Here are some ideas to build on emotional connections:
- Build rapport and establish an emotional bond by talking about shared experiences and shared values - we draw close to those with whom we share history, opinions, and ideas.
- Show your genuine interest - focus on your client so s/he knows you are genuinely interested - your sincere interest will come through (as will phoniness - to be avoided at all costs).
- Listen intently - encourage your client to talk about his/her concerns and listen to learn - encourage elaboration on what s/he wants to achieve.
- Show that you care - make sure your sincere interest and concern shines through.
- Show the authentic you - avoid being false, but let the real, likable side of you come through - don't confine yourself to excessively formal behaviours (which some mistake as "professional") which stand in the way of making close personal connections.
- Show your willingness to help - your client wants support with an issue which is beyond his/her own resources - leave no doubt about your willingness and readiness to help with the problem.
Again, this isn't new, but it's too easily forgotten in the rush to "get down to business".
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