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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