Body language accounts for 55% of communication, while words account for only 7%.
So, minor improvements in body language can lead to significant improvements in communication effectiveness and enhance or inhibit connection with customers and prospects.
In this post, I share four practical tips on using body language to become more confident, competent, and trustworthy – all qualities that will help you succeed in sales!
1. Use a modern technology setup as it impacts body language
The more your technology setup mimics how you would be in front of people physically, the better. Generally, that means framing your image from the belly or lower chest.
Virtual backgrounds, proper camera angle, lighting, and audio setups influence your body language, set the stage for your meeting, and communicate how “buttoned up” you are.
We prefer virtual backgrounds as they help compensate for lighting issues and workspaces that might be distracting. Hunched over your laptop, staring down at your prospects with your kid’s trophies in the background is not the look that exudes professionalism.
2. Create distance from the camera for hand gestures
Gesturing with your hands and arms animates what you are saying more than words or slides can do. On the other hand, standing stiff and still can make it seem like you are forcing out a script instead of initiating a conversation. However, don’t animate too much, as it may distract or annoy your audience. You don’t want either of those to be the case.
Examples where hand gestures can help include:
Count on your fingers to emphasize steps in a process or prioritize key talking points.
Physically reinforce a message and demonstrate the scale (e.g., a material increase in market share or a slight increase in customer satisfaction; this has only a tiny impact on our bottom line)
“Bottom line” gesture to emphasize essential points (open palms with one hand slightly raised)
“Balance” (scale) gesture to communicate trade-offs or alternate scenarios or views
Compelling speakers and presenters use hundreds of hand gestures during a presentation to connect with an audience and amplify key messages. If you don’t use hand gestures often, you’re missing an opportunity to improve sales effectiveness.
3. Lean in to demonstrate you’re engaged
Leaning in slightly during a meeting is a meaningful way to show that you are listening attentively and taking the time to understand what others have to say. It also sends a strong message of openness, letting others know you welcome dialog and collaboration.
Also, leaning in builds trust as it suggests that you care about the conversation’s details and outcome. So don’t forget to lean in, literally!
Good body language is crucial for making a solid impression on clients.
You can do three simple things to ensure you convey the right message—a modern technology setup, appropriate hand gestures, and leaning in.
These three body-language tips will make you more confident, interested, and approachable – all qualities that will help you succeed in sales.