What the fluff is mirroring, and how is it relevant in student recruitment?

More money, more likability, more helpful... we can attract all of this if we 'mirror'.

A 2003 study by Rick vanBaaren and others found that servers who mirrored their customers saw their tips increase by over 68%.

vanBaaren and colleagues (2004) also found that mirrored participants were more likely to give to charity when prompted.

Bailenson and colleagues (2005) showed that people who mirror others are seen as more likable and persuasive.?

Van Knippenberg et al. (2004) found that people who had been mirrored picked up dropped pens 100% of the time vs. people who had not (33%).?

So, is it worth looking into? I reckon, yes.

We all know that effective communication and relationship-building are the keys to success in both our agent-educator partnerships and with the families and students we recruit. So let's look at this 'mirroring' and see if it has a place in our recruitment activities.

First Up, What is Mirroring?

Mirroring is all about subtly mimicking the behaviour, speech patterns, and body language of the person you’re talking to. It’s a way to say, “Hey, I get you,” without actually saying it. This technique helps create a sense of rapport and trust, making the other person feel understood and comfortable.

NOTE: I said 'subtly'. Not mimicking accents and all that nonsense, this isn't Fawlty Towers.

The Science Bit

'Limbic resonance' is a fascinating concept that plays a crucial role in building connections. It’s all about that emotional tango our brains do when we’re truly in sync with someone else. This isn’t just fluffy talk—our limbic systems literally resonate with each other, creating a powerful sense of rapport and empathy. It’s why you can instantly feel understood by someone who mirrors your feelings and why this connection is so vital in our work with students and parents. When you tap into limbic resonance, you’re not just communicating; you’re creating a deep, emotional bond that can make all the difference in your interactions. I first heard this expression at No Fluff Fest in Katie Hart MSc 's talk and I know that Adrianne Carter - the Face Whisperer - is likely to be all over this, so follow them and learn more. Meanwhile I'm giving you a few hints on HOW to use it in our sector.

How to Use Mirroring in Education Sales

For education agents and school marketers, mirroring can be a game-changer in interactions with parents and partners. Here’s how to nail it:

1. Mirroring Body Language: Pay close attention to how your client sits or moves. If they lean forward, you lean forward. If they’re relaxed, you relax. It creates a subconscious connection and makes them feel at ease. You don't need to completely mimic them, just have similar movements. Otherwise..well, it's just taking the pee, and don't focus more on this than on the words they're saying!

2. Speech Patterns and Tone: Match their pace, tone, and volume. If they’re calm and soft-spoken, adjust your speech to be similar. This builds a conversational rhythm that feels natural.

3. Reflecting Emotions: If they’re excited about a program, share in that excitement. If they have concerns, address them with empathy. Make them feel heard. Equally, if you are excited about something, that will 'rub off' on them, so.. be excited, these are exciting times for them.

4. Mirroring Words: Use the same words and phrases they do. If they talk about a “boarding experience,” for example, use that exact phrase instead of “boarding school life.”

Real-Life Examples

Case Study: The Empathetic Approach

James, an admissions officer at a boarding school, noticed that a parent was very concerned about safety and community. James mirrored these concerns by frequently using words like “safe,” “community-focused,” and “secure.” He also matched the parent's calm and cautious tone. As a result, the parent felt understood and valued, leading to a successful enrolment.

Practical Example: Negotiating Partnerships

When negotiating a partnership with a new education agent abroad, a school owner adopted mirroring techniques. By aligning his body language and speech patterns with those of the partner representative, he created a harmonious and trusting environment. This approach facilitated open communication and led to a favourable agreement for both parties.

Why Mirroring Works Wonders in Education

1. Building Trust: Mirroring builds trust quickly. Parents and partners are more likely to trust someone who appears to understand them and their needs. They will not purchase from you until they trust you, so this is important.

2. Enhanced Communication: It leads to smoother and more effective communication, reducing misunderstandings and fostering a collaborative atmosphere.

3. Increased Enrolments: By making parents feel heard and understood, education agents can improve their chances of converting inquiries into enrolments.

4. Successful Negotiations: Mirroring leads to more successful negotiations by creating a sense of alignment and mutual respect.

Wrapping It Up

Incorporating mirroring into your interactions is a subtle yet powerful way to enhance your effectiveness in education sales and negotiations within the education sector. By making small adjustments to your body language, speech, and emotional responses, you can create a strong connection with parents and partners, leading to better outcomes for your school or agency.

Sogo out there and start mirroring – try it out - your student numbers will thank you for it!

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Need Nicola in your team for a training event, inset day or speaking slot? Get in touch!