Did you know that communication is actually only 10% verbal?
The majority of what we communicate can be found in the tone of our voice (30%)
and our actions (60%). When you have the
opportunity to present your program face to face, your prospect's
behavior provides clues as to how they're feeling, which in turn tells you how
to deal with it. But body language goes both ways. You must be aware of your
own behavior too so as to get the best possible reaction from your audience.
Bear these in mind when presenting to a possible member:
- The Eyes Have It
The single most important aspects of body language is,
looking your prospect in the eyes. This
conveys respect, confidence, trustworthiness, and sincerity. Likewise, not
doing so conveys fear, disinterest, lack of confidence, shame, and
secretiveness.
It's important to maintain eye contact while probing and
building rapport with your prospect. Look at them longer and more often than at
your presentation material. And it's absolutely essential to look them in the
eye when attempting to close.
If your prospect doesn't want to meet your eyes, it's likely
that they're intimidated by you or disinterested in what you have to say. Try
to put them at ease by offering them something to eat or drink, or talk about
common interests and other things you may both enjoy or care about.
- Lead with your Arms
Your arms can convey great emotion. Use grand gestures for
high emotion, and keep your arms still for quiet, intense moments. Whatever you
do, don't cross your arms. This highly defensive position conveys anger or
indifference. It practically screams, "I don't care."
If your prospect crosses his arms, he's likely adopting a
defensive position towards something you said. Try to re-engage them by
shifting the focus back on them and what they want. Get them to participate.
Instead of focusing on thoughts, ask them how they feel about what you've
discussed.
- Mind your Head
Keeping your head at a level, steady position is a sign of
confidence and sends the signal that people should listen to you. On the other
hand, tilting your head to the side is a sign that you are receptive and ready
to listen.
- Bridging the Gap
As much as possible, sit beside your prospect. Having a desk
between you only underscores the initial emotional distance between the two of
you. Bridge it by sitting together and talking as equals. But pay attention to
how comfortable they are with your distance. If you sense them pulling back
from you, you may be intruding on their personal space and should back off.
5.
Find the Right Angles
Simply put, we angle ourselves to face people we like or
we're attracted to, and angle away from people who repel us. Face your body
towards your prospect while talking to them, tilting or leaning forward to
bodily "listen" to what they say. Likewise, when a prospect leans
towards you it means they're interested in what you have to say.
- Handshakes for Dummies
To begin with, make sure your hands are warm and dry! Nobody
likes a cold, clammy hand that shows its owner's nervousness. A firm grip on
your handshake shows that you're confident, friendly, and trustworthy.
When your hands are palms-up, they convey friendliness and
openness. Palms down convey dominance and maybe even aggressiveness. This
usually comes to play when shaking hands for the first time. It's best to offer
a level, upright handshake so as to show you're on equal footing.
- Watch Those Legs
Twitchy, restless legs betray nerves and stress; try to keep
them under control by planting both feet on the ground. As with crossing your
arms, crossing your legs is a no-no. The "Figure 4" portrays you as
arrogant, close-minded, or defensive. When your prospect does this himself, try
to engage them in friendly, non-threatening banter.
In the end, people like to be liked. If you give
every indication that you like the person sitting across from you, they'll
reflect the same thing back at you. And it's always easier to present to a
friendly audience.
With that said, simply
remember to mindful of these little tips. Be genuinely interested and care
about your prospect, really desire to meet their needs and it will automatically
show in your body language. And you will naturally carry yourself in a manner
that says you want to help.
Try this out and leave
a comment on Facebook and let me know how it worked out.
The best to you in
2012!!!
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