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Use This Subtle Technique To Build Rapport With ProspectsThe ability to quickly build rapport with a prospect is an important skill worth spending some time developing. Some people come by it naturally. Others have to work at it. If you’re in the latter camp, we have a technique that we think you should try. MIRROR AND MATCH When you’re building rapport with prospects, the little things can really add up in your favor. For example, mirroring and matching is a rapport-building skill where you adopt the verbal and physical behaviors of your prospects. It may sound a little strange, but you already naturally do this when you interact with family and friends. Think about it. When you are chatting with close connections, you tend to use the same words and phraseology as they do. And whether you realize it or not, you’re probably adopting some of their gestures, as well. Mirroring and matching can be a powerful rapport tool in recruiting situations. The key is, you have to be subtle about it. PACE AND VOLUME Start by observing the pace and volume of your prospect’s voice as you are having a conversation with them. Subtly try to match that pace and volume. Keep in mind that speaking faster or louder with a low and slow talker may make him or her feel pressured. On the flipside, speaking too slowly or at too low of a volume with a fast and loud talker could make him or her feel as though you are talking down to them. POSTURE AND GESTURES You can also mirror a prospect's posture (such as leaning forward or sitting back) and whether they use hand gestures when they speak. Observe their movements and subtly adapt to their style. Again, the key word here is subtle. Like most things in life, there is a line you don’t want to cross. Never go too far or be too obvious. Just act naturally, and gently implement these techniques. Transitioning toward a prospect’s communication style makes them gradually feel more comfortable. But being too obvious puts you at risk of potentially offending your prospect. If you have questions about this technique or other membership recruitment and retention issues, get in touch. We’re easy to talk to, and we want to help. Sign up to receive our Mid-Week Membership Sales Tip delivered to your inbox every Wednesday. |
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