How can you use the mirroring technique to build rapport in media sales negotiations?

1 Why mirroring works

Mirroring works because it taps into the psychological principle of liking. People tend to like those who are similar to them, and who show interest and appreciation for them. By mirroring your prospect, you are signaling that you are on the same wavelength, that you understand their needs and emotions, and that you value their opinions. This can make them more receptive to your proposals, more willing to compromise, and more likely to trust you.

2 How to mirror body language

Body language is a key component of mirroring, as it conveys a lot of information about your attitude, confidence, and emotions. To mirror body language, you need to pay attention to the posture, gestures, facial expressions, and eye contact of your prospect, and subtly match them. For example, if they lean forward, you lean forward; if they cross their arms, you cross your arms; if they smile, you smile; if they maintain eye contact, you maintain eye contact. The key is to be subtle and natural, not obvious and robotic. You don't want to copy every move, but rather match the overall energy and mood.

3 How to mirror tone and voice

Tone and voice are another important aspect of mirroring, as they convey your enthusiasm, interest, and respect. To mirror tone and voice, you need to pay attention to the volume, speed, pitch, and intonation of your prospect, and adjust yours accordingly. For example, if they speak loudly, you speak loudly; if they speak slowly, you speak slowly; if they speak high-pitched, you speak high-pitched; if they emphasize certain words, you emphasize those words. Again, the key is to be subtle and natural, not obvious and exaggerated. You don't want to sound like a parrot, but rather like a partner.

4 How to mirror words and phrases

Words and phrases are the final element of mirroring, as they convey your understanding, agreement, and empathy. To mirror words and phrases, you need to pay attention to the vocabulary, jargon, and expressions that your prospect uses, and use them back in your responses. For example, if they use technical terms, you use those terms; if they use slang, you use that slang; if they use metaphors, you use those metaphors. This can help you establish rapport and credibility, as well as clarify any misunderstandings. The key is to be selective and relevant, not repetitive and irrelevant. You don't want to echo everything they say, but rather reflect the key points and emotions.

5 How to avoid mirroring mistakes

Mirroring can be a useful technique in media sales negotiations, but it is important to avoid common mistakes. If you mirror too much or too obviously, you may appear insincere, manipulative, or creepy. On the other hand, if you mirror too little or too inconsistently, you can come across as disinterested, aloof, or hostile. Additionally, if you mirror one thing but contradict another, you may seem confused, dishonest, or disrespectful. To avoid these issues, focus on the most relevant and impactful aspects of your prospect and balance the positive and negative ones. Also make sure to mirror gradually and naturally throughout the conversation in a congruent and coherent way that matches your message and intention.

6 How to practice mirroring

Mirroring is a skill that can be improved with practice and feedback. To practice mirroring in media sales negotiations, observe how successful professionals use it, and watch videos of media sales negotiations to notice the details. Record yourself in a mock or real negotiation, and review your mirroring performance. Experiment with different techniques and levels of mirroring in different media sales situations to find the optimal one for each scenario, and see how it affects your rapport, trust, and influence with prospects. Additionally, you can ask a colleague or coach for feedback on your mirroring performance.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?