How do you use mirroring and matching to build trust and credibility with your prospect?

1 What is mirroring and matching?

Mirroring and matching are ways of copying or adjusting your verbal and non-verbal behavior to match your prospect's. For example, you can mirror their tone, pace, volume, and words, or match their posture, gestures, facial expressions, and eye contact. By doing this, you are signaling that you are on the same wavelength, that you understand them, and that you respect them.

2 Why do mirroring and matching work?

Mirroring and matching work because they tap into the psychological phenomenon of liking. People tend to like those who are similar to them, who share their values, opinions, and preferences. By mirroring and matching your prospect, you are creating a sense of similarity and familiarity, which increases their liking and trust for you. This also lowers their resistance and defensiveness, making them more open to your message and solution.

3 When to use mirroring and matching?

You can use mirroring and matching throughout your sales process, but they are especially effective in the beginning and the end. In the beginning, when you are making the first impression and establishing rapport, you can use mirroring and matching to break the ice and show interest. In the end, when you are handling objections and closing the deal, you can use mirroring and matching to reinforce rapport and show alignment. However, you should be careful not to overdo it or make it obvious, as this can backfire and make you seem insincere or manipulative.

4 How to use mirroring and matching effectively?

To use mirroring and matching effectively, you need to pay attention to your prospect's verbal and non-verbal cues, and adjust your behavior accordingly. To start, match their energy level and mood. If they are upbeat and enthusiastic, match their enthusiasm; if they are calm and serious, match their calmness. Additionally, mirror their language and keywords by repeating their words back to them to show that you are listening and understanding. You should also match their body language and gestures without copying every move, as this can seem unnatural or mocking. Lastly, mirror their tone, pace, and volume but do not mimic their accent as this can seem disrespectful or mocking.

5 How to test and adjust your mirroring and matching?

To test and adjust your mirroring and matching, you need to observe your prospect's reactions and feedback. Signs that you are doing it right include a smile, nod, agreement, or mirroring or matching back. If they change their behavior or style, or look away, frown, or disagree with you, then you need to adjust. Mirroring and matching are not magic tricks or manipulative tactics; rather, they are natural and effective ways of building rapport and trust with your prospect. By using them wisely and respectfully, you can overcome objections and close more sales.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?