Five Sure-Fire Ways to Create Rapport Quickly

People are more likely to work with those they trust and feel comfortable with.

But here’s the catch when trying to land whales: building that kind of connection needs to happen quickly, especially with corporate decision-makers who are short on time and high on expectations.  

So let’s review five proven ways to build rapport quickly:

1. Do Your Homework—Know What Matters to Them

"People don’t care how much you know until they know how much you care." That couldn't be truer with corporates. 

Before you even start a conversation, you need to understand what matters most to your client.  

Look up recent news about their business, read their latest LinkedIn posts, or browse their website for insights.

If you can find a challenge they’re facing or a recent achievement, it shows that you’re not just another salesperson—you’re someone who cares and is ready to add value.  

For example:

“Congratulations on your recent acquisition of XYZ Company! We’ve worked with other firms going through similar expansions, and I’d love to share some ideas that could smooth the transition process.”  

2. Mirror Their Communication Style

Basic human nature dictates that we connect better with people who are like us. 

If your prospect is formal and concise, you should be too. If they’re relaxed and conversational, time to get a bit loosey goosey. 

Mirroring someone’s style and tone builds an unspoken connection.

Important point: this isn’t about faking it (in case you were concerned about being inauthentic); it’s about meeting people where they are. A formal CFO might not respond well to overly casual language, but a laid-back marketing director will probably appreciate a looser tone.  

3. Lead with Value, Not Sales Pitching

Don’t try the hard sell on corporates; they don’t have the time or patience for it.

Instead, start by offering value—share insights, provide relevant resources, or offer helpful suggestions that align with their business goals.  

By leading with value, you show that you care about them—not just their budget. When a client feels that you’re focused on solving their problems, not just closing a deal, they’ll be more inclined to trust you.  

4. Find Common Ground (Fast!)

One of the fastest ways to create rapport is to identify shared interests or experiences—whether that’s a mutual connection, a favourite sports team, or even a recent vacation destination.

These small personal connections might seem trivial, but they can build trust faster than you think.  

How to uncover common ground:

A quick scan of their LinkedIn profile or social media can give you clues—maybe you went to the same university or follow the same industry thought leaders. Even mentioning a shared passion for good coffee can help break the ice.  

Conversation starter:

“I saw on LinkedIn that you also attended the Business Growth Summit last year. I did too. What was your biggest takeaway from that event?”  

5. Use Active Listening and Empathy

Building rapport isn’t just about what you say—it’s about how well you listen. 

Active listening means giving your full attention, asking thoughtful follow-up questions, and acknowledging what the other person is saying.

Clients want to feel heard and understood, especially when they’re sharing challenges or frustrations. When clients feel understood, they’re more likely to open up and trust you.  

Putting It All Together

Rapport isn’t built by accident, it’s the result of intentional actions. When you do your research, match communication styles, lead with value, find common ground, and genuinely listen, you position yourself as a trusted partner from the start.  

These techniques might seem small, but implemented together they can create a powerful foundation for lasting relationships with corporate clients.  

Bonus Challenge for This Week:

Try using at least two of these strategies in your next client interaction. Whether it’s a quick discovery call or a follow-up meeting, see how fast you can build rapport—and notice how it shifts the tone of the conversation.  

We’d love to hear how it goes! If you have a great success story (or even a funny mishap), reply to this email and share it with us. We might feature your story in an upcoming newsletter!  

P.S. We're getting closer to the official launch of Landing Whales: The Proven Blueprint for Winning Corporate Clients! Stay tuned for special offers and exclusive bonuses.

In the meantime, you can grab the pre-launch copy of the book HERE.

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