Rapport building strategy

Tactics

Examples

Reveal a personal connection to your topic. What is at stake for you? How has the subject affected your life?

If it is appropriate, share a personal anecdote that illustrates your relationship to the topic.

Intimization (orientation on the audience

We, we all, we all together, you and I

You-address –

I also feel your pain…And because of you, this is the place where change began… And today, because of what you did, that future looks stronger and more hopeful than it has been in some time.

Question tags to sound interactive

This is really surprising, isn’t it?

We’ve been there before, haven’t we?

I said it was good news, isn’t it?

Rephrasing controversial statements as negative questions

Shouldn’t we focus our attention on our core business?

Interactive phrases

If you’re anything like me / when was it the last time you … / what if I was to say to you that / didn’t it directly concern you? / how many of you / how about…? Most of you / I know what you are thinking. You are thinking, well / we know / you’d think I am crazy, right? / but let me ask you a question / would it surprise you to learn that …/ you see / raise your hand if that’s happened to you / I thing that’s something we can all relate to / I don’t know about you , but I probably / you should really know that….

Story Telling

Show the situation and how you managed to handle it, achieve positive results.

I remember the time when I dealt with an extremely difficult customer…

Present yourself to the audience as an expert, not a novice. State the source of your knowledge: experience, training, or research, relevant degrees, certifications, testimonials, recommendations, work experience, volunteering experience, and informally, other types of personal experience.

When I was a top manager of NP, I constantly faced…

Someone on my staff will…

As director of marketing at my company…

I try to run according to certain concepts…

I’ll have deputy X get back to you on that.

Show your power

Show expertise

I’ve done some reading in this area, and one theory used is…

During five years at Beebop, we dealt with…

Show your status

I’ve been misquoted in the media…

I hope Barbara Walters doesn’t ask me that when I go on her show next week.

Establish Common grounds: location, an event going on nearby, or some other topic that will take people out of the frame of "us versus her" and create a bond.

What problems do you have in common?

What goals do you have in common?

Are you from this area? Oh, interesting. I know people in…do you know (this person)? Oh, I’ve never been there, but I heard it’s got…the most amazing restaurants…the most amazing scenery…the most amazing fly fishing.

Speak in language, images, and terms that the audience readily understands (I am your man). If you need to use jargon, define it immediately unless you are absolutely convinced that every person in your audience understands it.

Colloquial phrases you guys,

Proverbs, famous quotations,

Words: like in the times of our childhood, (I, you and I) remember

Humor is sugar to audience

Show empathy. Demonstrate that you can understand how the other person feels and can see things from their point of view

I (we) + emotion words / verbs of mental activity love, like, see, feel, taste, know, believe, see (understand).

I feel your pain and care and desire. We understand how much you contributed to …

I know you are disappointed, and I believe you have every right to be.

Reflecting content

You are telling me that you won’t be able to come to a decision for two weeks.

I am to call 3 of our key clients for a referral, and you’d like the answers no later than Wednesday afternoon.

Compliment

1. to honor, praise + all,every, people, citizens

Every man who prefers freedom to a life of slavery will bless and honor you

2) you exclusively

3)comparative and superlative forms of adjectives the best, the most+ reasonable, honest, just, professional, responsible: You are honest, reasonable people. You are the best specialists.

4)intellectual, ethical evaluation wise, sophisticated, clever, reasonable, honest, kind.

Sympathy or assistance theme - think for a moment about the times in your life when you have either sought assistance or been asked to provide it.

Our company is always ready to help you in any case.

Speaking on individuals' wants, needs

All of us want support, health and money, don’t we?

Ask … How? When? Why? + you address

When was it the last time you …

How many of you / how about…? Most of you.

Where+go, how+do, why+selling, what+talking, how soon+expect, where+did, what+waiting, how much+wasted.

Appeal to shared beliefs and values

We care for the good future of our company, our employees and our good future.

Personal questions

How was your weekend? Anything interesting?