What Rapport Can Do For Your Pockets
So I’ll be honest. I wasn’t intending on working any activations during this Super Bowl season. But then the new year rolled in and I changed my mind (which as you all know, folks were being booked before the new year had even started). I had my work cut out for me. So I started to submit for ALL the events I could find on social media. However, I was getting no bookings. But I kept on submitting anyway with no luck still. Suddenly, maybe a few weeks before the Super Bowl, I got a call from a promo friend.
“Hey, I’m booking with a company who needs more people, can I refer them to you?”
Of course, I gave my permission. Soon after, I received an email for a six day opportunity. We discussed terms, I submitted my paperwork and BOOM ... I was booked! Now remember how I mentioned earlier about all those other events I had submitted to? Well guess what, they started responding to my submissions, LOL. (But I didn’t jump ship though. I stayed committed to the company I was already booked with).
So why am I sharing this story? The real question is how often has your network gotten you booked for an event? I’ll wait. Count on your hands how many times you’ve gotten booked that way last year or even this year. Word of mouth and referrals are very powerful tools. Calculate what percentage of events you‘ve worked as the result of a referral.
Do you agree that you are your own BUSINESS as an independent contractor? So make BUSINESS friends.
At times, you'll hear people say "I don't come to work to make friends". Don't listen to them. In any industry, there are plenty of people who are qualified but it the ones who know how to socialize and make friends appropriately who become more appealing for the position. Just saying *shoulder shrug*.
So here’s what I mean. You know how you’re working an event and wonder how, dare I say it, the wack people are out here winning. Like HOW DOES THIS PERSON KEEP GETTING BOOKED? HOW IS SUCH AND SUCH A MANAGER? WHY DO I GET SKIPPED OVER FOR GIGS I’M QUALIFIED FOR? Consider this as a possible answer ... it’s the rapport you have. I know, I know, yes, you are a nice person and you do your job well. But who are you connected to? What circle are you in? Who have you built quality rapport with? Before you continue reading on, make a list of those people right now? Seriously, get ol’skool and pull out a piece of paper and write down their names... right now, then finish this article.
Are you finished with your list? Now in a column next to each person’s name, write the position they hold. Then tally up how many people on this list falls under the same category.
Now get another piece of paper and write the names of those you want to build rapport with that can actually help get you booked more and then write the positions they hold in the industry in a column next to their name. And just like on the first list you made, tally up how many people on this list fall under the same category.
Compare the data. Do you see where you need to work on yet? Go back to the first list and put a star next to the names that you need to build a stronger rapport with. Then in your second list, put a bullet point next to the top three to five people you know you can start building rapport with ASAP. Keep this list. Here’s what I want you to practice doing more of with the individuals you meet at your next list, especially those you have starred and bullet point on your two lists.
WAYS TO BUILD RAPPORT WITH OTHERS ON THE JOB...
Rapport is a trail of small interactions that builds familiarity between you and others. I challenge you to improve your rapport building skills. Start researching methods that fit your personality and bloom from there.
I know that when you're a promo you let the social butterfly emerge for the consumers but sometimes, your co-worker may be the connect to your next gig or event down the line; you would never know because some of you neglected to build rapport with them. Get more out of your events than just a check, leave with connects, too. #ChecksAndConnects Learn how to multi-task and build rapport with people on purpose. Here are few examples that you could do to start the building blocks of rapport.
- If you're put into a group text message and you used the group text to ask a question for help and someone helped you. When you show up on-site, find the person who helped you and introduce yourself and thank them in person (even though you already told them thank you in the group text). This is a small gesture that has a big impact. It helps you get a feel for that person and it breaks the ice which can come in handy later. Small talk if you can fit it in.
- Have a good work ethic. Trust me, sometimes it isn’t the manager telling staffers not to book you. Allot of the time it’s your peers, if you have a poor work ethic. Believe it or not, your peers wants you to pull your own weight even when y’all are having a good time on the job. Your peers wouldn't want to refer you to someone else if you're lazy or if you’re hard to work with, because that makes them look bad for referring you in the first place. Be a good example.
