New Networking Tip: The Relationship Rapport Builder

By Karen Susman

Here's a way to build instant rapport when you introduce yourself to someone new. Say your name and establish your connection to someone or something that he or she knows or can relate to easily. This works in social as well as business situations.

For instance, let's say you are invited by a colleague, Joan Denner, to attend the Des Moines Consulting Engineers association meeting. Joan is the president of the DMCE. She feels you will make some valuable contacts at the meeting. Joan leaves you on your own to network with the DMCE members.

Everyone seems to know everyone else. You don't know a soul. You approach Chris, a DMCE member. You can introduce yourself by saying, "Hello. My name is Jack Spratt. I promote low fat eating." Chris will glaze over and wonder why you're at this meeting of engineers. Or, you can introduce yourself by saying, "Hello. My name is Jack Spratt. I work with Joan Denner (or, "Joan Denner invited me to the meeting.")." Instantly, you have established rapport with Chris. You have established yourself as someone worthy of being part of DMCE. You have leveled the playing field.

People like people who are like them. So, when you meet new people, consider what your commonalities are with the group and the individuals. Then, instead of giving your elevator speech or reciting your résumé, make it easy for your networking partners to relate to you. This puts them at ease and opens up communication.

This is a simple, effective technique. It does require you focus on the other person instead of on yourself. Try this and let me know how it works for you.

Karen Susman is a Speaker, Trainer, Coach, and Author of 102 Top Dog Networking Secrets. Karen works with organizations that want to maximize performance. Programs include Humour at Work; Balance In Life; Networking Skills; Presentation Skills; and Building Community Involvement. Order new guidebooks on humour, networking, time management, and community involvement by calling 1-888-678-8818 or e-mail Karen@KarenSusman.com. www.KarenSusman.com. Published in Networking Today, September, 2004.