Now that you have successfully matched and mirrored the other person, you have reached the final step that is to pace and lead. Pacing is a process of trying to match the other person to build rapport. You follow their actions by doing the same thing as them. This should be able to shift their attention towards you. From this, you consequently lead them into another state as per your ultimate goal of approaching them. The outcome? You achieve victory by influencing them to see things like you do!
You may currently be having uncertainties whether matching and mirroring would actually help you successfully build rapport with others. I have come across people who constantly disagree with my thoughts and both of us do not get along well. I tried mirroring. It did not work. Why is this so? This occurs because there is mismatching or miscommunication between the both of us, where the physiology, tonality, and words of both parties do not match each other. Does this mean you cannot achieve rapport at all?
You could consider other ways to build rapport if that is the case. I will bring up a mutual interest before going straight to the point, by asking open-ended questions. Perhaps, listen to them, give a gift, tell an interesting story, or just pay a compliment to them. Yes, everyone appreciates compliments! In short, you do not necessarily need to 100% follow some stipulated guidelines to achieve rapport; sometimes you have to determine the best method to approach a person and influence them.
Do you still remember Dylan? What did he do to solve his problem? Rapport is the answer.
Dylan utilised the three key steps to communicate with the receptionist and managed to influence her to convince her manager to get him a room in the hotel for the night. No anger nor threats were used to influence the receptionist, just effective communication gained through calibration, matching and mirroring, and finally leading and pacing. Therefore, what makes Dylan a successful businessman is his ability to establish rapport effortlessly.