The Art of Mimicry

In our most recent lecture, we were introduced to the concept of mimicry. Mimicry in sales can also be referred to as mirroring. In essence, it is the technique where a sales person subtly imitates speech patterns, body language, and tone. The goal of the imitation is to build trust and relationship. By employing this strategy, it automatically creates a sense of comfortability with the client. It is innately human to want to find mutual ground in order to connect. When subtly mimicking someone, this idea of connection can be formed.  Within everyday relationships, mimicry and mirroring is referred to as the chameleon effect. We do it all the time and often without realizing it. When around someone who is outgoing, you may also tend to be more outgoing. When engaging with someone more laid back and of few words, you may speak less. This is not the same as changing your personality but rather exemplifying different points of emphasis within your own personality. By utilizing this behavior, it is easier to feel on the same page as the person you are with. It is crucial to be aware of this technique because while some mimicry may be on a genuine level, other kinds can be meticulously curated to construct the idea of a connection.

Looking back on previous interactions, I am now able to identify how these skills have been used on me. One primary instance I can think of is with a cashier I met at the grocery store. My sister and I were shopping and joking with one another. I have a lot of piercings and so does my sister. The cashier noticed this and asked us about them. When we showed excitement over her compliment and curiosity, she mirrored our excitement about jewelry and earrings. She continued to mirror our energy about a myriad of other topics and we hit it off. My sister and I remembered her distinctly because of our perceived connection. Ever since then, when we are in our home town, we talk to her at the grocery store and catch up if she’s working.