Chris and I were working at a conference this past weekend.
You know what we brushed up on before we went?
Body language.
Yep, too often overlooked in aiding us all to understand the person standing in front of us—a prospect.
When you understand body language—those accidental, subconscious clues people send out—it gives us a fighting chance to understand what’s really going on in their head.
By doing a better job at understanding the body language of the person standing in front of us we can serve them well, know what they require, and what they must hear to be interested (or not) in our offer (which we think should be of interest to them, but maybe not so much).
Most of us are already paying some attention to non-verbal communication. UCLA research shows only 7% of communication comes from what they say. Tone of voice accounts for 38%, and 55% comes from body language.
So there we stood at our event table. We’re already working hard to be of service. I want to make sure I’m serving the person in front of me in the very best way. By watching and interpreting their body language we can serve them far better and, frankly, not work so hard.
And not just us. You, too.
Crossed arms or legs. They are not open to what you’re saying. It’s not intentional on their part which is why it’s so revealing. They are telling you something…if only you would pay attention. What are you saying wrong or not saying at all?
Real smiles. The ones that crinkle the eyes. There are smiles, and then there are smiles. All kinds of untrue things can come out of a mouth, but the eyes…they have a hard time lying. Real, truthful, “I mean it” smiles roll right up the face into the eyes. If you’re getting any other kind of smile, beware. Something’s not being said.
Copy Cat behavior. You smile…they smile. You laugh…they laugh. You lean in…they lean in. If their body mimics ours, you’re on the right track. The conversation is going well. You’re feeling each other. Things are lookin’ good.
Raised eyebrows. Ah, oh. Raised eyebrows indicate worry, surprise or fear. Surprise could be good (the program solves a big problem they’ve been living with), or it could be a problem (the program is so expensive they can’t even imagine). If they are relaxed, it’s almost impossible to raise their eyebrows.
These are just a few signs to pay attention to.
When you’re in front of a prospect, observe their body language. They’re sending you lots of messages. Read their unspoken thoughts, all the ones they might not be sharing with their lips.
Might make your sales (and ours) just a wee bit easier.
Go forth and do great things.