We have all come across with people with whom we create an immediate connection – this is called Rapport. Most of the time this is how our friendships start and evolve.
I’m sure you had at least one situation in which you talked for hours with someone and time went by so quickly! The opposite too, I suppose.
We will find common ground through empathy. That is important to create relationships and develop bonds.
Overall, the output of rapport should be, “I am very different from Antonio, but I have learned to like him and to understand how he works.”
But what is Rapport?
The word Rapport has a French origin (rapporter), and it means harmony, affinity or creating a relationship.
Rapport is the ability we have to create empathy with another person. In other words, it’s a way to avoid any noise between the sender and the receiver and to tailor the message sent, in order to obtain mirroring and enhanced understanding.
Benefits of using Rapport in the business process
In the business, process the more empathy there is, the more capacity we/you have to influence (the capacity to influence somebody is achieved through empathy).
Rapport is all about finding similarities and being on the same mindset as another person. When we build rapport initially, in addition to being easier to sell, we are creating a relationship that will enable long-term sales.
This ensures numerous advantages, such as generating trust, creating greater persuasiveness or even instant trust. We tend to trust people who are similar to us and understanding someone makes it easier to generate confidence.
How can we create Rapport?
One of the key factors is adapting to the pace and form of each person you interact with.
To establish this, we have to mimic the other person’s mannerisms and body language, by adjusting your tone of voice to the person’s tone of voice as well as adjusting your breathing. All because people like to interact with those who provide feedback that is consistent with their known identity.
Universal elements to succeed in creating a Rapport
- Smile – It’s the business card
- Optimism – Conveys security and gives a sense of authority
- Treat the other by their name – they feel that you care for them
- Patience – Be a good listener
All rapport techniques serve to create an environment of harmony and trust. The message you are sending directly to the person’s subconscious mind is “trust me, I am like you”.
Remember, building rapport should be about making the other person more comfortable and secure, considering that a pleasant conversation is much more likely to have a positive outcome than a forced conversation.