Sweet rapport

By Linda Julian

Reputation, profile, and brand are preliminary backdrops which make you appealing and attractive from afar  -  they turn you into a professional in whom a client or prospective client may have heightened interest.  Rapport is that sweet spot at the intersection of showing lots of interest, asking plenty of questions, sharing information, and giving advice.

Absent rapport, professionals rarely get opportunities to take the journey to engaging closely with clients as wise, expert and trusted advisers.

Ideally, rapport just happens without earnest work, studied and deliberate deployment of rapport building strategies, or scripted behaviour. 

Take a moment:  reflect on your habits and predispositions.  Are you placing barriers in the way of rapport ?

Because it's likely to start with showing interest, there's no substitute for being genuinely interested.

Language, facial expression, and body language are important planks in the platform.  

Focus and listen intently  -  clients can tell when you are really listening and engaged.  Rather than feign or manufacture interest, go and find another client or area of practice in which you can express authentic interest.

Question and probe to explore the interests and issues.  Carefully, though:  unduly intrusive questioning, apparently overly critical questioning, and excessive scrutiny of sensitive and uncomfortable details are barriers rather than pathways to rapport.

If you want to maximise your opportunities to expertly advise, represent, and serve the most desirable clients, don't overlook this important foundation of rapport.  It's the sweet spot which, over time, deepens to solid bonding in the best professional service relationships.

For one-on-one coaching, masterclasses, or small group workshops targeting rapport building skills,
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