Stop Trying to Build Rapport

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Stop Trying to Build Rapport

Your prospects don’t need another contractor pretending to care about their dog, boat or favorite football team.

They need to trust that you can solve their problem.

In this episode, Tom challenges one of the oldest beliefs in sales: people buy from people they like.

Likability matters, but it doesn’t close the job by itself. Contractors lose sales every day after having friendly conversations with homeowners who genuinely liked them.

The missing ingredient is competence.

Manufactured small talk can actually work against you. It wastes time, signals that you’re running a sales technique and delays the conversation the homeowner actually wants to have.

Instead of trying to become their buddy, take command of the meeting. Explain the process, ask better questions, understand what they want and show them exactly how you’ll deliver it.

Competence is the rapport.

In this episode:

• Why being liked isn’t enough to close the job