At its core, building rapport is about establishing trust and understanding. It should come as no surprise that people prefer to do business with those they trust and like. As a green business person, it’s in your best interests to come across as professional, likeable and trustworthy – in every interaction.

First impressions count

It takes just 15 seconds for a person to judge you. And once judged, it’s very difficult to alter this initial perception. As the saying goes, you don’t get a second chance to make a first impression. Be careful not to fall at this first hurdle.

Remember to shake hands vertically, matching the other persons grip – gentler with females, and smile. Science has proven that the more you smile, the more positive reactions others will give you. And finally, make sure you’re dressed appropriately for the situation. Dress in a manner befitting someone of your standing. In this way, you can take away any possible objections that may hinder your chances of a successful business relationship.

Your primary aim at this stage is for the other person to want to continue the interaction.

Show you care

Don’t be supercilious. Be genuine. Demonstrate that you want to understand their needs and issues by asking questions, and listening actively. You might also benefit by paraphrasing what they’re saying to ensure a more fuller comprehension. The more information you have, the better placed you will be to offer solutions.

Keep it concise

Know what you’re going to say, and how you’re going to say it. You’ve already got a great introduction to your business and product. Use it with confidence. Nobody in business is impressed by irrelevant waffle.


And finally…

Be honest

Have the faith in your product or service to acknowledge when it might not be appropriate for a particular situation. If you don’t think your product or service is a good fit for this person, say so. People respect honesty.

Article submitted by:

Leigh Marlow, copywriter and founder of Pure Green Copywriting - professional writing for the environmentally aware business.

Leigh can be contacted on 03 9486 0923 or via email This e-mail address is being protected from spam bots, you need JavaScript enabled to view it This e-mail address is being protected from spam bots, you need JavaScript enabled to view it

Leigh believes that working alongside like-minded people provides inspiration for both parties.

"As a 'green' business, you're at the cutting edge of a market that represents around 26% of Australia's adult population. Understanding and reaching that customer is crucial to your business success."

"The way I like to think about your marketing material - it's a first impression. And if you don't pique interest with your first attempt, you won't get a second chance. Effectively, you're turning away customers."

Leigh works alongside environmentally aware businesses every day - to improve their marketing, communications and strategy.