Building a Rapport With Your Prospects May be the Most Important Step You Take on the Road to Success.
By Dr. Joe Rubino
As networkers, we often find ourselves more powerful with some people or in some arenas than in others. And success in building a prosperous marketing business is greatly facilitated by identifying your own power niches.
Allow me to explain.
Developing commonality with others is one of the keys to developing rapport. And rapport is a critical element necessary if you're going to be heard by your prospect. To the extent that the prospects "get" that you're interested in them and you have things in common with them, they're more likely to be willing to listen to what you have to say. So to maximize this advantage from the start, why not seek out those individuals with whom you have one or more items in common?
IDENTIFY AREAS OF COMMONALITY
The following list can serve as a starting place for exploring those arenas where you are likely to find others with common interests and backgrounds. Make a list of as many prospects as possible with the following items in common:
* Profession* Work Background
* Religion
* Ethnic or Racial Group
* Club Membership
* School Class
* Language
* Special Interest or Skill
* Common Challenges
* Geographic Location
* Childhood Affiliation
* Mutual Friends or Acquaintances
* Family Ties
* Favorite Charity
* Political or Other Affiliation
* Parents with College Tuition Bills
* People Working Two Jobs
Since this list could go on and on, feel free to add other ideas that occur to you. The point is to begin looking for those with whom you share some bond. If you're a teacher, you know all the challenges that teachers are likely to face. Identify why your opportunity would be appealing to teachers, gaining clarity on the specific benefits to teachers. Then go after this group, speaking your commitment to support teachers in becoming financially independent. They could then teach out of choice, because they love to, rather than because they need to, for survival. The same principle applies to any niche market or group.
Dr. Joe Rubino is a successful network marketing executive.
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