The two surefire ways to derail rapport are trying too hard and going to fast.

Think of rapport like driving on a slick mountain road in the dark.  You must pay strict attention to what’s in front of you and ease into the turns.  You certainly can’t text and drive; in fact, even glancing at your phone could be disastrous. You must focus on what’s in front of you and what you feel underneath you. 

Pressing down hard on the accelerator and taking the dark road like a slalom skier trying to break a record, could get you killed.  And so it is with rapport.

I’ve had many people hit me on social media to connect, and when I did, pitch me five minutes later on their service offerings.  I think, “Can’t you buy a fella a drink first?”

In sales, we call this “Show up and throw up,” and it applies in person as well as in social media.

Asking for too much too soon is a sure-fire rapport breaker.  Lead with sincerity and interest in the other person.  Get to know them a bit, and then, once you feel connected and if your service offerings seem appropriate, go ahead and get the business.

Own your sales gene…