LFC MOD 5 – MATCHING AND MIRRORING

MATCHING AND MIRRORING

 

You can deliberately create the third way of

building rapport through a clever process called

matching and mirroring. It is proven that we all

like people who are like ourselves in looks,

traits and personality.

 

So, physically matching and mirroring the

body language of the other person can instantly

start to build a solid and secure rapport. Look at

your client’s body language and posture.

 

Do not mimic your client as this is obvious and

off-putting. However, you can mirror and match

their gestures in a subtle way. For example, if your

client crosses their legs you may wish to cross yours

also. If your client takes a drink, then you may also

wish to have a drink at the same time.

 

Notice what type of language your client uses. Try to adopt some of their language or a selection of their choice of words. This is also an effective way to clarify understanding and prevent any possible miscommunication. As a result, your client is more likely to know that they have been heard and understood.

 

Matching your client’s breathing can be very powerful. Your client will breathe in tune with you if you match and then lead a rhythmic breathing pattern. This is extremely useful if your client is particularly anxious.

 

Take a moment to think about certain personality traits and typical examples of body language. Make a note on a separate piece of paper and keep referring to it to see if you can add more. For example, voice, tone and pitch, does your client lean forward or back, cross their legs, can they meet your eye?

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