to Define Professional
Relationships in Rapport
people think rapport is facilitated with an insincere interest
in others, or pretending to have similar interests. Others may
think they are building rapport with a client by always agreeing
with them, or being a "yes" person, and others will
define rapport as changing their opinion to match their managers,
or being over enthusiastic or pandering to them. None of these
notions are correct.
a word, rapport is defined as harmony in a relationship.
of a symphony. In order for the symphony to sound harmonious,
first practice together and work at developing affinity within
the group. Without the rapport, or harmony, they are going to
you don't have harmony in your business relationships, they aren't
going to lead to your desired end, whether it be acquiring a profitable
client or getting the help you need in a project.
a recent training program, a participant named Roy pointed out
that he always knew right away if he would be doing business with
the prospective client based on his initial relationship with
the prospect. He said, "I just get a feeling that those prospects
I get along with will become a client. Those prospect that I don't
"click" with, I can be pretty sure I will not be doing
business with them." What Roy was really doing was sabotaging
his business by not creating the affinity needed for successful
business transactions. He was relying on the gods of professional
relationships to occasionally send him a prospect that was made
to order for him. It's a shame, especially when Roy could have
acquired the strategies to create rapport with everyone.
of a recent situation where you were introduced to a new business
associate, a new person in the office, or a prospective client,
and you immediately felt comfortable with them. You felt like
you had known them for years and you could trust them emphatically.
Like a symphony that is experiencing rapport, everything "clicked"
together, and the relationship "worked." You were experiencing
harmony in the relationship and you have, and will, benefit accordingly.
Long Does it Take to Create a Professional Relationship in Rapport?
aren't any rules or time frames for creating rapport or developing
professional relationships. Sometimes creating relationship harmony
takes months, or if you get lucky, it can happen quickly. The
most important factor in creating rapport is acquiring the strategies
so that you control the time frame for rapport to develop, then
it can happen immediately. Finding the way to build harmony in
a relationship can come in many different forms.
at one seminar where I spoke, I achieved rapport with one participant
by being argumentative, but not confrontational, with him. By
doing this, we came to the ground where we understood each other,
both of us felt our concerns had been heard, and our relationship
became harmonious. Our relationship continues to grow to this
particular relationship building strategy demonstration proved
how powerful these tools can be, even in unlikely situations.
in Rapport are More Important Than Quality, Service Levels and
rapport is beneficial in person, or over the telephone. When you
are in rapport with another person, both of you find it easy to
be understood, and both feel each of your concerns are highly
regarded by the other person. In addition, other typical business
concerns such as fees, delivery times, service, quality, etc.
client I worked with did not understand how one of their potential
customers could turn down his superior service, as opposed to
his competitors. After doing some research, I found the potential
customer had experienced a deep rapport with the competition,
and even though my client was offering better service, the customer
wanted to stay with my clients competition. The competition had
developed a rapport with the customer, and the customer was not
willing to put his trust into my client.
example demonstrates why rapport is particularly important in
business. People with whom we experience harmony are the individuals
that will go the extra mile for us on completing tasks, make time
to speak with us on the phone, make time to see us for an appointment,
purchase from us and send business our way.
Don't We Always Create Long Term Professional Relationships with
not create these types of relationships in each and every interaction?
Why not increase the quality of our relationships, while at the
same time increasing the quality of our business? The answer may
be because we think it is unethical or we don¹t know how
to create mutually beneficial relationships.
these relationships is certainly not unethical. It can't be unethical,
or there isn't harmony. You can never "use" people to
accomplish your professional goals. Rapport is all about creating
a mutually beneficial environment in which we respect, and build
relationships with appreciation for our differences, and in spite
of them. Rapport always leads to mutually beneficial outcomes
and genuine professional relationships. Not acquiring these skills
or considering any other types of professional relationships other
than those in which both parties experience the harmony of rapport
is to bank on a short-term, less productive and less rewarding
future than you should.
Ronning is a speaker and consultant who teaches clients how to
efficiently create professional relationships and improve employee
knowledge creates less hostile work environments with higher output
and teaches organizations how to quickly and easily acquire trust
rapport to develop long term customers.
can reach Geoffrey at: (623) 476-2437 or online via the contact
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