Establishing Rapport With Your Prospects Through Your Story

Friday, December 7th, 2012 at 9:31 am

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When you are trying to establish rapport with your prospects to build your network marketing or direct sales business using your personal story, the purpose is to help your prospects get to know you better and move them into making the decision to take the next step. They begin to understand how you can help them, which in turn, solidifies trust and credibility.

The significant component of telling your story is to help your prospects conclude that if you can do it, so can they. The purpose of follow up phone calls and speaking with a prospect is to continuously build rapport. This activity provides a living, breathing declaration as to you as a person whose interests lie in helping them and then to the legitimacy of your primary product, service or opportunity. Whatever you are marketing, it is critically important that you make a genuine appeal to your potential prospects and telling them your story is key.

Your story provides an initial framework for your prospect to be able to discern if this relationship might be a good fit for the both of you. They will be able to make a decision as to whether you are the right leader and if they can see themselves succeeding in either growing their own business with your help or being a team member in your primary business. A potential prospect will be hesitant to move to the next level if they feel you are unable to lead them or provide important information needed to succeed in business. When you provide a clear picture of who you are, your prospects not only get to know you, but it provides a baseline with which to find similarities between their own life and yours. Consequently, telling stories of success, yours or others, can be the bond that will make being successful a realistic goal for your prospects.

So how do you establish rapport with your prospects through your story?

The best way to tell your story is by truthful experiences. Include the good and the bad and things that occurred at critical junctures on your journey. The objective is to get your prospect to see that it was a conscious decision to take advantage of the network marketing or direct sales opportunity you are now engaged in. When you establish rapport through your story, it helps solidify the reasons which led you to the conclusion that the business decisions you made were the right ones for you.

The basic framework to your story should be to demonstrate your “why” and the result of you taking action. For example, you wanted to supplement your current income (your why) and network marketing or a direct sales business was the vehicle you used to achieve that goal (the action you took).

It is important to remember that when telling your story, the more personal you make it, the more convincing you become to your prospect. Avoid hype and your prospect is way more likely to be influenced by your story.

When you begin telling your story, you will see it will make an impression on the minds of your prospects to take action, guaranteed! Harness the power of the personal touch. Prospects forget facts, but they never forget a great story. So, in sixty seconds or less, what’s your story? What’s your “why” and what action will you take to achieve that goal?

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