The faster you build rapport with your audience, the sooner they listen, trust and believe you.
When you are perceived as the outsider, they are less likely to listen, trust or act on your message.
If you want to persuade them to see the situation your way, you must first demonstrate that you can see their perspective, understand their challenges and appreciate their desired outcomes.
Imagine the difference when you establish almost instant rapport with your audience. There’s the feeling of common purpose in the room. We’re all in this together. We’re on the same side. We want the same outcomes.
That’s the feeling of trust that you want to create with your audience. Don’t be an outsider. Don’t pretend to be what you are not. Simply shine a light on that common ground.
Avoid these phrases:
I know how you feel/think. (No, you don’t)
I’m just like you. (You’re not)
I feel your pain. (No, you don’t)
Those are BS triggers because they are lies. Telling a lie doesn’t build trust. You want to convey those messages without saying tho\ese insulting phrases.
Identify their specific challenges and talk about them. This might require research on your part before the presentation. When you are speaking, you might relate a conversation you had with one of them.
Are they sales reps facing strong competition? Are they IT managers struggling with impossible demands from operations and customers? Are they overworked staff distraught about the stress of their job?
After you recognize their challenges, you might remind them of their strengths and celebrate their successes. Shift from negative to positive.
Perhaps you can reveal a similar challenge that you faced and how you struggled with it. Don’t pretend to be superhuman. Who or what got you through the challenge? What did you learn? How did you feel before, during and after that experience? Allow them to see how your experience was similar to theirs. Be real and be vulnerable in this moment of sharing. That’s what connects you.
Rapport starts with understanding and appreciating the perspective of your audience. Demonstrate that. Show them how they can move forward from there.
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