The Flowing Point is the beginning of a completely new way to
build the rapport you need to find successful solutions. No
longer is networking just a means to an end, it is a mutually
beneficial process which adds value to each party. We have entered
into a new era, and in order to survive and thrive within this
new era, we must give and earn respect for our fellow man. Ethics,
integrity and honesty are all pieces of this new era. The Flowing
Point is a place where when all of these pieces fit together,
you are satisfied that a trust has been established.
Creating RAPPORT through FlowWork –
FlowWork is an effective tool for building
ethical relationships where integrity and honesty are a key
Rapport as defined in the dictionary is “a relationship
marked by harmony, conformity, accord, or affinity”
Respect others, listen carefully and take the
time to learn about them. Relate to their cultural diversity,
their interests, hobbies and volunteer activities, these are
an important factor in building rapport. Remember whom you know.
This might be a great connection for them, perhaps it’s
a colleague from the same country or a project you are working
on through your volunteer organization. Build the bridges………friendship
and relationships often happen when each side tries to find
Appreciate the ways in which you are alike.
Find the common denominators and build on them. People like
people who are like themselves. They buy from them, sell to
them and work with them on joint ventures and strategic alliances.
Introduce yourself with information that you want to know about
them. Begin your conversation with, “Hello, my name is
Jason McLeod, I’m a mechanical engineer with Acme Business
Systems.” Chances are, they will tell you what level of
education or degree they have attained and where they are employed.
The reply could be, Hello, my name is Phil Smith, I have an
MBA from York University, and I’m working with a group
of engineers on a project in South America. The rapport has
begun, an affinity is developing – you have found a common
Prioritize your needs and the reasons you want
to build the rapport between you and your potential client,
customer or colleague. Make sure your priority is beneficial
to the other person as well. Harmony is part of rapport building,
do you homework, find ways to offer insight and information
that will be of importance to your colleague. By prioritizing
– you are taking a targeted approach to building the rapport.
Suggesting to your client or colleague that you each have the
same interest in a volunteer area, an environmental issue or
an educational concern, will create an accord between you. Going
from an opportunity to a solution requires a strategic plan,
with the ability to recognize and utilize fully the steps needed
to achieve your desired goal.
Publicize your connection, and relate the results
of your discussion to others in your network. Let them know
that you have begun to build a rapport, to relate to each other
and that a comfort level is developing. This new era, this rapport
is based on ethics, integrity and trust and the common elements
you are discovering in each other. As the rapport develops,
not only are you creating a relationship that can benefit you
and your new colleague, you are entering into the opportunity
to refer that person to others within your network. By building
rapport you offer a harmonious connection for others in your
network that might have similar interests, concerns or issues.
You are at the Flowing Point, building a new culture of integrity,
where trust, ethics and honesty are synonymous.
Organize your efforts, maximize your opportunities
and find ways that you create a win/win for both parties when
moving towards a solution. In order to go from opportunity to
solution, you need to make sure that the rapport created benefits
both sides of the newly developing relationship. Think about
what you bring to the meeting. Often it is advisable to go over
your database in advance, to consider your contacts and rate
them on their overall value for this occasion. Think laterally,
it isn’t just the contacts with whom you work, it is also
your friends, relatives and associates that might have a common
interest that should be included. Learn as much as you can in
advance about a potential client, colleague or customer, so
that the connections you can provide will be valuable to both
sides of the introduction.
Recognize your resources, make a list of your
key contacts and your special interests, come to any event prepared
to share those resources once the rapport has been established.
When building a rapport, often it is the fact that you ski,
scuba or bike that creates the initial interest. Create a brief
bio on yourself that includes your education, special interests,
hobbies, associations and your career path – whom you
know is as important as what you know in some cases. Recognize
that some of the skills and talents you think unimportant are
the most likely to create the rapport. Creating a FlowMap will
help you maximize your overall talents.
Take time to really get to know each other,
make an effort to meet several times before making the decision
to become a referral or to ask for the sale. Once you have established
the initial rapport, begin the building of that relationship.
Keep in touch and be sure to ask how best to connect with your
new colleague. If it is by email - ask how you can make sure
that your new colleague will recognize your message as legitimate
and not another piece of junk email. One suggestion is to put
an agreed upon topic in the subject line. Connecting to your
new colleague by phone? Ask how you can get by the administrative
assistant, the office gatekeeper who makes sure you are protected
from all those unnecessary phone calls. Often the best way to
do this is to ask for the name of the person who answers the
phone. Using his/her name often denotes a trust and the call
is put through. Establish a method of communication that can
work comfortably for both of you….build the rapport so
that each of you want to keep the relationship growing!
FlowWork is the process that provides the tools you
need to go from opportunity to solution, providing that you
establish your understanding of The Flowing Point.
The Flowing Point is a book currently being written
by Dr. John Paul Hatala and Donna Messer. For details on the
programs and the book go to www.flowwork.com.