Rapport: The Instant Connection
Rapport is the secret ingredient that makes us feel a harmonious link with someone else. It is equivalent to being on the same wavelength with the other person. Rapport is the key that makes mutual trust materialize.
Have you ever met a perfect stranger and just hit it off? Finding plenty to talk about, you almost felt as if you had met before. It just felt right. You could talk about practically anything and you lost track of time. You developed such a strong bond with that person that you knew what he was going to say. Everything just clicked between the two of you and you felt a connection with this person. You felt your ideas were in sync and you enjoyed your time with each other. This is rapport.
In our discussion of rapport, we are going to elaborate on these concepts: humor, body language, touch, and mirroring. Mastering these skills will help you to develop rapport faster.
Humor
Humor can be a powerful tool to create rapport. Humor makes the persuader seem more friendly and accepting. Humor helps gain attention, helps you create rapport, and makes your message more memorable. It can relieve tension, enhance relationships, and motivate people. Appropriate use of humor increases trust in your audience.
Humor can also distract your audience from negative arguments or grab their attention if they are not listening. Humor diverts attention away from the negative context of a message, thereby interfering with the ability of listeners to carefully scrutinize it or engage in counterarguments. If listeners are laughing at the jokes, they may pay less attention to the content of a message. Humor can “soften up” or disarm listeners. Humor connects you with your audience and increases their attention to your message.
Humor must be used cautiously, however. If used inappropriately, it can be offensive and may cause your audience to turn against you. Humor should only be used as a pleasant, but a moderate distraction. As a rule of thumb, if you are generally not good at telling jokes, don’t attempt it. Be sure that you have good material. Nonfunny humor is not only ineffective but irritating. Modify your humor so that it is appropriate for your audience.
Smile
Another aspect of humor is the smile. A smile is free, generates a great first impression, and shows happiness, acceptance, and confidence. Your smile shows that you are pleased to be where you are, or happy to meet this person. As a result, they become more interested in meeting you. Smiling also conveys a feeling of acceptance, which makes your listener more trusting of you. It has been shown that sales representatives who smiled during the sales process increased their success rate by 20 percent. However, as with traditional humor, use a smile appropriately.