Catersource is part of the Informa Connect Division of Informa PLC

This site is operated by a business or businesses owned by Informa PLC and all copyright resides with them. Informa PLC's registered office is 5 Howick Place, London SW1P 1WG. Registered in England and Wales. Number 8860726.

Seven Ways to Get Your Clients to Like You

Being a salesperson sometimes has a bad rap. People don’t like to be “sold” and may unconsciously put up a wall even before you speak.

A part of life is knowing that there will always be something you can improve on. Now, in sales you need people to like you, and I have seven ways for you to do just that.

#1 Mirroring

Mirroring is something we do both consciously and subconsciously. It’s where we mimic the body language of another person, posture, expression, or even communication methods. It allows us to find new ways to relate to them and connect with them on a deeper level, and there are even neurons in our brains that are dedicated to helping us with this.

A client will almost instantly make their mind up whether they like or dislike you, and a lot of this can depend on how you express yourself in terms of body language. Not to mention that the vibes they send to you often get thrown back at them without you even thinking. So, it would be best if you led the charge; have them mirror you.

#2 Body language

Body language is essential, and it is 70% of our communication with others.

That’s a huge number, right? As a salesperson, you must be mindful of your body language and your customer’s actions. If they are in an unfavorable position, it likely means that they don’t like what you are talking about, and you need to change the conversation. Move onto something they are interested in and watch their body language change with it.

You have to be quick with this, as it can be easy to miss and forget to read the non-verbal cues. It would help if you also remembered that there could be subtle differences in the body language displayed by men and women so that a little extra research won’t go amiss.

Just as the way the customer is acting is essential, so are your actions. If your body language screams insecurity and a lack of confidence, people will not have faith in you, and you will lose the job. Never keep your hands behind your back, as it’s dismissive language, instead of using them to emphasize points and throw in some extra passion. Let the customer know that you are confident in yourself and your products.

Here are a few quick body language pointers to give you a head start:

  • Crossed arms are a sign of discomfort, and the same goes for leaning away
  • Leaning the body back with arms and legs spread is a sign of comfort, but it can also be a dominant and territorial display during serious discussions
  • Placing your hands on a surface on either side of you is a sign of confidence and authority
  • Placing your hands on your hips with your legs spread shows that you are ready for action

  • humbs pointing in the air are usually a good sign

  • Hands resting together with the fingertips touching tends to suggest confidence and power

  • Fiddling with hair, jewelry, or anything, is a sign of discomfort, doubt, and insecurity

  • Bobbing a crossed leg up and down while sitting tends to show discomfort

  • Crossing one leg over the other while standing suggests comfort

  • Pointing a foot upward while talking is usually a good sign

There are many other examples of body language, but these are the basics you need to remember.

#3 Positive energy

You can’t make sales with negative energy; it’s just not something that happens. If you aren’t positive, you will lose work, and it’s as simple as that. You have to take a deep breath, stand up straight, and get directly into the pitch with good thoughts for the process and outcome. Tell yourself you have the job before you start, and the client will notice your confidence.

It links in with body language because you need to express that confidence further. You could be an expert in your field, but no one will notice if you carry yourself incorrectly.

Be passionate, be positive, and show the customer what you’re made of.

#4 Humor

People like it when the person they are talking to feels human. We all make jokes, and I am a master of throwing them into my pitches and seminars. Let people know who you are, and don’t be afraid to show off that sense of humor a little. Of course, keep things tame, but you need to let customers relate to you.

#5 Vulnerable

Being vulnerable is something that people love, and you need to be willing to do it. Being vulnerable is showing up and being seen, even if there are no guarantees, and doing so willingly. Vulnerability is a human trait that we all seem to respond to, and your potential customers are no different. Putting yourself out there, even when there is nothing to gain, is a great way to display just how motivated and devoted you are.

#6 Mindset

Your mindset is so important, and I can’t emphasize this enough. If you’re saying that you can’t do something instead of that you can, if you give up easily instead of putting the effort in, this needs to change.

Success truly is a matter of mindset; if you have a negative one, you are far less likely to succeed.

Look for opportunities, and approach them positively and as though you have the job beforeyou’ve even pitched. A customer will notice a proper mindset as much as they’ll notice a poor one.

Sales isn’t just about technique; it is also about your confidence and how you see yourself in business.

#7 Commonality

Commonality is all about that middle ground, finding something that you and your customer share.

It’s not always easy, but the best way to do it is with a good old-fashioned internet stalking session. Look them up on social media, visit their website, and find out everything you can to relate to them better. Doing your homework looks good on you.

It shows that you care, but it also means you have gone the extra mile to impress buyers and let them know you think they are worth your time.

To conclude

Getting people to like you is more challenging than clicking your fingers, although we wish it were that easy. It would help if you put work and effort into it; this is precisely what I am here to help you with. By following these seven simple steps, you will be well on your way to becoming better liked, and even more confident. Just watch those new clients roll in.

Building a connection, a personal relationship, with people is exactly how you sell your services. People will always judge you first and your service second, so you have to get out there with the intention of connecting.

Meryl Snow

Owner, Feastivities Events, Philadelphia, PA and Senior Consultant, Certified Catering Consultants

With nearly 30 years in the special event and catering industry, Meryl Snow is the co-founder of Feastivities Events and the creator of The Triangle Method.  As a Senior Consultant for Certified Catering Consultants, Meryl travels throughout North America training clients in the areas of sales, marketing, design and branding to help businesses get on their own path to success.She is the author of Booked It! and Cha-CHING!

Meryl Snow

Catersource Advisory Council Member

Founder of