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Building and Strengthening Rapport That Leads To Repeat Business It is a charteristic of human nature that people would rather do business with people that they like, all else being equal. If the rapport is strong enough then they will even do business with that person despite the ft that others are offering a better deal. If your business does not have a system in ple for ensuring that you are building excellent rapport with your high value clients and suppliers then you are missing out on a potential fortune. In one of my businesses we had a supplier that we spent a lot of money with. One day I returned to my office and found that this supplier had rung only 5 minutes earlier. I returned his call but it was diverted to his secretary. I told her that I was returning the gentleman's call that he had made 5 minutes before. The secretary was very rude to . She told that he couldn't possibly have called 5 minutes ago because he has been in etings all day and e couldn't disturb him with my telephone call. I was unhappy with this treatnt. This particular supplier was often overly difficult to deal with and now his secretary was treating rudely. I imdiately called in my appropriate staff mber and told him to find an alternate supplier who was easier to deal with and who hired staff who had good manners. This supplier's lk of a rapport building system cost him a lot of money! I wonder if your business is losing money because you don't have a rapport building system in ple. Rapport building ouldn't be left to your sales people. Rapport building has to be a matter of policy throughout your organization. If you do it properly it won't require your staff spending any more ti in client intertions. It is a matter of style that counts; quality of munication not quantity. How many of your staff have read and regularly apply the tehing found in the book "How to Win Friends and Influence People" by Dale Carnegie Have you read the book Do you apply the principles A study of self made multimillionaires found that most of them had read that book at least ten tis. I make a habit of reading it once every three months and have done so for years. Let give you an example of the financial power of an employee using good rapport building skills. When I was still working as an employee I secured the position of sales manager i.