Build phone rapport within the first minute. 4 Practical Tips.

Today we’re talking about rapport.

When you have a first phone call coming up—a phone interview, a networking call, or cold outreach—you’re mindful that the opportunity for further conversation hinges on your building rapport, quickly.

Here are 4 practical tips to create rapport, and avoid awkward.

1. Frame.
A key contradiction: while the rapport of natural conversation is killed by a script, it needs a frame in order to bloom. 

That means get clear on the purpose of the call. In 5 words or less, Is it to….
—simply introduce yourself and connect? 
—demonstrate your expertise, or perceptive talents?
—make an ask: for an introduction to someone specific, or for names of others you should know in the field?
Pro tip: Whatever your purpose is, write it at the top of the page (in evernote, i-note, sketchbook) where you’ll record notes from the call.

2. Plan the “first” (of your “first and final”*), so you open the call in a way that's genuine. 
Here’s what I said today on a call: 

“I reached out to you because I’m fascinated by the way [A, B, and C] connect in your work. It resonated with me, personally and professionally."
Pro tip: go beyond the obvious so you catch their attention, and wake up their brain. Include one or two supporting details.
Or try this contrast: “I see [SURPRISING THING] on par with [EXPECTED THING], in your work. Have you ever thought about it in those terms?

3. Make-believe they care.   
To avoid the feeling of being judged, tell yourself (and really let yourself feel) that the person on the other end of the line who you don’t know cares about you.** Crazy, no? 

Here’s why: you’re honest, open, relaxed, and present when you’re confident that the person you’re talking to cares about you or your work.

And that's the attitude you want to convey during the call. So visualize this to bring you into that headspace. After all, a lot about rapport is simply a feeling someone gets while talking with you. 

As Maya Angelou nailed it: “[P]eople will forget what you said,….but never how you made them feel.”

4. Physical Set Up.
Ask yourself, what physical environment puts you at ease. Standing, walking, natural daylight, a hot drink in your hand.

Set up your physical environment, including headset to free your movement, so you shine. It works!

Your turn.
Which one of these can you incorporate in your next initial phone meeting?
As always, share with me here.

Next week, we’ll talk about the “final” of “first and final” so you close the call strong.

*(credit to the inimitable Victoria Labalme for the phrase “first and final.").
**2 and 3: (note: I heard this sage advice from a college senior, and I’m passing it along.)