Linking

Techniques > Conversation techniques > Sustaining the conversation > Linking

Description | Example | Discussion | See also

Description

Link what is being said to other things, for example:

Link current discussion to what the person said previously.
Link to things you know they are interested in.
Link what they say to your goals.
Link their interests to things you are working on.
Link to current events in the news.

Use the link to boost interest and draw the other person in closer.

Example

You mentioned diamonds before -- I've got a friend in the business who can get discounts -- would you like me to put you in touch with her?

You seem to be ahead of the times -- we are just doing early work on this.

There was a news item last night about racing -- you know a lot about this, don't you?

Discussion

Information does not stand alone and naturally connects into wide networks of associated ideas (hence the web and hyperlinks!). Adding links adds new new possibilities.

When you connect a person into another item or field, you give scope for much new thinking and understanding, much in the manner of metaphor.

Linking in what the other person has said in the past boosts their sense of identity and hence is very good for building rapport as it shows that you have remembered what they say and are interested in them. When you show interest in them, they will be affected by the exchange principle and so be motivated to show more interest in you.