Whether you sell real estate, cars, or computer software, in order to be really successful in sales on a long-term basis, you need to be able to connect with prospective customers on a personal level. While maintaining a professional attitude is essential, revealing a little of your personal interests really help to establish the kind of rapport which results in a productive business relationship.

One easy way to put people at ease at work is to add a few personal touches to your office. In addition to displaying family photos and plaques from business organizations, scatter some personal mementoes around the room that say something about your interests. A Red Sox or Patriots poster will surely spark conversation among a lot of the men, and many women, considering your services. Do you paint, take photos, or get involved with woodworking? Hang paintings or photos on your walls, or display a handcrafted item on a bookcase. Are you involved with the local theatre group? Frame handbills and photos of some of the plays, making sure you're in some of the photos.

Another way of connecting with your customers is to create a personal portfolio. Encouraged by one of the top U.S. residential real estate chains as a way to connect with prospective home sellers, it's a great idea whatever your business. Be sure to include business related information like a professional and educational resume and certificates of completed work-related classes, but don't forget more personal information as well. Do you participate in volunteer activities with organizations like Habitat for Humanity or Toys for Tots? Include documentation of that in your portfolio. Are you a golf nut? Add photos of yourself participating in a golf tournament. An honest representation of your own interests will be bound to connect solidly with some customers, but will humanize your image with everyone.

Joining your local Chamber of Commerce is a great way to make personal contacts with other businesspeople in your area. A lot of chapters hold periodic "After Hours" social events where you can rub elbows and swap business cards with community business owners. The general idea is for Chamber of Commerce members to support each others' businesses, and it works - a lot of business to business trade is initiated at these meetings. Your local Chamber also may have a number of committees looking for volunteers; this may involve you with housing, transportation, education, or any of a number of other local or regional issues. It's a great way to contribute to the community while making any number of personal contacts - some of which will undoubtedly result in customers for your business in the future.

Displaying your interests and making a personal connection with your customers isn't manipulative, it's just honest. It allows you to reveal a little of yourself to the people around you and gives them the opportunity to gauge you based on additional information you're willing to provide. The result of this willingness to connect person-to-person with potential customers will not only net you more business, it may end up with you gaining some long-term friendships and a stronger connection to your community.