The Echo Effect

How To Build Trust & Rapport

Repeating people's words can be very important in building likability, comfort, social connectedness, and building trust. Psychologists call this the echo effect.

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How To Connect With Anyone In The World Fast

Have you ever noticed that people who are great communicators, often do two things? They repeat what is told to them and are comfortable with awkward pauses.

When you are really listening to someone, people pick up on that and respect you more than if you come with a preexisting agenda to say a certain speech or presentation, regardless of what they have to say.

Matching Body Language

Just like how mirroring the body language of those around increase comfortability, using the same words in your sales and marketing presentations allows you to connect with prospects better.

Matching Your Prospects Words

When you use the same words as your prospects and make your replies sound the same way they explain things, it creates less space because, consciously or subconsciously, they are going to be thinking this person is listening to me and understands me, therefore, they are just like me and I like doing business with people who are like me.

How Most People Present

When you stick to your standard presentation and don't adapt to your prospect's language, it creates space and confusion because they may feel like you are talking about two different things or you don't even care about what they said, you're just here to sell them.

The Echo Effect

Psychologists call this the "echo effect" where the foundational concept is repeating back the words people use to increase likeness and build trust and understanding.

Classic Example Of Echo Effect

This has nothing to do with business but the communication style of using the echo effect can be used anywhere.

A Discussion Between Two Spouses

In this first instance, it's how most people respond and tends to make the responder not sound empathetic or dismissive.

Hurt Person: Hey, I really don't like when you say XYZ because it makes me feel like you don't really care.

Responder: You should know that isn't true, I do care about you. You're just overthinking it.

Instead, using the echo effect, watch how slightly changing the words changes the entire response.

Hurt Person: Hey, I really don't like when you say XYZ because it makes me feel like you don't really care.

Responder: (Pause) So what you are telling me is that when I say XYZ, it makes you feel like I don't care. I am sorry that you feel that way but you should know that I don't feel that way. I feel like you might be overthinking things.

The response could still use some work but adding the repetition at the beginning, before their actual response, shows that they were listening and understand how the hurt person is actually feeling.

Too often, we don't listen to understand but just long enough to reply and this disconnection doesn't allow us to build repport and really connect with the people we are speaking to.

More importantly, just like a master speaker, pausing before we speak shows that we are really thinking about what they said before we respond. If you respond immediately, it shows that you were thinking about your response before they even finished what they were saying and didn't really care about what they had to say.

How To Practice The Echo Effect

Here are quick tips on how to practice the "echo effect" and use it while engaging with not only your prospects but also peers, staff, and partner relationships:

• Really listen to the person you are talking to. Pay attention and take note of the words they repeatedly use to explain things
• Before using a word/phrase make sure you really understand what they mean, if you don't, ask them, "What do you mean by X?"
• The best way to gather more information about a topic is repeating the last few words someone says as a question which usually causes them to elaborate more on the topic. For example, Them: "We really have a hard time getting sales." You: "Getting sales is really hard? (Pause)
• Be strategic about using repeation so it doesn't come off awkward or forced, often, only use it when you want to expand on the current conversation and it will come off naturally
• When you do repeat, try to use the same exact words and phrases the other person uses, with the same intended meaning. When sharing your presentation be willing to change how you would normally say something to use their words but still allows you to drive the same intended outcome

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