At the profitable marketing forum at Servcorp in North Sydney earlier today I was asked a very thoughtful question. I had just completed the elevator pitch module and was in the midst of answering questions when one of our attendees asked a question I’m not frequently asked.
Most attention and effort when discussing the elevator pitch is focussed on crafting and delivering the “perfect elevator pitch”. However today a thoughtful and insightful business owner asked the question… What happens next – how can we establish rapport with a stranger?
People skills are a vital skill in business!
A good elevator pitch introduces the problems your clients face, the benefits of getting them resolved, how you work with clients and establishes an initial basis for a conversation. Next you must see if you can establish a rapport and start to build a relationship of trust with the person you are talking too.
There is really simple thing that you can focus on to help you build rapport with anyone. Focus on what is the most important and favourite subject for every person – and that is them!
Ask questions and take a genuine interest in the person, their background, what they like to do socially. People respond positively when they have the opportunity to talk about themselves and share something about themselves.
When you are able to make the people you meet feel valued, special and important they will share with you their problems and show you how you can help them. This will provide the opportunity for you to demonstrate the value you can bring to the relationship and allow the law of reciprocity to “kick in”. When you help someone – they will feel the need to help you back.
Investing the time to develop your people skills and the ability to break the ice to quickly build strong relationships with anyone is a vital business and career skill.
