Building Rapport With Your Clients

Have you seen that episode of “The Office” where Michael Scott decides to divide his sales people up and send them out to their clients to develop a personal connection?

Phyllis takes Karen to get a makeover in order to look just like their client’s wife so they can make connection with him and hopefully make the sale…which they did.

When I found this article, I immediately thought of that episode. It then seemed necessary to share this and ask some questions. Read it I’m curious to know what you think.

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In her new book, The Primates of Park Avenue, author Wednesday Martin recalled how difficult it was to become accepted into the circle of wealthy New York mothers.

She finally succeed when she recalled her anthropology training in baboon culture where all females submit to the dominate female.

Martin writes that she picked out the leader of the group and began to mirror her. She dressed like the woman.  She exercised at the same place. She got a fantastically expensive handbag. She bought the right clothes. And it worked.

This is, perhaps, an extreme example of what salespeople have known for years: Building rapport, or relationships, depends, in part, on mirroring.

According to the New York Times, strangers are attracted to people who remind them of themselves.

Animated talkers like people who do the same. But people who speak calmly and deliberately also like people who do the same.

Body language is a powerful tool in face-to-face social situations. Subtle mimicry of body language — but not mocking — can forge ties.  If your client crosses his legs, doing the same after a moment or two can subtly suggest you are friends.

Common interests can be important. Finding something in common to speak about can create bonds. In the same way, asking friendly, but not rude, questions can do the same.

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What do you think?

Is “mirroring” just plain manipulative or is there some merit in what they’re saying in this article?

Is “mirroring” something you believe could pull off or would it come across disingenuous?

Have you ever tried this and found it successful or un successful?

What ways do you use to try and connect with your clients – or have you even thought about that as a sales strategy?

We would love to hear from you! Take a moment to share with us all something you’ve learned. What has worked for you and what hasn’t in building rapport with your clients. We’ll post some of your best suggestions in next month’s newsletter…so send in your winning ideas! If you prefer to remain anonymous, we will happily honor that request!

Send them to suzie@torrid-tech.com.