Time is money and relationships matter. Those sometimes conflicting realities must be confronted when, for example, you meet someone who may become a prospective client by chance, maybe at a business association meeting or even at a backyard barbecue. Somehow you two start talking and along with names and what brought each of you to the event, what each of you does for a living is revealed and it’s an aha! moment. As luck would have it, your new acquaintance is looking for a talented Freelancer with your kind of expertise to get an upcoming project done. Excellent!—now how do you connect quickly and start the process of establishing trust and rapport with someone you’ve only just met?

Building a relationship that you’d like to expand to include business requires finesse. It may be off-putting to appear to rush things but if you don’t move it along, your opportunity to do business may stall out.

Because you’ve only just met, each of you is an unknown quantity to the other. You’ve shared only cursory information but a spark has been ignited. The next step a successful Freelancer takes is to swiftly move to build a connection with this intriguing person. Happily, there are a few effective and easily executed hacks that in short order can help you steer the relationship in the right direction and avoid a cringeworthy scene as you do.

1. Repeat after me

Your prospect wants to know that you understand what s/he needs your product or service to deliver. There are simple and intuitive ways to convey that you “get it” as you and your prospect discuss the possibility of doing business.

One good way is to confirm that you’re on the same wavelength is to incorporate, that is, repeat, a few key words or short phrases that your prospect uses to describe what s/he wants to achieve. Do that and you’ll communicate to the prospect that you two literally speak the same language.

2. Feel their pain

Empathy is an essential component of every healthy relationship. When your goal is to fast- track a serendipitous meeting and build it into a mutually beneficial experience, acknowledge the urgency, excitement, importance, concern and/ or stress that motivates your prospect to seek a solution and demonstrate that you not only understand what s/he wants to achieve, and why, but you also validate his/her reasoning and judgment.

What motivates your prospect to obtain a solution and address the matter may be a problem to solve or a success to celebrate. While in conversation, your job is to affirm good news or encourage a prospect who faces a challenge. Either way, describe how your product or service can expertly and efficiently either save the day or maximize a happy occasion.

3. Sum it up

Confirm your understanding of what your prospect would like to achieve with the assistance of your products or services and you’ll boost the prospect’s confidence as you do. The budding relationship will strengthen as your prospect’s confidence, trust and comfort level grows. Sum up the points made by yourself and the prospect, distilling and paraphrasing what each of you has said, and confirm that you see the big picture of what your prospect has in mind and your capability to fulfill the objectives.

If for some reason either of you has misinterpreted or omitted some relevant information, a correction and reconfirmation can be quickly made. Showing the prospect that you’ve listened and understand his/ her priorities, concerns and goals is, BTW, a compliment and a sign of respect. Your prospect will know that s/he has been heard and that his/her feelings, judgment, priorities and goals are valued.

4. Next steps

While your prospect is basking in the glow of having found a capable, trustworthy, good-natured problem-solver who appears to be someone with whom s/ he can connect and work successfully, suggest that the two of you schedule a face2face or video meeting. It is in your interest to move the process steadily forward and into substantive talks. You have business to discuss!

Thanks for reading,

Kim

Image: In 1977, actress Marlo Thomas was invited to be interviewed on The Phil Donahue (talk) Show. I watched the episode and it was something to see! No doubt about it, Phil and Marlo connected in a live broadcast from Chicago. The couple married in 1980. They live in Manhattan.