“ True rapport comes from a place of intimacy . It is in the ability to be vulnerable , to mirror the strengths and desires of another , where rapport is rapidly solidified .”
— Kristie Knights , LPC
THE IMPORTANCE OF RAPPORT
Every business , every relationship is built on the ability to connect with another . The first impression we make on someone is often the most critical . Does building rapport come naturally to you ? In this article , I will teach you the necessary skills to master building rapport through the vulnerability of self to close the deal . What you glean from this article will allow you to go to a deeper level of connection than perhaps you may be accustomed . However , I believe in the power of connection to seal the deal !
What are the qualities you look for in a person when making a purchase ?
Check out my list when I purchase a service to grow my business :
• Are they experts in the area I am seeking ?
• Do they serve others in their community or globally ?
• Is there follow up support ?
• Do they have reviews / testimonials that speak to their skill level ?
• Are they approachable ?
As you can see from the list , building rapport is an essential key to successful personal and business relationships . It is the key to not only get the deal but close it as well !
HOW TO ESTABLISH RAPPORT
Many of us recognize the need for rapport . Most of us agree it is essential in any business . However , some of us may struggle with establishing rapport . Although I now possess the keen ability to build rapport , it was not natural for me . Let ’ s first look at the steps necessary to establish a good rapport .
• Body Language and Posturing
• Active Listening Skills
• Proposal of Resolution
• Summarization of Shared Time
• Follow Up Connection
BODY LANGUAGE AND POSTURING
Body language and posturing is critical to building rapport . Let ’ s look at this chart for some of these techniques and their corresponding results .
POSITIVE / NEGATIVE TECHNIQUES
Smile
RESULT
Inviting , allows the person to feel at ease , safe , and accepted
Hands Placement : at side or behind back Gives sense of being approachable
Firm Hand Shake Conveys warmth and is welcoming
Eye Contact
Leads to client comfort . Always mirror the same level as the client . No staring !!
Paced Breathing to Match Clients
Signifies respect ; shows attunement to their feeling about the business meeting
INSPIRING LIVES 43