Tips for successful sales mirroring
There are a few things to keep in mind in order to match someone's energy, tone and gestures successfully. Avoid anything too dramatized and avoid focusing too much on whether or not you are mirroring someone, as this may cause you to lose focus on what the potential clients or customers are talking about.
Being subtle and natural
Sales mirroring is only effective when used subtly - making it obvious that you are mimicking the habits of the other person can come across wrong and could lead to adverse effects. You don't need to change your whole personality in order to win a sale, but having an awareness of these techniques can be very useful.
Remember that when done in small doses and very subtly integrated throughout the conversation, the effect can be an overall boost to the customer's confidence in you.
Avoiding overdoing it
Being too animated and following someone's every slight movement can actually have the opposite effect and can put a person off of you. Mirror a few of habits you notice but ensure that you still come across relaxed and not too exuberant.
Stay genuine and authentic
Stay natural and instead, just mirror small things that you naturally notice about the other person. This could be the way that the customer sits or a common phrase they use and match their energy to make them feel heard. You do not need to totally replace your personality with theirs, you can stay your authentic self while taking notice of the small habits that they have.
Finish with a summary
Finishing your call, meeting or interaction with a quick summary of all the things you have spoken about provides both clarification for the client, as well as helping customers to feel understood and heard. This can also prevent any crossed wires further down the process and subliminally reassures the client that you know what you are doing.
Typical mistakes of mirroring
There are also some classic pitfalls when it comes to sales mirroring and building rapport. While it is important to come across well to the client, focusing entirely on yourself internally can then lead to a lack of focus on the other person.
Forgetting to ask questions, listen or show interest in them are common mistakes often made during the sales process. To ensure that you are using the mirror technique effectively, there are a couple of things to bare in mind:
Don't forget to ask questions
Enquiring further into what the customer or client says demonstrates a keenness to understand the person and is also evidence that you have listened to what they've said.
Showing an interest in the other person, whether it's a client, a colleague or a customer, regardless of how relevant it is to the overarching purpose of the meeting, is a great, easy way to establish rapport and should be used in conjunction with mirroring.
Don't forget to listen
Active listening is arguably the most important part of any sales process. This is especially prevalent if you are taking part in a zoom meeting or an online call.
Rather than quickly responding to an email mid-call, looking through any messages or checking your phone, stay alert and clued into the conversation by focusing solely on the meeting, minimizing any distractions that may be going on around you.
Don't mirror emotion
Sometimes, customers or clients can present you with negative emotions that are not necessarily your fault. These may be due to internal pressures from their side or other problems in their own life.
Matching these emotions can lead to a feeling of responsibility for problems that are not yours to solve, so instead try to keep a confident, positive tone that still empathizes with the customer. This way, you are providing the customer with a bit of positivity to their day rather than matching their negative energy - a crucial way to build rapport.
Unlock the power of building rapport
Integrating mirroring into your sales strategy is a great way to build rapport with clients or customers. Positive customer relationships lead to an increase in sales and a better experience overall for both the seller and the buyer alike.
Elevate your sales game by integrating mirroring into your next sales meeting, quality assurance meeting or even internal meeting. Rapport building opens new opportunities, invites in new clients and helps to spread the word of your business—its power truly should not be underestimated!
Learn the best way to sell anything and other tips on how to best focus on your customers with other Mailchimp blogs and articles. Access a wide variety of tools, tips and tricks to help strengthen your bond with your customers, drive sales and improve your business overall.
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