Want to increase your compensation by more than two-thirds? Do what the best servers do.

A study published in the Journal of Experimental Social Psychology found that a restaurant server increases their tips 68% simply by repeating a customer’s order back to them. That’s it. Just repeat the exact order and tips go up by two-thirds.

Why? Because repeating the order shows the customer that the server is competent and fully understood the customer’s order. Now, in the time it takes for the meal to be prepared, the customer doesn’t have to worry that they’ll get the wrong order.

So, what does this mean for you and me?

I’m glad you asked.

Because I’m guessing that, like me, you aren’t a server. (Side note: I used to be a server and think it’s the best on-the-job customer experience training you can get).

This tactic isn’t only available to servers. It’s a technique that Chris Voss talks about in his book, “Never Split the Difference” and it’s called “verbal mirroring.

You can do the same thing with your clients by repeating back to them what they want from their work with you: “What I heard you say is that you need…”

That tells them you listened, understood their needs, and will tailor your work to their specific situation. It alleviates their concerns that you are like all the other businesses who talk a good game, but just do the same thing for every client regardless of their need.

That’s why I have said that the last five minutes of a meeting are so important. It’s where you confirm the decisions made and clarify the next steps for everyone involved.

It’s how you build the client’s confidence in you and increase your compensation by 68%.