Have you been watching Success Expert, Brian Tracy’s free training videos?
And if you want to become the best in your field—and receive all the money that comes with it, then I highly recommend you check them out here.
In his most recent video, Brian talks about three ways to build rapport (and the seven mistakes to avoid when doing so.)
In Dan Kennedy’s GameChanger DNA System, Dan talks about the importance of “Connection Communication,” which gets you away from the product-focused messaging everybody else uses and lifts you to a more sophisticated place. A place built on trust and rapport which heightens your prospect’s pre-determination to do business with you.
Building rapport is a big key in connecting AND in becoming the best.
One of the ways to achieve this that Brian talks about in his recent training is through something called “mirroring.”
Mirroring is when you do your best to match the tone, mannerisms and word choice of whoever you’re talking to.
When you do this correctly, they feel more comfortable around you. They think you’re “one of them”.
And at the end of the day, we buy from people we know, like and trust.
Brian also tells you why some “gurus” think mirroring doesn’t work anymore in face-to-face sales…
Because they are unknowingly doing it wrong, they often insult their prospects which can quickly kill any deal.
Success Expert, Brian Tracy, has trained over TWO MILLION salespeople in 60+ countries over the decades.
He knows what works and what doesn’t.
If it’s your job to sell, make deals and “bring home the bacon,” then you need to know what that mirroring mistake is.
In Brian’s free training, he’ll tell you what that mirroring mistake is. You can check it out right here…
Face-to-face selling isn’t the only place you can use mirroring. Most people don’t realize you can also use mirroring in your written sales copy.
And it’s every bit as powerful as it is in the face-to-face sales situations.
This may sound really difficult –even impossible—since you don’t have your prospect there in front of you to mirror.
However, it is much easier than you think.
In fact, there is a GREAT tool you can use to find and match the exact word choice that your ideal prospects use.
You’ll even be privy to what your prospects say are the most frustrating and most important problems they are trying to solve. This tool also uses your prospects exact words to describe these issues.
And while in the past, you would have had to spend millions of dollars to get your hands on this research …
Today this tool won’t cost you a cent. That’s right, it costs you nothing, zilch, zero, NADA.
So what is this million dollar research tool that allows you to mirror your prospect’s word choice in your written sales and marketing pieces? Amazon reviews.
Simply go to Amazon and search up any category. Click on a book or product in your desired category that has a lot of reviews. Then click on the reviews and start reading!
You’ll find book and product reviews on any and every subject. And while Amazon might not have a review on your specific product or service, you will be able to find books and products within your niche that will attract your ideal clients, customers, and patients..
Here’s how it works. Let’s say you are a dentist that offers teeth whitening. Look up teeth whitening products and you’ll find reviews that not only include what a person likes about the product they are reviewing, but they’ll talk about what they don’t like about other products they’ve tried, including products at the dentist office.
Instantly you’ll see that the biggest problems noted by reviewers are issues with tooth sensitivity to the whitening products. There are some great descriptions from reviewers such as experiencing pain in their teeth from the “air moving past them” after tooth whitening.
To use this in your copy, you could address the problem head on in your headline: “The Perfect Teeth Whitening Solution for Sensitive Teeth”. You could also use customer reviewer’s words to describe the results your patients will receive. (i.e. Noticeable whiter teeth in X days with NO Sensitivity.)
If you are a service business or if you can’t find a similar or related product listed on Amazon , then the best place to find your customers reviews will be in the book reviews on books about your topic.
Make an instant connection with your prospects and build rapport using mirroring techniques—but make sure to check out Brian’s advice first so you don’t accidentally make the mistake that can completely reverse your efforts and, instead, tick people off.
Source: Dan Kennedy