Psychology Of Persuasion • How To Persuade

Creating Rapport

People buy from people they like

There's an old saying "all things being equal, people buy from people they like. All things not being equal, people buy from people they like.

Rapport is..

• A process of responsiveness, not necessarily “liking”
• Allows you to enter their state and communicate more effectively
• When people are like each other, they like each other
• The more commonality, the better the rapport

Creating rapport

Rapport comes from natural or created commonality.

To create rapport, find things that you have in common with the person that you want to get into rapport with. Start wit the largest thing you have in common (the weather) and work toward the most specific. The more specific, the more rapport will be created.