Build rapport at a networking event before you "go for the sale." It will make your life much easier.
RAPPORT is a close and harmonious relationship in which the people concerned understand each other's feelings or ideas and they can easily communicate.
So, you go to a networking event and finally get in front of a business person who you would like to know better. You shake hands... and then what do you do?
You'll be surprised how simple and easy it is to create rapport by following these simple steps:
1. Open with the right words, words that are positive and that attract and hold attention. Here are four words that seem to open an easy flow of conversation:
"I am fascinated by what you do." (People love to be fascinated, to be drawn to something.)
"So, what are you focusing on right now?" (The word "focus" creates thoughtfulness.)
"I am struck with amazement when I realize how much you do." (How many people are
amazed by you or something you do or by your company or your idea?)
"I'm curious. How do you... ?" (We love to satisfy curiosity. You know what it did to the cat.)
Use these words: "fascinated, focusing, amaze or amazement and curious" in a multitude of ways. Fashion a few opening sentences in your own words and practice saying them.
2. Give them permission to relax and have a conversation with you. Remember, they might be nervous and confused on what to do at a networking event. It helps if you suggest it's okay to relax and talk. Make them feel comfortable. This step is important.
"Go ahead, tell me about it."
"Relax, so tell me..."
"We can relax, the meeting doesn't start for awhile."
"Let's sit for a few minutes."
3. Be yourself. Are you acting aloof or star-struck? You need to relax and act comfortable. Don't try to sell them anything at this point. Just create rapport.
4. Keep your eyes, your ears, and your feelings wide open and focused on the moment. Be an active participant in the conversation. Temporarily, forget about what's going on around you. At this moment, it's all about connecting to one and only one person.
5. Agree with them. Now is not the time for a good debate on how to handle feral cats or health care. Reinforce the positive flow of conversation with words like:
"Yes."
"I see."
"I hear you."
6. Plant seeds for a future meeting. Don't be too bold, just plant suggestions within the rhythm of the conversation. You're building rapport for a future meeting. You can say things like:
"We should do that sometime."
"I'd like to have a cup of coffee and hear more about... ."
"Could I get your email and send you an invitation?"
"I would like to hear more on that next time we meet."
7. Before you part, agree that you've made a good connection. They may not realize it, but you do. Before you go two separate ways, try to get them to agree that you have established some kind of connection. Say something like:
"This has been time well-spent, don't you think?"
"I feel we've made a good connection here, don't you?"
Once you're comfortable with building rapport, you'll find that business networking is easy, fun and profitable.
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