I’ve been sort of aware of this tactic for building rapport for a while but really realized its power just recently. What I am talking about is copying another person’s body language, voice and other characteristics of their presence. For example, say you meet with another business owner to discuss a joint venture. When you walk into her office and sit in front of her desk, start mirroring her. If she is sitting up tall, copy that. If she talks fast, copy that. If she makes hand gestures when making a point, copy that.

That may sound dumb but it actually works. You shouldn’t make it obvious because you don’t want the other person to figure it out. Subtly use similar body language, words, character of voice, etc. The odds of you building rapport and her liking you will significantly increase.

I’ve found that this effect does regularly occur with people when I do this. More than 90% of communication between people is not the words that are said. People find themselves liking others for no other reason than their presence. Mirroring another’s presence is a short cut to getting them to like you and it is obvious that this can help build your business.