The People Connection: Creating Instant Rapport with Anyone You Meet

Most people would agree that trust is at the heart of all good relationships. One way to promote trust is to provide attentiveness in ways that are noticeable and welcoming.

I remember a situation a while back when I presented a proposal to a prospect. I had put a lot of blood, sweat, and tears into the proposal in the hopes of securing a customer service training contract. My driving time to the prospect’s location was two hours each way.

As I handed the proposal to the prospect to review, she failed to stop her work on her computer and didn’t even pick the proposal up! I thought at the time this behavior was a little strange but believed she would soon stop her work and look over my offering. She never did! In fact, not only did she continue typing, she fielded questions from people who were simultaneously popping into her office during my visit.

Somehow miraculously I ended up getting the contract but ONLY by realizing the value of my prospect’s time. By modifying my approach, I was able to review the proposal out loud and review it quickly. When I finished reading, the prospect turned and said, “Where do I sign?”

By all accounts, the prospect had given me NO attention. In her mind, she was listening to me all along, but unless we’re mind readers we run the risk of being perceived as self serving. Forego the risk; if you want to be remembered in a positive light, give others your attention.

Ask yourself:

• Do I make eye contact when I’m speaking or listening to others?
• Do I focus less on myself and more on others?
• Do I avoid preoccupation?
• Do I ask for more information when I don’t understand?
• Do I put myself in the other person’s shoes?

If you can honestly say that whether it’s your customer, a boss, or a future employer that you value that individual beyond their title or role, you’re on your way to building long-lasting rapport. Giving takes many forms and what others crave from us is the attention, perception, and responsiveness that few others provide.

Kathy Maixner – Principal, Selling Smart, 2003. To learn more visit: www.sellingsmartonline.com. Send an e-mail to sellingsmart@comcast.net, or call (503) 722-8199.