prospect don\u2019t know each other particularly well. Expect a lot more scrutiny on the words you\u2019re saying and the way you present them.<\/p>\n<p>Always try to sound confident and knowledgeable \u2013 it\u2019ll reassure people that you know what you\u2019re talking about \u2013 but also warm and friendly. Don\u2019t be afraid to show some personality \u2013 after all, people buy from people. And try to be as succinct as possible, avoiding lengthy sentences, overly verbose phrasing and meaningless statements. No one wants to hear that your product is \u201cthe number one choice for [X],\u201d unless you can back it up.<\/p>\n<p>Focus on presenting the facts. If your product is strong enough and genuinely meets the organization\u2019s needs, and you\u2019re able to get those points across clearly and in a logical, compelling way, you shouldn\u2019t have to railroad your prospect into a sale. Chances are that\u2019ll lead to a negative experience for the prospect and a black mark against your name (and your company\u2019s name, too).<\/p>\n<p>Another key point: make sure your <a href=\"https:\/\/mailshake.com\/blog\/building-rapport-remote-sales-presentations\/\" target=\"_blank\" rel=\"noopener noreferrer\">sales deck<\/a> genuinely helps you build an engaging narrative without requiring you to be in the room with your prospect. Don\u2019t just reel off a list of USPs \u2013 put them at the center of the narrative, referencing specific, real-world challenges that they\u2019re facing, before positioning your product as the solution.<\/p>\n<h2>4. Reach out on social media<\/h2>\n<p>Sure, remote working can make it harder to build rapport. But we have a bunch of tools at our disposal to redress the balance.<\/p>\n<p>Social media is a huge help. People are happy to connect and converse via social platforms, provided you have something interesting to say (and aren\u2019t just trying to bludgeon them over the head with a sales pitch).<\/p>\n<p>LinkedIn is perhaps the best example. It\u2019s a fantastic platform for talking shop. When a prospect shares an article or writes a post, don\u2019t be afraid to get involved in the resulting conversation. Worst-case scenario, it\u2019ll put you on their radar and demonstrate that you know your stuff. Best-case scenario, it might allow you to naturally reference your product and spark interest \u2013 not just from your prospect, but from other participants in the conversation, too.<\/p>\n<p>Once you\u2019ve struck up a conversation or interacted in some way with a prospect on LinkedIn, be sure to follow up with a <a href=\"https:\/\/mailshake.com\/blog\/linkedin-connection-request\/\" target=\"_blank\" rel=\"noopener noreferrer\">personalized connection request<\/a>. Over <a href=\"https:\/\/blog.zoominfo.com\/20-shocking-social-selling-statistics\/\" target=\"_blank\" rel=\"noopener noreferrer\">98% of salespeople<\/a> who have more than 5,000 connections on LinkedIn meet or exceed their sales quota, which demonstrates the value of building a substantial network. Refer to them by name and lead with something that\u2019s unique and specific to them, like:<\/p>\n<ul>\n<li>I noticed you went to Williams College \u2013 I graduated from there myself six years ago!<\/li>\n<li>I noticed that Marie Reynolds, the CEO of ABC Supply Company, is a mutual connection. We collaborated on a project and she spoke very highly of you.<\/li>\n<li>I see you\u2019re the new IT Director at Computers, Inc. \u2013 congratulations on the new role!<\/li>\n<\/ul>\n<h2>5. Developing rapport through email<\/h2>\n<p>Of course, you can\u2019t be speaking directly to your prospects 24\/7. Email will help you to continue building the rapport you started to develop via social and on the phone \u2013 but only if you do it right.<\/p>\n<p>We\u2019ve all been tempted to send \u201cjust following up\u2026\u201d emails, but they should be a rarity, not your go-to message. When it comes to building rapport, the emails you send need to offer something of genuine value. That could be:<\/p>\n<ul>\n<li>A case study that helps the prospect build a business case for your product<\/li>\n<li>A blog, infographic, or ebook that speaks to one of their pain points<\/li>\n<li>A podcast featuring a thought leader in their field<\/li>\n<li>A free online tool they can use to save time or money<\/li>\n<li>An invitation to speak with an expert within your organization about a problem your prospect is facing<\/li>\n<\/ul>\n<p>Again, personalization is vital for building rapport via email. Generic copypasta won\u2019t move the relationship forward; it might even damage it.<\/p>\n<p>And if you <i>do <\/i>need to chase them up on something \u2013 which will naturally happen from time to time \u2013 do it in a reasonable way. <i>Don\u2019t be annoying. <\/i>Remind your prospect exactly what you need from them, and make it easy for them to deliver (for example, if you\u2019re following up on times and dates for a potential remote meeting, be sure to include a <a href=\"https:\/\/calendly.com\/\" target=\"_blank\" rel=\"noopener noreferrer\">Calendly<\/a> link).<\/p>\n<p><a href=\"https:\/\/ringcentral.valuestoryapp.com\/remote-readiness\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" class=\"aligncenter size-full wp-image-48171\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2021\/01\/Remote-work.png\" alt=\"remote work readiness quiz\" width=\"1000\" height=\"440\" \/><\/a><\/p>\n<h2>Conclusion<\/h2>\n<p>When you\u2019re speaking with a friend, you (probably) wouldn\u2019t spend all your time asking them to do you a favor.<\/p>\n<p>You\u2019ll ask them how they are. Chat about something you\u2019re both interested in. Share something you know they\u2019ll like.<\/p>\n<p>It should be no different when building a relationship with prospects. Don\u2019t expect to see results if you treat the whole process as a race to book them in for a pitch meeting or product demo.<\/p>\n<p>Personalize your messaging. Demonstrate your expertise. Add real value at every touchpoint. That way, you\u2019re not being \u201cjust another salesperson\u201d \u2013 you\u2019re being a trusted advisor with the skills and expertise to make your prospect\u2019s life easier.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Just 3% of people believe that salespeople are trustworthy. That\u2019s a huge problem. If people don\u2019t think they can trust you, why would they ever buy from you? It\u2019s up to salespeople to change that perception. To demonstrate that you can be trusted, and that you have your customers\u2019 best interests at heart. Building rapport &#8230;<\/p>\n","protected":false},"author":29,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[17901,43336],"tags":[380],"class_list":["post-43991","post","type-post","status-publish","format-standard","hentry","category-business-leadership","category-sales","tag-sales"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v19.3 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>The remote salesperson&#039;s guide to building rapport with prospects | RingCentral Blog<\/title>\n<meta name=\"description\" content=\"Just 3% of people believe that salespeople are trustworthy. That\u2019s a huge problem. 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