3 AI Tools to Build Customer Rapport For Sales and CS
People buy from those that they know and trust. So, if you’re trying to build rapport with customers, find a way to personally relate to them and organically grow a sense of trust. You might wonder though, in today’s technology driven world: are we losing touch with the human connection? I argue no – we can utilize technology, especially AI powered tools, to help us get to know our buyers better at scale.
A master of rapport building is my friend and former colleague Matt Johnson. I’ve been on hundreds of calls with Matt where we were engaging with people that we had never spoken with before. Matt always was able to find a shared contact, anecdote, or something to quickly make a personal connection.
How can you use AI technology to give you a head start? Let’s assume all salespeople are already using the basic means to build a relationship with their prospects. For example, they are looking for connections on LinkedIn, using Google to uncover additional insights, and searching Twitter or Facebook to get more background information on their prospect in order to form a more authentic connection.
But how else can sales reps put technology to work for them in building a human connection with their customers?
Here are three ways you can leverage technology to get to know your buyer and build trust:
1. Get Relevant Prospect Insights To Build Rapport
One best practice in relationship building with customers is to have a relevant, timely reason to keep in touch. Instead of constantly searching the company you are trying to pitch, try using AI driven insights to make your life easier. Invest in a service like Nudge.ai to comb through your contacts, search the web for news articles relating to their company, and then alert you with the relevant information so you can have an interesting reason to reach out and build rapport.
2. Uncover Your Customer’s Personality
One way to build rapport is to use language and a tone that resonates with the prospect you are reaching out to. Currently, there are artificially intelligent programs out there (like Crystal) that can search your contact’s social media profiles, generalize what type of person they are, and write an email to build rapport in a tone directed specifically at that contact. Are they a casual surfer, Millennial, someone into art & culture? Technology can help you figure that all out.
3. Automatically Organize Your Sales Life
One way to kill rapport and a pre-existing relationship you have with a customer is by missing meetings, not following-up in time, or just failing to keep the deal moving along at a steady pace. To avoid doing that, find a proactive CRM (like Spiro) that recommends which of your prospects you should call, reminds you to confirm meetings, automatically schedules next steps, and offers templates to shoot off quick touch-base emails.
Bonus: No AI required – Text Your Customer!
This is a personal suggestion from me. If you are vehemently opposed to this mode of communication, just hear me out. I do believe sending a text can help in the prospect research phase of your relationship. If you have successfully scheduled a sales call with a prospect, chances are you know quite a bit about their company and how you plan to pitch your product. But you can never know too much. Before your call, send a quick text to gain some more insight into their main problems that you plan to solve. Try sending a text message that says, “Before our call, can you tell me what your #1 priority is? Not only will you most likely get a response right away, confirming your meeting, but you’ll gain extra insight into your prospect’s pain points and be ready to jump into the call prepared.”
Contributed by Adam Honig, co-founder and CEO of Spiro Technologies. Adam is a natural sales leader with a mission to help salespeople make more money using artificial intelligence. Adam has been a founder of four companies which resulted in two triumphant IPOs and two legendary mergers. He is best known for speaking at various conferences including Dreamforce, for pioneering the ‘No Jerks’ hiring model, and for flying his drone while traveling the world.