How to build rapport within 23 seconds

It’s widely known that if people like each other, they are more likely to help each other. Building rapport with clients is plain and simply, good business practice. If you are constantly building rapport on an ongoing basis, you’re more likely to end up surrounded by like-minded people and a positive business community.

When you’re working with a client for a long period of time, you have many opportunities to incorporate building rapport. But what about first impressions? For new leads and prospects, building rapport in a short period of time is significantly more difficult. This article covers a few techniques that can be implemented within the first 23 seconds of meeting or talking to a new prospect.

The Golden rule: Everybody likes people that are similar to themselves

We have seen it through the ages. In business relationships, personal relationships and romantic relationships – time after time, people choose to be surrounded by others like them. This concept is golden rule #1 and should be applied immediately. Of course you can’t be the same as everybody, but through using certain cues, body language and tones, you can shape your first few minutes of conversation to resonate with your client/audience. The key is to identify what characteristics will resonate with your client and use them.

So how do you identify the characteristics you should be using?

Being perceptive is the key here. Individuals with a high emotional intelligence tend to excel in this arena as they are highly perceptive to social cues. Everyone is unique and has their own preferences when it comes to holding a conversation and determining who they like. For example:

• Some individuals respond well to people who are fast and to the point
• Others individuals respond well to people who are slow and methodical in their approach
• On the other hand, others respond well to people who are joyful and enjoy small talk
• Lastly, the are others who respond well to people who are clinical and precise.

Although everyone is different, there are a few key elements that can be identified in the first 23 seconds to help you work out how you should hold yourself. Some of these include:

• Dress sense
• Body language
• Micro expressions
• Movement
• Tone of voice.

Through reviewing these characteristics, you can identify whether to focus on results, service or experience etc.

It all basically comes down to The Golden Rule. Everybody likes people that are similar to them. So once you identify the prospects’ dress sense, body language and tone of voice, the next step is to mimic or incorporate similar characteristics in your own conversation and sales pitch. There is a fine line between resonating with your client and trying too hard, so when in doubt, it’s best to be genuine and yourself.

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