How A Simple Touch Can Help You Get New Clients

Would it be ok if I told you a story? In the 60’s, an experiment was conducted to determine the effect of on a person’s level of honesty. A coin was left in a phone booth, while a researcher hid near by. When a person entered the booth and picked up the coin, the researcher would appear and ask them “Have you seen my coin?”

The researchers found that people were 50% more honest when the researcher lightly touched their elbow or upper arm. This experiment showed that a light, brief touch can increase trust and familiarity even amongst complete strangers.

How does that help you? Well most people go about their personal interactions blindly, unsure of why sometimes they close a deal and other times fail to do so. However, some people have realised how powerful a simple touch can be for building rapport with a prospective client.

There is also another benefit to the “elbow touch.” Not only does increase honesty in your communications, but it also increases trust in what you are saying. We talk a lot about this in my private coaching sessions who want to learn the secrets of building trust and rapport.

The same feeling of familiarity which urges them to tell you the truth, makes them more willing to open up to you. By using this simple technique, you will find it much easier to connect with prospective clients and encourage them to trust you enough to do business with you.

So the next time you interact with a potential client, give them a light touch on the elbow while shaking their hand. Or during the course of your conversation, lightly touch their upper arm.

Combine this with the “triple nod technique discussed last week,” and you should find it much easier to get more clients, more easily and more often, without even selling.

If you’d like to learn more about how this simple touch works, watch this video:


A Bit Of Humour For You

A company, feeling it was time for a change, hired a new CEO. The new boss was determined to rid the company of all slackers.

On a tour of the facilities, the CEO noticed a guy leaning against a wall and idly picking his teeth. The new CEO was furious at his seemingly poor work ethic. The room was full of workers and he wanted to let them know that he meant business.

He asked the guy, "How much money do you make a week?"

A little surprised, the young man looked at him and said, "I make a little over $400 dollars a week, why?

The CEO said,"Wait right here."

He walked back to his office, came back in two minutes, and handed the guy $1,600 in cash and said, "Here's four weeks' pay. Now GET OUT and don't come back!"

Feeling pretty good about himself the CEO looked around the room and asked,

"Does anyone want to tell me what that goof-ball did for a job here?"

From across the room a voice said,

"Sure - he was the Pizza delivery guy from Domino's and was just waiting to collect the money!"




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