In the world of sales, nonverbal communication speaks volumes. Your body language often shapes prospects’ opinions of you more than words do. Only about 7% of communication involves words, while 55% is visual, involving body language.
Simple actions like mirroring your prospects’ gestures and maintaining eye contact can convey your interest and confidence. The opposite is also true. If you’re checking your phone or averting your eyes, you’re signaling disinterest or discomfort.
Kelly Fanthorpe, a content manager for Lusha, says it’s important to master your nonverbal signals when you’re meeting with prospects. We share her ideas for more effective body language in this issue of PromoPro Daily.
Make direct eye contact. This is one of the best ways to show confidence and begin to establish rapport. It can be tricky if you’re on a video call, Fanthorpe says, so be intentional by looking squarely into the camera when speaking. When the other person is talking, you can watch them on your screen, but then re-engage the camera when you talk.
Talk with your hands. People subconsciously prefer relaxed hand gestures over closed gestures, like hands that are hidden or held close to the body. Feel free to relax your arms and keep your palms open. If you feel particularly enthusiastic about something, use your hands to show a promo product’s size or functionality. Just don’t overdo it so you don’t seem fidgety, Fanthorpe says.
Use facial expressions. If you smile, there’s a good chance the other person will also smile. A smile has the power to change the prospect’s emotions for the better, Fanthorpe says. You can also use affirmative nods and engaged expressions, as long as they come across natural and not exaggerated.
Watch your posture. You should ideally sit upright but not ultra straight. The idea is to appear comfortable and at ease, Fanthorpe says. You can show engagement by leaning forward slightly.
Make sure others can see your body language. If you’re on a video call, make sure your camera provides a clear view of your face and upper body and you have room for hand gestures to show enthusiasm. Fanthorpe recommends using proper lighting to avoid shadows and glare. You should also ensure the background isn’t distracting. You can show your personality, but the focus should be you.
Don’t overlook the importance of body language in your sales conversations. Little gestures like nodding and leaning in attentively can reassure prospects that you’re listening and enhance the conversation.
Compiled by Audrey Sellers
Source: Kelly Fanthorpe is Lusha’s content manager and a writer with over five years of experience in the B2B marketing space.
