How to Build Instant Rapport with Prospects in the First 60 Seconds

In sales, first impressions are everything. You only have 60 seconds to capture a prospect’s attention, establish trust, and set the tone for the conversation. But how do you make that connection instantly without sounding scripted or pushy?

Travis McCoy’s Authentic S.A.L.E.S.: Selling with Purpose and Strategy offers a fresh take on building authentic relationships with prospects. Instead of relying on outdated, high-pressure tactics, McCoy teaches a people-first approach that fosters trust and long-term connections.

Here’s how you can apply McCoy’s strategies to build instant rapport in the first minute of any sales interaction.

Start with Genuine Energy and Confidence

People can sense your energy before you even say a word. Your tone, body language, and enthusiasm set the stage for the conversation.

• Be Confident, Not Overbearing – A warm, confident tone makes prospects more receptive. Avoid sounding robotic or too eager.

• Mirror Their Energy – If they’re casual and laid-back, match that energy. If they’re direct and serious, keep your approach professional.

• Use Positive Body Language – If you’re meeting in person, maintain eye contact, smile, and stand or sit with an open, welcoming posture. On calls, a simple upbeat tone makes a huge difference.

  
  

McCoy’s Tip: Authenticity starts with how you show up. The more comfortable you are, the more comfortable your prospect will feel.

Lead with Personalization, Not a Pitch

Nothing kills rapport faster than diving into a hard sales pitch right away. Instead, start with a connection.

• Use Their Name – People love hearing their own name; it makes the interaction feel personal.

• Do Your Research – Mention something relevant about their business, industry, or even their LinkedIn posts.

• Break the Ice Naturally – A quick, sincere compliment or comment on something relevant (e.g., “I saw your company just launched a new product—congrats!”) helps establish common ground.

  
  

McCoy’s Tip: The best salespeople don’t sell first—they connect first.

Find a Common Interest or Shared Experience

People trust those they relate to. Within the first minute, try to find a common ground that makes the conversation feel less transactional.

• Geography-Based Connection – “Oh, you’re in Austin? I was just there last month!”

• Industry Insight – “I work with a lot of [their industry] professionals, and I know [common challenge] is a big concern. Has that been your experience too?”

• Mutual Connections – “I noticed you’re connected with [shared contact]—small world!”

  
  

McCoy’s Tip: Building relationships is about them, not you. Find ways to relate genuinely, not forcefully.

Show Immediate Value

The fastest way to earn trust is to offer value upfront without expecting anything in return. Instead of asking, “Can I have 15 minutes of your time?” flip the script to give them something useful.

• Mention a Quick Industry Insight – “I just saw a report on [industry trend]—it’s shifting the way companies approach [problem]. Have you seen this happening too?”

• Share a Success Story – “I recently helped a client in your industry double their conversion rate by fixing [common problem].”

• Offer a Helpful Resource – “There’s a great article on this topic—I’ll send it your way after this call.”

  
  

McCoy’s Tip: People don’t want to be sold to—they want to work with experts who add value.

Keep It Conversational and Listen More Than You Speak

Nothing builds rapport faster than active listening. Too many salespeople talk at prospects instead of engaging in a real conversation.

• Ask Open-Ended Questions – Instead of “Are you interested in our solution?” try “What’s your biggest challenge with [problem] right now?”

• Let Them Talk – Don’t interrupt. Give space for them to share their pain points and priorities.

• Summarize What You Hear – “So it sounds like [problem] has been slowing things down. Would it help if I shared some strategies that have worked for others?”

  
  

McCoy’s Tip: The best salespeople listen 80% of the time and talk only 20%.

Final Thoughts: Relationships Over Transactions

Building instant rapport in 60 seconds isn’t about tricks or tactics—it’s about showing up as a real, authentic person.

By applying the strategies in Authentic SALES, you can start every conversation with:

• Confidence and warmth

• A focus on the prospect, not the pitch

• Genuine connections based on common interests

• Immediate value that makes them want to keep talking

• A listening-first approach that builds trust

  
  

Want to learn more about authentic selling? Check out Authentic S.A.L.E.S.: Selling with Purpose and Strategy by Travis McCoy and start transforming your sales approach today!

Buy the book here