Mastering the Art of Building Instant Connections with Potential Clients

Understanding the Three Modes of Communication

In recent years, we've gained significant insights into how the human brain processes information. Our memories and perceptions are largely influenced by our visual, auditory, and kinesthetic abilities. These three modalities - seeing, hearing, and feeling - play a crucial role in our learning and communication processes.

While we use all three modes to some extent, research suggests that one of these modes tends to dominate in most individuals. For instance, if you prefer learning by watching videos or looking at diagrams, you're likely visually oriented. If you prefer verbal instructions or hands-on learning, you're probably more auditory or kinesthetic.

Recognizing these dominant modes in others can significantly enhance communication and rapport building. Many companies have invested heavily in training their sales teams to leverage this knowledge, resulting in remarkable outcomes.

Applying this Insight in Real Life

To apply this valuable insight, pay close attention to the words and phrases your potential client uses. People often use expressions that indicate their dominant modality. For instance, phrases like "I see what you mean", "I hear you", or "I've got a feeling about this" can give you clues about their preferred mode of communication.

Once you've identified their dominant mode, respond in kind. Use expressions that resonate with their preferred modality. This approach works because it aligns your communication with their mental wavelength, facilitating a connection similar to two modems establishing an internet connection. The results can be astonishing.

A Real-Life Example

A friend of mine, a successful financial advisor, applied these methods in his business. During a meeting with a manager interested in a pension plan, he noticed the manager's use of visual expressions like "let me show you" and "you must see this". Recognizing the manager's visual orientation, he tailored his presentation accordingly, using diagrams to illustrate his points. The rapport was established early on, leading to a successful business deal that satisfied both parties.

Applying this in Your Business

Whether you're writing ad copy, making sales calls, or meeting clients face-to-face, incorporating phrases from each mode into your communication can help identify your client's preferred mode. If they respond with similar expressions, you've successfully identified their dominant mode.

Identifying Dominant Modalities: Key Words and Phrases

Here are some words and phrases that can help you identify a person's dominant modality:

Visual

• Crystal clear
• Focused
• Flash
• Hazy
• Sight for sore eyes
• Up front
• It appears to me
• Get a bird's eye view
• It looks like
• In the mind's eye
• You get the picture
• It's clear cut
• Take a dim view
• Suffer from tunnel vision
• With the naked eye

Auditory

• That rings a bell
• I'm all ears
• Certain overtones
• Harmonize
• Make myself heard
• Tuned in
• That's unheard of
• To tell the truth
• In a manner of speaking
• Gave him an earful
• Listen up
• Tongue-tied
• Described in detail
• Sounds like
• Just say it

Kinesthetic

• I'm conscious of
• You can sense
• She perceived
• Lay your cards on the table
• Come to grips with it
• That's a pain in the neck
• Pull some strings
• Hang in there
• Touch base with
• What it boils down to
• Start from scratch
• That was underhanded
• Hold on
• You need to experience it
• In a moment of panic

These lists are just a starting point. There are countless signals in the way people express themselves. By learning to "read the signs", "hear the bell ring", and "grasp the meaning" behind your prospect's words, you can significantly enhance your communication and rapport-building skills.

Rapport is invaluable. Agreements, contracts, and major business deals are often concluded between people who feel a strong connection. By developing and practicing this essential communication skill, you can infuse new vitality into your life and business.