If rapport is important, how do you build it? Here are a few hints and tips from Tony Bowler, founder and owner of The Business Culture Hull:
1 Positive energy is key wherever you are. No matter what sort of day you’re having, you’ll be amazed what an impact being positive has on how it goes. It’s true that people are attracted to positivity and repelled by negativity so it’s important to smile and be positive.
2 Give people your full attention, whether you’re in a meeting or a one-to-one situation. It does not look good if you’re fiddling with your phone or looking around you when others are speaking. This will send out the wrong signals.
3 Genuinely listen. This may sound obvious and simple, but it’s a real skill and you can demonstrate that you’re fully focused on the other person by making eye contact and asking them questions as they speak. This will make that person feel that you genuinely care and that will make all the difference to how they behave towards you in the future.
4 Body language is very important. Sit up straight, use your hands and be animated and enthusiastic, and if you’re talking directly to someone in either a group or individual situation, mirror their body language and make sure you’re physically on a level with them, and if they sit down join them. Body talk like this is vital for building empathy.
5 Avoid negative language or words like ‘can’t’, ‘won’t’ and ‘don’t’. People warm to others who are strong, self-assured and uplifting in their outlook and projecting those qualities can be as simple as pausing for a second before you say anything.
6 Find common ground. Most of us share some form of interest with most people and finding those interests in any conversation can prove powerful. Recognising a shared love of football, country walking, motorsport of whatever it may be, can help you get to know someone faster than you otherwise would.
7 Keep it all about them. Of course, you need to introduce yourself, but make sure your elevator pitch is clear and concise. The most off-putting thing of all is having to listen to someone talk about themselves for half an hour. This is a trap many people fall into, sometimes due to nervousness and the natural human desire to avoid silences in conversations. However, it’s best to keep your personal pitch as brief as you can, and then concentrate on listening to what the other person has to say and discussing genuinely useful areas of common ground.
For more information about The Business Culture Hull please contact Tony a call on 07590 643337 or email him at tony@tbchull.co.uk.
