How
to Define Professional
Relationships in Rapport
Some
people think rapport is facilitated with an insincere interest in others,
or pretending to have similar interests. Others may think they are building
rapport with a client by always agreeing with them, or being a "yes"
person, and others will define rapport as changing their opinion to match
their managers, or being over enthusiastic or pandering to them. None
of these notions are correct.
In
a word, rapport is defined as harmony in a relationship.
Think
of a symphony. In order for the symphony to sound harmonious, they must
first
practice together and work at developing affinity within the group. Without
the rapport, or harmony, they are going to sound awful.
If
you don't have harmony in your business relationships, they aren't going
to lead to your desired end, whether it be acquiring a profitable client
or getting the help you need in a project.
At
a recent training program, a participant named Roy pointed out that he
always knew right away if he would be doing business with the prospective
client based on his initial relationship with the prospect. He said, "I
just get a feeling that those prospects I get along with will become a
client. Those prospect that I don't "click" with, I can be pretty
sure I will not be doing business with them." What Roy was really
doing was sabotaging his business by not creating the affinity needed
for successful business transactions. He was relying on the gods of professional
relationships to occasionally send him a prospect that was made to order
for him. It's
a shame, especially when Roy could have acquired the strategies to create
rapport with everyone.
Think
of a recent situation where you were introduced to a new business associate,
a new person in the office, or a prospective client, and you immediately
felt comfortable with them. You felt like you had known them for years
and you could trust them emphatically. Like a symphony that is experiencing
rapport, everything "clicked" together, and the relationship
"worked." You were experiencing harmony in the relationship
and you have, and will, benefit accordingly.
How
Long Does it Take to Create a Professional Relationship in Rapport?
There
aren't any rules or time frames for creating rapport or developing professional
relationships. Sometimes creating relationship harmony takes months, or
if you get lucky, it can happen quickly. The most important factor in
creating rapport is acquiring the strategies so that you control the time
frame for rapport to develop, then it can happen immediately. Finding
the way to build harmony in a relationship can come in many different
forms.
Recently
at one seminar where I spoke, I achieved rapport with one participant
by being argumentative, but not confrontational, with him. By doing this,
we came to the ground where we understood each other, both of us felt
our concerns had been heard, and our relationship became harmonious. Our
relationship continues to grow to this day.
This
particular relationship building strategy demonstration proved how powerful
these tools can be, even in unlikely situations.
Relationships
in Rapport are More Important Than Quality, Service Levels and Fees
Creating
rapport is beneficial in person, or over the telephone. When you are in
rapport with another person, both of you find it easy to be understood,
and both feel each of your concerns are highly regarded by the other person.
In addition, other typical business concerns such as fees, delivery times,
service, quality, etc. become secondary.
One
client I worked with did not understand how one of their potential customers
could turn down his superior service, as opposed to his competitors. After
doing some research, I found the potential customer had experienced a
deep rapport with the competition, and even though my client was offering
better service, the customer wanted to stay with my clients competition.
The competition had developed a rapport with the customer, and the customer
was not willing to put his trust into my client.
This
example demonstrates why rapport is particularly important in business.
People with whom we experience harmony are the individuals that will go
the extra mile for us on completing tasks, make time to speak with us
on the phone, make time to see us for an appointment, purchase from us
and send business our way.
Why
Don't We Always Create Long Term Professional Relationships with Rapport?
Why
not create these types of relationships in each and every interaction?
Why not increase the quality of our relationships, while at the same time
increasing the quality of our business? The answer may be because we think
it is unethical or we donąt know how to create mutually beneficial relationships.
Creating
these relationships is certainly not unethical. It can't be unethical,
or there isn't harmony. You can never "use" people to accomplish
your professional goals. Rapport is all about creating a mutually beneficial
environment in which we respect, and build relationships with appreciation
for our differences, and in spite of them. Rapport always leads to mutually
beneficial outcomes and genuine professional relationships. Not acquiring
these skills or considering any other types of professional relationships
other than those in which both parties experience the harmony of rapport
is to bank on a short-term, less productive and less rewarding future
than you should.
Geoffrey
Ronning is a speaker and consultant who teaches clients how to efficiently
create professional relationships and improve employee relations.
This
knowledge creates less hostile work environments with higher output
and teaches organizations how to quickly and easily acquire trust and
rapport to develop long term customers.
You
can reach Geoffrey at: (425) 712-1976 or online via the contact
page.
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