Cultivate Client Rapport and Trust

and so when you bring that forward back here when you're talking about lawn care landscaping and doing a bid if you can get the customer to start talking about things outside of the job yeah at that point you build up what is called rapport mm-hm and your job is sold they've already in their mind when they start talking about their latest hockey tournament or where they went for supper or whatever you've already got the job you may not realize it because they haven't said I'm signing on the dotted line but that is the power of communication yep well most jobs do now is either I get a referral from from somebody that's used us or a frame you know it's the neighbor they tell their friend or they find it through social media or her website okay well they see your work may know what you're doing you go up to show them a quote and we end up talking for five ten minutes about you know their vacation they were on last week and and it you're not even talking about business but you're still selling yourself and you don't even know it just by communicating with people they they were off with Florida and I tell this to people all the time you know whoa Oh where'd you go the floor I was there six months ago you know what you do what did you go to you talk for five ten minutes they already built up trust with you because you're not just sticking to the job and you know they're not going to Walmart to buy milk what they're doing is they're putting their trust their property in your hands and they want somebody that they feel comfortable on their grounds because they're inviting you into their home it's a it's a key difference you know if you get some of these people that are just shopping for the low price don't worry about yeah you don't want to be the low price guy is that what we're doing you always want to be the middle price guy that has the trust built up because that's when they they feel that trust with you they're also gonna give you referrals I'm going exactly I mean you're around their kids you're around their home you you are on their property all way around 360 going in and out of their gates they trust you that hey my gates gonna be closed my dog can go outside and not go roaming around the streets that I mean that's just all building up trust my communicating with them trust has also built unfortunately by how you appear your your initial appearance so even I don't care what you look like give a level of trust where you feel clean-cut very professional…