Potomac Memo - September/October 2010 - (Page 10)

supplier feature Cool Tools by Jason Linett The Jason Linett Group LLC Publications Committee Member to Develop Trust with Clients Your ability to create trusting relationships when dealing with potential leads or clients is a significant factor in your professional success. Without trust, no one will make a purchase, respect your expertise, carry out your instructions or refer business to you. With trust, you will break down barriers and create a relationship of compatibility, a mutually beneficial relationship that will allow you to be privy to others’ needs, motivations and desires. Trust can never be created without sincerity. You must have a desire to help others and to allow others to attain their goals. Utilizing the following techniques can help you create trust rapidly and automatically. We use these automatically when we are with people with whom we are comfortable. Next time you are out with a good friend, pay attention to your movements as well as theirs. You will see that you unconsciously use these techniques because you are in a relationship of trust and comfort. When you begin to learn the techniques and utilize them you will find your communication enhanced and that you can begin to create trust rapidly, even with complete strangers. Here are three proven techniques to create trust in your next interactions with your clients: Mirroring Mirroring is a technique that creates a subconscious familiarity between parties and rapidly creates a feeling of affinity. The key factor is your ability to physically mirror the activities of the other party simultaneously, like a mirror, without looking like you are intentionally copying them or making fun of them. This technique must be used subtly and with respect. As you are speaking to another person, begin to take on some of their physical characteristics. For instance, if they lean forward, you lean forward; if they sit upright, you sit upright. By mirroring with good intentions, you create a positive feeling of trust and familiarity. You need not mirror every move someone makes; that could become imitation. Mirror just enough characteristics to make them feel positive and comfortable with you. Characteristics you can mirror include: body stance, hand movement, facial expressions, eye movements, movement of feet, hands, fingers, weight shifts and breathing rate. Matching Matching is similar to mirroring in that you take on physical attributes of the individual you are conversing with. However, instead of mirroring the other person’s characteristics simultaneously, you allow a time lapse. For instance, if during our conversation you make a hand gesture 10 PMPI POTOMAC MEMO SEPTEMBER/OCTOBER 2010 VOL. 32, NO. 1 Visit our online Meeting Planners’ Guide. Visit our online Meeting Planners’ Guide. pmpi.officialbuyersguide.net http://pmpi.officialbuyersguide.net

Table of Contents for the Digital Edition of Potomac Memo - September/October 2010

Potomac Memo - September/October 2010
Contents
Calendar of Events
President’s Message
Cool Tools to Develop Trust with Clients
Monetizing and Marketing Your Conference Education
Tips for Effective Site Visits – Communication Is Key
MACE! 2011 – The Secret is Out
Grab & Go Lunch Series
East Meets West
New Member Spotlight
Help PMPI Give Back
Potomac Profiles
Advertisers’ Index
Where in the PMPI World?

Potomac Memo - September/October 2010

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