How can you build rapport with hesitant prospects?

1 Show empathy and curiosity

One of the first steps to building rapport with hesitant prospects is to show empathy and curiosity about their situation, challenges, and goals. Don't start with a sales pitch or a generic message, but rather ask open-ended questions that demonstrate your genuine interest in learning more about them and their needs. For example, you could ask them how they are coping with the current market conditions, what are their main pain points, or what are their aspirations for the future. By showing empathy and curiosity, you can make them feel heard and valued, and also uncover valuable insights that can help you tailor your offer and message.

2 Provide value and education

Another way to build rapport with hesitant prospects is to provide value and education that can help them solve their problems or achieve their desired outcomes. Don't just focus on your product or service features, but rather on how they can benefit your prospects and address their specific challenges or goals. For example, you could share relevant content, such as blog posts, case studies, white papers, or webinars, that can educate your prospects on best practices, industry trends, or success stories. By providing value and education, you can position yourself as an expert and a trusted advisor, and also create curiosity and interest in your offer.

3 Leverage social proof and referrals

Another way to build rapport with hesitant prospects is to leverage social proof and referrals that can boost your credibility and influence. Don't just rely on your own words, but rather on the words of others who have used your product or service and achieved positive results. For example, you could share testimonials, reviews, ratings, or endorsements from satisfied customers, industry influencers, or media outlets, that can showcase your value proposition and differentiation. You could also ask for referrals from your existing customers, partners, or network, who can introduce you to your prospects and vouch for your reputation and quality. By leveraging social proof and referrals, you can reduce skepticism and resistance, and also increase trust and confidence in your offer.

4 Use humor and personalization

Another way to build rapport with hesitant prospects is to use humor and personalization that can make your communication more human and engaging. Don't be too formal or robotic, but rather use a friendly and conversational tone that can reflect your personality and style. For example, you could use humor, emojis, gifs, or memes, that can lighten the mood and break the tension, but only if they are appropriate and relevant to your prospects and your offer. You could also use personalization, such as their name, company, industry, or location, that can make your message more relevant and appealing. By using humor and personalization, you can make your prospects feel more comfortable and connected with you, and also stand out from the crowd.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?