How to Have an Audience Like You by Building Rapport

Business leaders in Tokyo are busy. When they join a presentation, they quietly ask:

“Is this worth my time? Can I trust this speaker?”

For leaders in 日本企業 (Japanese companies) and 外資系企業 (multinational companies), strong rapport is the fastest way to win trust, attention, and influence in any leadership training, sales presentation, or town hall.

If the audience does not feel connected to you, they will not fully trust your message—even if your data is strong.

Rapport makes people relaxed, open, and ready to say “yes” to your ideas. In Japan’s business culture, especially in リーダーシップ研修 (leadership training), this emotional connection is critical.

Mini-summary: Rapport is the base of influence. People remember how you made them feel more than what you said.

Skip the usual “It is an honour to be here.” It sounds like a template.

Start with impact:

• A short, relevant story

• A surprising number

• A strong question that matters to this audience

After you have their attention, then thank the organisers and the group.

Mini-summary: Open with a hook, not a cliché. Earn attention first, then show gratitude.

Arrive early. Greet people. Ask simple questions.

During your talk, mention people by name:
“Earlier, Suzuki-san mentioned…”

This breaks the wall between “speaker” and “audience” and works very well in プレゼンテーション研修 (presentation training) and real client meetings.

Mini-summary: Thank people and use names. Strangers start to feel like partners.

If you sound superior, people push back inside their minds.

Use “we” more than “you”:

• “We can improve how we lead meetings.”

• Instead of: “You must change the way you lead meetings.”

This fits Japanese values of humility and harmony and also works in global teams.

Mini-summary: Humility plus “we” language creates unity. People follow leaders who stand with them, not above them.

When concentrating, many leaders accidentally look angry or cold.

Use a natural, friendly face. Smile when it fits the message. Check yourself on video to see your real “default face.”

Match your tone to your message:

• Warm and relaxed for stories

• Clear and firm for key points
  Avoid a scolding or sarcastic voice.

Mini-summary: Your face and voice speak before your words. Warmth builds safety and trust.

Plan your talk from the audience’s point of view:

• What problems do they face today?

• What can they use tomorrow morning?

• How does this support their team, company, or customers?

Connect your message to a higher purpose, such as better teamwork, innovation, or serving society. This is powerful in 営業研修 (sales training) and DEI研修 (DEI training).

Mini-summary: Focus on their needs and values. People listen longer when they see clear benefit and purpose.

Do not begin by saying “Sorry, I am nervous” or “My slides are not good.”

Start confidently, even if you feel nervous inside. If you make a small mistake, correct it briefly and move on.

When someone challenges you:

• Thank them

• Acknowledge their point

• Answer calmly

This is also a key habit in エグゼクティブ・コーチング (executive coaching) sessions.

Mini-summary: Show confidence, not apology. Welcome questions instead of fighting them.

Presentation skills without good character feel like manipulation.

Audiences in Japan and worldwide quickly sense:

• Are you honest?

• Do you care about them, or only yourself?

Over time, leaders with integrity earn deep trust—from teams, clients, and stakeholders.

Mini-summary: Be a good person first, a skilled speaker second. Real rapport is built on trust.

Before your next talk in Tokyo or online:

1. Write a strong opening hook.

2. Plan when to thank people and use names.

3. Rewrite key sentences from “you” to “we.”

4. Practise on video to check face and voice.

5. Mark where you will link content to audience problems and purpose.

Use these steps in リーダーシップ研修 (leadership training), 営業研修 (sales training), and プレゼンテーション研修 (presentation training) to build trust fast.

Mini-summary: Small changes in how you open, speak, and behave can transform how people respond to you.

• Rapport first, content second: Without connection, even strong ideas are ignored.

• Open with impact: Start strong, then show appreciation and respect.

• Use humble, inclusive language: “We” language and warmth increase buy-in.

• Let character lead: Integrity, respect, and sincerity create lasting trust in Japan and globally.

Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the global Dale Carnegie “One Carnegie Award” and author of best-selling books such as Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery.

He and his team support leaders in 日本企業 (Japanese companies) and 外資系企業 (multinational companies) with leadership, sales, presentation, and executive coaching programs tailored to Japan.