Catch ‘ and Keep ‘: Setting the Environment for Rapport
by Linda Tarrant

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Heeeresss Linda! So now what? I’ve got about 5 minutes to grab their attention or they’ll be gone. They may still be sitting there, but most of the folks in the audience are preoccupied, stressed and probably exhausted. So my first job is to get their attention. If I don’t do that quickly, they will spend that hour planning what to have for dinner or fretting about the stack of paper on their desks. Here are a few things I do to set the environment:

1. Connect with them:

When Martin Luther King, Jr. spoke, everyone in the audience thought he was speaking to them personally. I want to build that kind of immediate connection with the audience. I want them to know that I know what they’re going through and that I’m going to speak the truth. I want my stories to touch a nerve, recall an emotion or challenge the listener to relive an experience. When I say something that makes them nod, look at each other and say "she understands" then I know they’ll listen – for a while.

2. Build Credibility:

Now that I’ve got their attention, I have to earn the right to keep it. So I need to figure out what I know that they don’t know and how my insights might benefit them. I get a lot of credibility because I am a facilitator and consultant as well as a speaker. Over the past 25 years I have worked with a lot of groups like theirs so I talk about real people, industries and experiences so that they know that I know what I’m talking about. But no matter where your experience comes from, use it to establish your credibility. Demonstrate that your knowledge is specifically relevant to them and their concerns. Do your homework and they’ll give you the time of day.

3. Entertain them:

These folks are tired, anxious and far too serious. Help them lighten up a little and let go of the doom and gloom for a while. I want the audience to have some fun. The world is a very scary place but we don’t need to take ourselves so seriously all the time. I’m not talking about being a comedian or telling jokes. But a little humour can help when you’re delivering a tough message. When I hear laughter and see people start to relax, I know they’re engaged.

4. Generate Power:

Initially I establish my credibility so the audience will let me talk to them about difficult or sensitive issues. But I don’t set myself up as the only expert. I affirm their individual and collective wisdom and power. I am here to help them explore possibilities and challenge the status quo. Only they can change their world. I want to be a power generator. If one person leaves that room more hopeful and willing to do something courageous, then I have earned my keep and the right to get back on the stage another day.