An ask that builds rapport?

Our theme last week, building phone rapport quickly. [Read it here.]

I’m back today to address, as promised, how to bring your call to a successful close.

While there’s no way to predict every possible scenario, there is a key: avoid an “ask” that exceeds the rapport that you have established with the person on the other end of the line. [We’ve each likely been on the receiving end of an ask that overshot the mark, and it’s not a great feeling at all.]

To help yourself out: get clear on any ask, before you place the call.

Do you want them to:
—have a general positive feeling about you or your professional expertise?
—consider your perspective or point of view on a specific issue?
—keep you mind in for a potential opportunity or collaboration?
—take a specific action, including perhaps introducing or recommending you to someone else?
—or make a commitment of another kind?

Each item in the above list escalates the “ask” in terms of the investment (of the other person’s attention, time, or energy). You might ultimately want to get to a big commitment, but think about that happening over the arc of an ongoing conversation, not one call.

This doesn’t mean quieting your ambition. It means understanding the human dynamic of genuine relationship(s) that allows you to achieve what you desire. 

Pick an ask appropriate to the level of rapport, and it’s far more likely to be well-received—and allow a professional relationship of trust and mutual understanding to grow.