Three No-Fail Strategies to Create Fast, Fantastic
Rapport with Clients and Employees

by Geoffrey Ronning

Our ability to interact with others and create professional relationships is the foundation of all business. The faster we can develop rapport, the faster we can assist others to achieve their goals, thereby achieving ours. It makes no difference if we are dealing with colleagues, suppliers, employees or clients. It is important that we acknowledge each persons individuality and take action to direct all of our attention to communicating with others in the manner they prefer.

Each of us processes communication in different ways, and by following the lead of the individual with whom you are conversing, with you will be developing rapport and creating trust in your relationship. If you follow the three simple strategies below, you will see a direct impact on your personal and professional success.

Listen More and Talk Less

One of the worst mistakes we make is to talk more than we listen. If we are dominating the conversation, we obviously cannot analyze the needs of the other party. If we cannot analyze the needs of the other party, we cannot provide assistance to help them achieve their goals, and the time spent is wasted not only for them, but for us as well. Listen, ask questions and never assume you know what others think, need or want.

Recently I was speaking for an organization, and as part of the program I drove with numerous representatives of the organization while they made their sales calls so I could provide feedback and incorporate actual situations into my program. One of the representatives I spent time with spoke from the moment the day began until the moment the day ended. He told me of his successes, he told me of his fishing trips, his fathers business, his sons away at college and his antique car collection. Never once did he quiet down. He ended his day by saying how much he had enjoyed getting to know me. The fact of the matter is he never did get to know me; I never said anything about myself. All I provided was supportive words regarding his interests.

When we show interest in others, and speak about their welfare, concerns and goals, we develop a strong rapport with them. Today, start talking less and listening more.

Providing the Appropriate Paced Communication

In addition to some cultural and geographic considerations, each of us process communication at different speeds. Your ability to converse with someone at their preferred speed will make sure you are neither talking too fast nor too slow. When you speak too fast for others you can never create a trusting relationship with them. If they don¹t have time to process your words and thoughts, you will create an uncomfortable sense of urgency for them. You will be making the other party feel leery of your intentions and distrustful of you. If you speak too slow you will find the other parties mind wandering to other topics, or you will be creating a negative image as someone who is unresponsive.

People that converse fast, think fast, and need constant interaction so that you don¹t lose their attention. Once you have lost their attention, it can be hard to get back on track. How do you match the rate of their speech speed? By asking questions which require a response and will reveal their preferred response speed. If they answer fast, adjust your rate of speech to their level, if they are slower to respond, match your rate of speech to the pace they are comfortable processing.

Appropriate Detail Response

Each of us has different needs for details. To approach each individual in the same manner is not taking this obvious point in consideration. Some of us like our communications to be very detailed oriented, some prefer just an overview. Some of our detail requirements will fluctuate depending on the subject matter. It is important that in each interaction we provide the communication details that are preferred.

Recently we purchased new carpet. We knew what color we wanted, but we didn¹t know which brand would suit our needs of a very high traffic area of the house. The sales person who assisted us inquired about our needs and then proceeded to tell us every minute detail regarding different brands of carpet. My efforts to direct her attention back to the course we wanted to proceed on (sell us the brand you recommend for our needs in our chosen color) failed miserably, and she gave us an unwanted graduate course on how carpets are manufactured, where they are produced, threads per inch, and how important the decision was to choosing the correct carpet to match the rest of the flooring in the house.

The fact of the matter was we had chosen the color we desired, and we were putting our trust in her to choose the correct brand for our needs. We did not want to know the manufacturing details of carpet. Don¹t make your communication harder than it needs to be. When you are conversing with individuals that are detailed oriented, speak in their terms. For those that are interested in just the overview, don¹t encumber them with unwanted details. Express yourself honestly, and provide communication that matches their needs, not yours.

Consider your interactions with others, and how nice it would be to develop professional relationships that are based on honesty and integrity, and take very little time to grow. Start today to include these simple strategies and you will be communicating in the most advantageous fashion. You will find it easy to develop professional relationships that are mutually beneficial and highly productive and profitable for you and your organization.

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: (623) 476-2437 or online via the contact page.