The mirroring and matching technique is one of the most effective ways to build rapport with strangers, new contacts and potential clients. As we all know, building rapport is one of the most critical aspects to enhance relationships and sales.
People will most likely do business with people they like and trust. This means that your interaction with a certain individual is determined by your ability to get along with them.
Employing the mirroring and matching technique requires that you pay careful attention to your prospect. Whether it be a meeting in person, by phone or by email, it is important that you are completely present.
Mirroring And Matching Technique In Person
When meeting a potential client in person, pay attention to their body movements. When the client crosses their legs, you also cross your legs. When they lean closer, you do the same.
Be careful how you do it though. Try to act natural – you don’t want it to come across as mocking or mimicking the client.
Also take note of how they speak (what tone, pitch and language they use), and then mirror and match those as well.
Mirroring And Matching Technique By Phone
When speaking to a potential client on the phone, you have to listen closely to the tone of voice, the language used and the breathing patterns.
It also involves being able to tell when the client wants to veer to or away from a specific subject. When you feel like the client has lost interest in the topic or doesn’t want to talk about a specific one, it’s your task to facilitate the transition to another.
Mirroring And Matching Technique By Email
Similar with interacting in person or by phone, you have to pay attention to the client’s language in an email. Is it friendly and casual, or strict and formal?
Since you can’t read their body language or hear how they communicate, it is also important to “read between the lines.” What is the client really trying to say? Respond accordingly.
Basically, the mirroring and matching technique implies that a person tends to trust someone who is like them. However, the success of this technique also depends on having good communication skills. It’s equally important to learn how to listen and be sensitive as well. Don’t worry if you’re finding it difficult at first; practice is all it takes!
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