How easy do you find it to build rapport with people?
Our Top Tips today are courtesy of Richard Davies, who is a long time friend and old colleague of our director Bernard Savage. Richard has a wealth of 'Blue Chip' client development experience and we hope you gain a lot from his shared insight.
1. Relax and smile
So simple but so true. People warm to you if you smile. Don't force it - just think of a funny incident or something that has made you laugh in the past. Recreate that moment in your mind but DON'T think about your face muscles. That's going to have the same effct as going 'cheese!' and nobody wants that look!
2. Ask quality questions
If somebody says that they have had a busy week. Ask why? If a person tells you that they are just back from holiday, you MUST ask where they have been. OK, it's obvious, but you are missing a trick if you don't engage in 'chit-chat' before moving to a business agenda. In the 'first encounter' you are building foundations. You could spend up to 80% of your time getting to know people through small talk and just 20% on business in a networking environment. It depends on the individual. Just don't forget to exchange business cards...and follow up!
3. Be local and topical
If you are in a different town or county, you must read the local newspapers (online or traditional) or tune in to the local radio or TV station. Aim to pick up a couple of local 'interest' stories and throw these into the mix, early in your conversation, with people from that area.
4. Google alerts
Click this link to start receiving online news feeds about your clients, prospects and competitors. This is a quick way to demonstrate that you have your finger on the pulse.
5. Learn about people in advance
If you know who you'll be seeing at an event or meeting, you should check to see if they have a profile on LinkedIn. This will give you invaluable insight to their background and experience. If you are not already registered on LinkedIn, then create your profile for free here.
6. Arm yourself with biz cards
Very obvious, but it's suprising the number of people who forget to bring business cards to events or meetings. At all costs, you must avoid digging out your one and only business card that has inhabited your purse or wallet for the last couple of years.
7. Use open questions
Don't ask 'yes' or 'no' response questions. You should roam free. 'What did you think of the morning presentations?', 'How are you finding the current ecomonic climate?' You want to ask an open ended question and then switch to listen mode. Ask follow up questions to keep the ball rolling and learn more about the person in front of you.
8. Be an active listener
Let people finish their sentences. When you ask a question, sit on your hands until they have finished with their response. Restrict your contribution to affirmation expressions such as 'I see', 'I get it' or 'that's interesting'. When they have finished, repeat back their key points to check you have understood correctly and to demonstrate that you have been listening. If appropriate, you could build upon their comments by offering a story that confirms the point they have made. Or, if you don't have an example, state that they've made a point that you've not considered before. Then say 'thanks!'
9. Eye contact
When shaking hands, you must hold their gaze. Be careful not to stare for too long - 3 or 4 seconds should be enough for the initial contact. If you are meeting during the coffee break at a conference, keep your gaze on or in the zone of your new contact. Don't allow yourself to flit about the room. This gives the impression that you are only talking to the this person until somebody more interesting appears!
10. Follow up
Send your new contact an email within 48 hours of your meeting. Or, if they are on LinkedIn, send them a request to connect with your network. This is a quick and effective way of keeping tabs on new business acquaintences. It's far better than stuffing their business card in your wallet - only to be transferred to your desk drawer - never to see daylight again.
10 1/2. Match their pace
There is a wealth of literature and a whole science advising how you should match verbal and body language to fit the style of the person you are talking to. Just apply common sense, if somebody talks very quickly you should also speed up in order to keep pace. If they are slower in their delivery you should go someway to slowing down your own natural style.
Please contact the Size 10 1/2 Boots team with any questions you have on how to build rapport with your clients, prospects and connectors.
t: 0115 924 7107
e: info@tenandahalf.co.uk
What our clients say about us
Size 10½ Boots was instructed to run a limited number of client service reviews with some of our banking clients. We were impressed with the level of insight they were able to give us, and the number of business development opportunities identified. The success of this initiative has demonstrated that this is an exercise worth looking at across a larger number of the firm’s clients.
Simon Bastin, Director of Business Development, Watson, Farley & Williams LLP, Law Firm
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