How to build rapport INSTANTLY with a client as soon as you walk into their office – with Jerry Roberts


Episode 3

I haven’t done much offline selling myself yet, but I know a lot of you do. Perhaps you do offline SEO services for customers. Maybe you make websites. Whatever you do you’re going to eventually have to get out there and convince the customer to trust you and to pull out their credit card. This can be super scary for some people, but Jerry Roberts says it doesn’t have to be. On today’s show I talk with Jerry about the right way to build instant rapport with clients and NOT be afraid of failing. A lot of us hide behind our computers because we don’t want to get out there and hit the streets, but according to Jerry it’s face-to-face where the real long-term relationships begin. Check out the show below:

[leadplayer_vid id=”5060C0A99DAC0″]Stuff mentioned in the show

Street Smart Selling CLOSED- Jerry’s simple face-to-face selling methods to help you take your business to another level.

  1. Mike,
    You mentioned ebooks, in the interview that are too long and you always want to just get the meat of the subject. On this interview I was finding myself clicking on the play bar to see how much time was remaining. I plead guilty on fast forwarding from the 30 minute mark to the five minutes from the end mark. This interview is in need of drastic editing. For future broadcasts I think 30 minutes is a perfect show length unless the guest is totally engaging. Coming from a 30+ year sales background I can relate to a lot of what Jerry was discussing but I needed the Reader’s Digest version. I look forward to your next interview.

    1. Thanks for the critique, Jeff. I agree with you that a shorter show can be better than a longer one when it comes to keeping the audience engaged. Take it easy on me as this is my third show 🙂

      1. Hi Jeff,

        Let me take the heat on this with reference to the length.

        I was still in sleep-deprived mode from the effects of the launch, plus a local training workshop that I had planned for and delivered at the same time. Normally, I’d have given shorter and crisper answers, but the “onboard editor” was not working and I gave more than Mike probably wanted.

        To clarify, while the ebook is 70+ pages, it needs to be that length to give enough examples and “context,” for folks who may not possess your level of experience.

        Still, it’s not small print and a very fast read.



        1. Jerry,

          Haha, don’t worry about it. I really enjoyed speaking with you and learning from your 20 years of experience. Get some sleep! 🙂

  2. Its amazing how Jerry speaks about the guy “Tom” who took him aside and helped him through his rough patch in selling. We all always need someone every now and then who is willing to hold our hand and guide us in the right direction. I remember being in selling and feeling like the person I was talking to was looking at me like …ok son when are you going to finish and get to the point… Not sure to this day if it was in my head or not but that is at least how it felt.

    Yeah, the handshake thing was always an issue for me … how to do it, one shake multiple shakes going with the flow of the person whose hand your shaking and all the stuff that went into it made me like AHHHH. But Jerry help simplify it a bit for me.

    All in all this was really great information filled with humor as well.

    1. Carl,

      I think a lot of the time we over analyze these situations and let our fear take over. So much of being successful in sales is about being confident about the product or service that you’re selling. If you don’t believe in the product then it’s one hundred times more difficult to get someone else to believe in it.

      1. For sure Mike… I agree.

        I am highly analytical and over think things so much I have to actually tell myself to KEEP IT SIMPLE.

        1. Carl,

          I’ve noticed that people really try to overcomplicate EVERYTHING. The simpler the better.

  3. Nice. It’s always enlightening to take a look behind the mind of a salesman. Right down to how they do a handshake.
    As internet marketers, it’s easy to forgot that before we were writing blog posts or crafting online sales copy, people were already making good money just learning how to cultivate a face-to-face relationships.

    1. Jason,

      As Internet marketers we can take this information and use it for things like Skype interviews and phone calls. Of course it’s more effective to meet in an office with someone, but if you can get them on a Skype call it’s also quite effective.

  4. Hi Mike,
    another great article and I guess it is one of the few that shows us directly that we need to leave our desk sometimes in order to be really successful in our business. I myself am not a big fan of selling myself or my services, but hey if I do not sell anything, then I don’t earn anything, right? So get out and don’t be afraid to fail. You just get better each time you try.

    1. Daniel,

      A lot of us are afraid to fail at most things in life. We end up not trying because we think we won’t be good or it just won’t work…but we’re just shooting ourselves in the foot. There’s tons of opportunity offline for people to sell website services, but it does take a bit of work and initiative to get it started.

      1. Exactly and this is why I like it when someone encourages people to get out of their comfort zone and try new stuff – in this case going out and actually sell your own services.

  5. AWESOME! Love this interview. So true with the handshake, very important first step into introductions. I have a hard time trusting someone with a wimpy handshake 🙂

    1. Matt,

      Yeah, it has to be just long enough, but not too long, but not too hard, but not too soft, but not too….it can get confusing 🙂

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