- Introduce yourself. Let's say it's the first day and there are a few others already present, when you join the group, a simply saying "Hi guys (while waving), my name is _." and everyone should feel compelled to respond with their name. It may be cheesy and/awkwar for some and you may think you're friendly enough; but there’s a reason you kept reading this blog sooooo try it out and make it a habit.
- If a new face shows up, introduce yourself, but not as if you're the manager. A simple, "Hi, my name is _ (reach out for a handshake), is today your first day?" ... I know, you would already know that it's their first day if you haven't seen them. The point is breaking the ice to show yourself friendly. You may gain an ally. Again, small talk if you can to get a feel for the person and the kind of experience or network they may have. Why? Because how else would you find out.
- If you see a photo opp that YOU could take with someone else, take it. A simple "Hey guys, get in this picture with us/me." We all need pics of us at our events in this industry, so YOU being a friend opens the door to becoming familiar with more people. You can also use this time to become friends with them on social media so you can tag them. Hence another way to get familiar with people.
Notice that at least one of the things listed above is something you should already be doing but you’re probably only doing it to the people you already know. Your mission is to begin doing these things and things like this with others when you see the opportunity to do so.
Also take note that I’m only going a few examples in this article as listed above because if I list too many, then it may seem like it takes allot of effort when in reality, it doesn’t. Think about the things you already do and now start to intentionally do them at your next event.
I cover more of the topic of BUILDING RAPPORT in a chapter in my book. I will be providing the link that will give you access to just that chapter alone for those who only want to read more about this topic. The chapter covers how to build rapport with staffers, managers, your fellow peers, etc. along with exercises to implement plus tons of examples to guide you.
(The face is blurred because I didn't think to get his permission to post a picture of him on my blog)
SO WHO BOOKED ME FOR THE SUPER BOWL...
The company I was booked through was Carey International via Popbookings. Overall, I would give them 3.5 stars, maybe 4 out of 5 stars. If my paycheck would have came on time, AND if I didn't have to hound them for a paycheck STATUS, then they would have gotten 5 stars. But I don't pay about money matters.
All the staff booked and managers were extremely nice. I had a very pleasant experience and everything was organized. In bare bones, what we were doing was escorting their high profiled clients from baggage claim down to their chauffeur who is waiting for you outside. Easy work. Uh-huh, it’s easy until you see you favorite superstar come out and they're the client. LOL and the gigs with this company are a no photo taking assignment. So no photo opps with the clients.
But anyhoo, the pay period is 2 weeks after the event has concluded. And if Popbookings recruited you for the event, you were paid within 48 hours of each day worked. Through a series of unfortunate events, my booking through Popbookings resulted in being placed on the 2 weeks out schedule. So here it is, 2 weeks after the conclusion of the event and I didn’t get my paycheck. I emailed the company to see if my check had been mailed. I didn't get a response until the following week, making it now 3 weeks after the event ended. I ended up calling the only number I had for the company and in a few days, some more emails and after the holiday, my check was over-nighted with an apology but no explanation.
I will let your thoughts run with this. Nonetheless, would I book with them again? Absolutely.
(The blurred their faces because I didn't think to get their permission to post a picture of them on my blog)
IN CONCLUSION:
This isn’t about kissing anyone’s behind. This also isn’t about sucking up to people. Building rapport is about making an impression upon people that makes you come to their minds when they learn about opportunities that could benefit you. Just like how I got booked for the Super Bowl.
Mission One: Never stop making new connections
Mission Two: Pinpoint those who are worth building a stronger rapport with and start as soon as you possibly can without dismissing your other work friends
Mission Three: Keep tabs on your network’s net worth by writing out your lists at least quarterly (or bi-annually for those who do time consuming tours allot)
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