Guest Post by Andrew Chee
The business plan is perfect! However, sometimes facts just aren’t enough. We are surrounded by so much noise today from negative hearsay to internet trolls that to get our message across, it can come in handy if we know how to effectively build rapport with our prospects. We call this the dance. The idea is to build a strong enough relationship with them so that they will give us the benefit of the doubt if they ever do come across any slandering or negative information that causes uncertainty. It all comes down to effective communication. Let’s go over some pointers to get better at “dancing”.
Increase your Questions to Statements ratio
The best communicators control the conversation by asking more questions. To become better at this, one must develop a natural curiosity and listen with a genuine interest in what the other person has to say. It can also go a long way if the questions asked are open-ended, specific, and not too usual – this can help create a more interesting dialogue. E.g. instead of asking “How have you been?” we can ask “Have you been working on anything interesting lately?”
Familiarize yourself with the Market America Themes
Aside from practicing your answers to “What do you do?” and “What is it?”, it helps to be well-versed in our themes as well. The Shopping Annuity, 45-year plan vs 2-3 year plan, Franchise vs UnFranchise, and Product Brokerage vs Manufacturing are among some of the themes that are good to know and can strike up an interesting conversation. We have resources galore on UnFranchise Media and the Market America youtube channel that you can check out to learn about more themes.
Ask for a Simple Favor
This can help build faster rapport when meeting someone for the first time. In the human mind, doing favors for someone is usually reserved for close friends and family so if you ask someone you’ve just met to do you a favor and they accomplish it,it fast-tracks your relationship closer to the inner circle. Do note that the favor needs to be simple and easily achievable otherwise it might work against us. Some examples would be to ask them to pass the ketchup, or asking for the time.
Rephrasing and Paraphrasing
“Being heard is so close to being loved that for the average person, they are almost indistinguishable.” – David Augsburger. Rephrasing and paraphrasing what\someone just said to you lets them know that they were heard.
Have an Exit Plan
Too often do we put all of our focus into the conversation itself that we forget to prepare an exit plan. Effective communicators have an exit plan ready to apply when the conversation goes well. A well-initiated exit should let the person know that we enjoyed spending time with them and that we’re looking forward to doing it again. This ensures the follow-up and increases the probability of them making it to the next meet.
It can be relieving to learn that communication is 70% body language, 23% voice and tonality, and only 7% spoken word. This means that far too many of us are worried about the thing that holds the least weight – what to say! We should start by realizing that 93% of effective communication is in how we say it – so next time you have a conversation with someone, pay more attention to the energy in the conversation and less on the actual words. We’ll see if that along with these pointers will lead to a better outcome.