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Discover the Secret of Sensory Language

If you read through a few of the e-mails you have recently received, you will more than likely notice that the writer’s overall style contains language that relates to one of three primary senses:

• Auditory: “The meeting sounds like a good idea to me.”

• Visual: “I see why we need a meeting.”

• Feeling: “I feel strongly that a meeting is in order.”

When it comes to making a “connection” with the people to whom you reach out and respond via e-mail, it’s easier to establish rapport when you know the secret of using sensory language. The trick, when replying to an e-mail, is to find what specific type of words the writer uses more than any other. You can do this by observing whether the writer’s language is more auditory-, visual-, or feeling-oriented. For example:

• If a more visual writer is interested in finding out about your products or services, he or she might write: “I look forward to getting a clearer idea about the services you offer.”

• A more auditory-oriented writer might put it this way: “I’d like to talk with you by phone about the products you offer and hear exactly how you think they might help my company.”

• Someone with a “feeling” style of writing might say: “I’d like to get a better feel for what you provide, and a handle on your services.”

After you’ve quickly reviewed the e-mail and uncovered the writer’s preferred sensory style, you can respond in kind by using sensory words that are consistent with the writer’s. Without realizing why, the person on the other end of your e-mail messages will feel more connected and better understood because of the rapportbuilding quality of your message. Following is a chart that shows some common words and phrases for each sensory style. In time, you can add your own examples.

Exercise

Read through the following e-mails and write a response to each one using the appropriate sensory language that will help the writer feel more connected and understood. You may want to refer to the chart to see what words/phrases you can use in your response.

I feel really upset that the cat chow was delivered a week late. It stresses me to worry about Buffy getting her nutritional needs met.

Your response:____________________________________________________________

I see from glancing at the mail today that Buffy’s cat chow has still not arrived. I will be looking for it over the next few days. Please take care of this right way.

Your response:____________________________________________________________

If I sound upset in this e-mail, let me explain, Buffy is very important to me and I am still waiting for her cat chow; it was supposed to be here yesterday.

Your response:____________________________________________________________