3 Secrets to Taking the Shark Bite Out of Building Rapport

Getting to know people is an essential part being heart-centred entrepreneur. People first philosophy then discover possibilities. Sad to say that there are many sharks out their in the blue waters of being an entrepreneur that need to learn this lesson. I think this is where some of the car sales people get a bad rap. Instead of finding out what you want and what your needs are, they have eyes like a slot machines and suddenly the Cheshire grin appears and they are ready to yell “JACKPOT”.

Building rapport is crucial in business and the first impression happens in the snap of a finger. Have you been at an event where people naturally gravitate to a certain individual? Some people have the natural gift of the gab and others have a charisma that has magnetic powers. I bet you wonder what it is that they have that you don’t. But you do have it – it is already inside of you.

There are 3 secrets you must know:

Personalize. Use the person’s name you are speaking to throughout the conversation as appropriate. People love the sound of their name. Remember a person’s name especially if you have met before makes a person feel important and that your last interaction mattered and you were listening.

No selling! Building rapport is about building relationships; it is not about closing a sale. It is about building the know, like, and trust factor. How do you do that? Get to know the person you are speaking to as a person behind the business not business first. Discover a common interest: family, line of work, education, extra curricular activities, travel, or pets.

Give without tracking who has done what. You know the saying, “If I scratch your back, you will scratch mine.” It doesn’t work that way in business. If you are always tracking what you do for someone, they will not feel that you are doing it to help them, instead they will think you have a hidden agenda. Be transparent. Learn what some of their challenges are, perhaps you can make a referral to someone in your network or send them an article of interest. The transaction should be, “What is in it for them?”

The people you interact with may not be your customers but they do have a network of their own in which someone may be a right fit. As they get to know you and know that you are not just after a sale, they will refer you to others.

Wouldn’t you rather be known for the knowledge and skills you possess versus being a shark on the kill?

 

 

1. No selling!