101: Building rapport
We’re so accustomed to a world of emails and texts, the more-finely nuanced art of building rapport with a client or colleague – networking on deeper level – can wane. Merriam-Webster defines rapport as “a friendly, harmonious relationship especially a relationship characterized by agreement, mutual understanding, or empathy that makes communication possible or easy.” Rapport building can pay off in terms of earning clients and strengthening work relationships.
Shhh … listen. It’s tempting to talk about ourselves. But being a listener is more valuable, encouraging openness and honesty. “If someone excitedly shares about their recent vacation, and it’s a destination you’ve been to countless times, resist the urge to take over the conversation with your own stories of traveling there,” says Christina Hillsberg at Harvard Business Review. “If they ask if you’ve been there, you should tell the truth, but then diplomatically put the ball back in their court by asking them questions about what they liked best about their trip.”
Be aware of body language, advises MasterClass.com. Non-verbal communication is key to building rapport. Remember to make comfortable eye contact and have your facial expressions mirror theirs. “Be wary of body language that signals disinterest; looking at your phone or the clock can indicate that you have no authentic interest in the person who is speaking,” the site says.
It leads to other skill building. Building rapport opens the door to practice communication and social skills, marketing strategies and abilities, logic and reasoning, critical thinking and more. Think of it as a doorway to broader opportunity. “It also helps that not all of your current and future clients are the same,” writes Jim Brooks at Forbes, “by spending time getting to know them, you will have time to adjust and cater to their different personalities and preferences.
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