15 Secrets for Using Body Language in Business
We instantly send messages that speak more loudly than words, using body language or non-verbal communication. Body language communicates powerfully because we are visual creature. We take in much more information with our eyes than with our other senses.
Here are some tips on how to use body language to make a great impression in business, so you connect with your customers.
1. Posture: People who exude class and confidence invariably have great posture. They stand and walk tall. Good posture makes a strong impression because people notice it from across the room. It involves the whole body, not just small muscles. To make a great impression, stand and walk tall.
2. Facial expression: We look at people’s faces to find out their moods. When your face and words don’t match, you send a mixed message. For credibility, make sure your facial expressions match your words.
3. Smile: The smile has a magical quality that is almost impossible to ignore. There is something inside us that responds instinctively to a sincere smile. Smile warmly, and you’ll make an instant connection.
4. Eye contact: Without eye contact, communication is almost impossible. Try talking to someone without looking at them. Do you feel any connection? When doing business with North Americans, aim to maintain eye contact about 60-70% of the time to maximize its positive impact. With people from other cultures, you may need more or less eye contact.
5. Hands: People notice other people’s hands, so what you do with your hands can betray your true feelings. Nervousness often shows in your hands through rubbing or wringing them together, or clasping and unclasping them. To appear calm and relaxed, avoid excessive fidgeting, or rapid, exaggerated gestures.
6. Open or closed posture: Body language can be described as Open or Closed. Open body language welcomes interaction. It involves facing people squarely, and making eye contact. Closed body language is used when people feel threatened or uncomfortable. They withdraw or hide their bodies by using various stances and physical shields for protection.
7. Mirroring: Good communicators naturally mirror people’s body language. It’s a way of getting in sync. We all use different tones of voice and language when communicating in business from when we talk to close friends or family members. You can easily tone down or ramp up your energy level, rate of speech, and voice tone to make the other person feel comfortable.
8. They place their hands in their chest. This signifies openness and conveys sincerity, honesty, or dedication. However, a woman putting her hands in her breast is a defensive position and may indicate that she is surprised or astonished.
9. They take their glasses off, after which they may either (1) clean them, or (2) put the tip of the frame in their mouth. They are buying themselves some time to think things over. A frame in the mouth would also likely indicate that they need more details and they are willing to listen.
10. They are pinching the bridge of the nose most likely with eyes closed. People doing this are engaged in very deep thought. They may be involved in a difficult situation, where they are aware of the consequences that may occur as a result of making crucial decisions.
11. They put a palm below the chin, index finger pointed and extended along the cheek, while other fingers placed beneath the mouth. This gesture more likely indicates thoughts that are criticizing or antagonizing other people.
12. They walk with the head down and hands behind the back. People who walk this way are probably worried about their problems, and they are thinking of ways to solve them.
13. When doing sales calls and presentations, be sure to use sincere and open movements all the time. Do not cross your arms, as this can ruin the trust of your potential customer. The outward and upward gestures of your hands are recommendable. If you lean back on a chair and place your hands at the back of your head, it may drive your clients away as this is a sure sign of arrogance and a false sense of confidence. Meanwhile, if you place your hands on your waists, you are exuding positive confidence.
14. "Don't point.” Pointing at a client is equivalent to death wish in selling. It is as if you’re waving your sales opportunity goodbye. Pointing is an aggressive act that can be interpreted as hostility, so throw this gesture out the window if you really want to sell.
15. In sales, here are signs that you are open for negotiations and are willing to compromise. Unbuttoning your jacket means you are ready to talk and to listen to a counter offer. Removing your jacket or rolling your sleeves up is a very good sign for the client, as this means you are ready to decide or to give in to the final price.
