Businesses have adapted to a hybrid way of speaking to people face to face and engaging with them online, and it seems unlikely there will be return to in-person or offline communications exclusively. 当我们与任何人建立合作关系时, we need to be able to switch between the two ways of engaging and communicating to ensure that we adapt to the situation we are in. This can be daunting, as it’s likely many of us prefer one scenario over another. It is worth noting that whilst we previously spent much of our time meeting people in-person, that the shift to building relationships online still works by drawing on the same principles we used offline – with some minor adjustments.
建立在线关系的挑战
网络恋情并不新鲜, as there were a certain amount of online relationship-building pre-pandemic in the form of webinars and other means of online training. In 2020 however, the way we built relationships became almost exclusively online. We were all much more forgiving in this beginning stage and accepted distracting elements such as the untidy bookshelf in the background, 家人在镜头里进进出出, 以及对当时新技术的不当使用. It was far easier to communicate with someone you had an existing relationship.
然而, that was 2 years ago and we are now frequently in scenarios where our first interaction with new groups of people is likely to be online.
The positive of online relationship building is that 80% of the conversation is the same as it is in-person and we can draw on our pre-existing relationship building skills. The challenge is the 20% of the conversation that is different and exclusive to building relationships online and it’s this portion where some of us are falling short.
在网络环境中, we don’t get the same level of time to build trust and rapport which is key to building relationships. 时间限制, 当一个呼叫只分配了一定的时间时, can sometimes cause us to dominate the conversation because we’re clockwatching and have limited time for persuasion.
改变动态
To ensure you have control before you begin an online interaction, it’s important to consider:
技术是什么样子的?
Using the right technology when building an online relationship can really change the impact you have and ensure that your message still comes across without you being let down by technology. There are the obvious considerations such as having a professional background, ensuring the lighting is good and that the camera angle is correct. The other aspects are ensuring you use technology to keep the listener interested – such as slides and using visual content that helps support and reinforce your message while still considering the listener.
有一种软件可以帮到你 为在线演示创建引人注目的内容 such as PowerPoint and Apple’s Keynote but it is about how this is used effectively. It is important to increase interaction with your participants through breakout rooms, 聊天框, 民意调查，当然还有Q&A.
Always remember that this is your facilitated conversation – you are leading but you need to bring others into the conversation to build the relationship.
更有效地说话
在一本戴尔·卡内基的演讲指南中 “更有效地说话” there is a wealth of information and tips that will help you speak in front of anyone and engage them. Here are the first 3 of 8 principles it offers when preparing to deliver a talk:
- 把你想提到的有趣的事情做个简短的笔记.
- 不要把你的演讲写下来. 为什么? 因为如果你这么做了, 你将使用书面语言，而不是简单的, conversational language; and when you stand up to talk, you will probably find yourself trying to remember what you wrote. 这会使你的讲话不自然，不生动.
- 千万、千万、千万不要逐字背演讲稿
你可以 点击这里 阅读其他提示, but essentially the essence for starting out your call is be prepared, 但是没有脚本.
使用人口金字塔
A good example of how to build strong relationships is the human pyramid.
一旦这些基础奠定了, 我们可以进入影响层面, because we have developed the knowledge and built the necessary rapport, which makes the other party confident that we are credible in what we are talking about, 最终使我们能够引导对话的方向.
It is important that we do not try to lead right from the outset of a conversation, 因为这会给人傲慢的印象. We must get the bottom stage correct in order to move through the levels and the right to lead at the top.
Building online relationships can be different in the way we need to engage the other person/people but if you utilise technology correctly, 你仍然可以与你的听众产生情感上的联系.
Online or offline the principle remains the same – make the initial call about the recipient, 创造一个合作的环境, 了解他们的世界, 挑战, 商业需求. That way we strike the right balance between meeting other’s needs and providing the suitable solution.
http://www.dalecarnegie.com/en-gb/resources/closing-the-sale-by-building-customer-relationships
