Transferable skills series- building rapport

About the role

Building and maintaining rapport is essential for developing successful business relationships. Rapport—a close and harmonious relationship where people understand each other’s feelings and communicate well—can significantly ease collaboration and open meaningful dialogues. Without it, even well-intentioned efforts can repel potential contacts.

Key Behaviors for Building Rapport

• Listen Actively:
  • Remember and use names—forgetting a name is an instant red flag.
  • Ask open, non-intrusive questions and listen to the answers.
  • Follow up on previous conversations (e.g., ask about their holiday or family).
  • Introduce them to others using details they shared, showing you listened and care.
• Show Empathy:
  • View situations from their perspective—no two businesses operate the same way.
  • Avoid one-upmanship or bragging; it undermines trust and collaboration.
  • Feeling understood fosters trust, which is vital for strong relationships.
• Be Positive:
  • Maintain a positive outlook and avoid badmouthing others—it’s unprofessional and risks damaging your reputation.
  • Use open, non-judgmental body language (e.g., uncrossed arms, relaxed posture).
  • Encourage others to share their views without interruption or criticism.
• Mirror Mannerisms:
  • Subtly mirror their body language to build subconscious connection (e.g., eye contact, gestures).
  • Practice until it feels natural—avoid overdoing it to prevent seeming insincere.

Final Tips

• Once rapport is established, discuss the purpose of the relationship and what you offer.
• Be honest and knowledgeable—trust is as critical in business as in personal relationships.
• Align your offerings with their needs rather than pushing an agenda.
• Let your personality shine, but adapt to the context and audience.
• The foundation of rapport is clear, open communication—nurture it to strengthen relationships over time.