The word rapport is derived from the French verb “rapporter”—to carry something back. It conveys give-and-take, a sharing of values, ideas and beliefs. The result of good rapport between parties is a strong and influential relationship.
To be successful, professionals need to build rapport with the affluent, centers of influence and business associates. There are a number of behavioral strategies that prove very effective in creating rapport. The following are a few examples:
Reciprocity. This is the art of creating “I owe you” accounts. By providing small, carefully chosen gestures of support to business associates, for example, you oblige them to pay you back. It’s not uncommon for them to pay you back in a way that’s more valuable than what you provided them.
Banking favors. This is a more powerful variation of reciprocity. Here you do people favors and don’t immediately ask for anything in return—essentially accumulating credits until you need something in return.
Isopraxism. Here you mirror the actions, emotions, mannerisms or even voice patterns of another person. This strategy creates a sense of comfort as they unconsciously feel a high degree of connection.
Similarity. You can build trust by identifying and accentuating areas of commonality with someone. These can include common areas of interests or similar life experiences. The key is to identify areas that are meaningful to the other person where there is indeed substantial overlap.
Sharing. By being frank and open, you communicate your honest concerns and flaws. The more this information connects with another person’s experience, the greater the level of rapport. Note that this is a high-risk strategy since you’re opening up in ways that might push another person away.
Empathy. By demonstrating a deep understanding of someone’s points of view, you can create a personal and professional bond with them. This involves genuinely identifying with their perspectives and communicating that you do indeed understand.
Rapport with your affluent clients is essential to maintain and enhance these relationships. It’s also instrumental in all aspects of running and bettering your practice.
