Description

:30  Intro

• Topic: The Guest List: A Series. Solidify The Connection
• Sponsors
• Cream City Marketing
  • www.creamcitymarketing.com
• Spearity
  • www.Spearity.com
• Recap
  • We talked about ways to get noticed
  • How to build a guest list
  • Discussed a lot of marketing and sales last week
  • This week we are focusing on rapport building

4:00 How do we build rapport?

• If you are not a marketer that’s okay
• During rapport building stage, you still have to make it about the guest
• Read “how to read friends and influence people”
• There are things you can do to make sure people are getting back to you
  • You will fail and people will say no that’s okay
  • Don’t always make small talk
    • Need value
    • Need to make a business
    • Establish relationships
• # 1 thing in building rapport is responding in a timely manner
• Always say “thank you for your time” not “sorry”
  • Most people will get back to you
  • Follow their cadence

8: 20 Follow traditional communication

• If they don’t like email and tell you that DON’T EMAIL THEM
• Most of these individuals have people managing their communication and will tell you to do so
• When you make the ask this is when you will get that response to get in touch with assistant
  • If they say no it doesn't always mean no
  • Could need to build more rapport
  • The “no” is a request for more information - M
    • Not me
    • Not now
    • Not that
• Rapport, rapport, rapport
• If you hear a no, learn why and you will improve

12: 00 “Thank you for your patience”

• Reframe
  • Don’t apologize
  • Say thank you
• This can change the nature of the whole conversation
• A lot of time coaching is spent on language
  • Verbal
  • Text
  • Email
  • Written word
• Language has to be very intentional
• Most communication we get now is not verbal
  • We lose all nonverbal communication this way
  • Most of the meaning of conversation is verbal so this is hard
  • People assume things about written text
  • The “voice in your head” is not what they are hearing through the screen

16:10 Break Through the Noise

• Messaging needs to be positive
• The positivity sticks out amidst all the noise
• Once you solidify the yes
  • You think “I did it!”
  • Then people get distracted
  • But you need to continue the rapport building
• Remember that your deal is not closed until money is in hand, they are on the show contract is closed

Full Show Notes Here