Your client’s body language is talking to you! Sure, you can control what comes out of your mouth. You can understand what verbal cues are coming out of your client’s mouth. However, what’s your subconscious body language telling your clients? Better yet, what is your client’s subconscious body language telling you?
Understanding Body Language;
The first question you need to ask yourself when analyzing your client’s is: “Is my client’s body language open and receptive to what I’m telling them?” Some indications of their interest include:
- If your client is leaning forward while you’re talking
- If your client mimics your body language, they are definitely interested in what you’re saying.
If your client isn’t interested, they will generally cross their arms hiding their heart from your heart; but this isn’t always the case. If your client leans back with his/her arms crossed, they may be contemplating something you just said and is taking the time to comment or ask a question. Because this is general knowledge, your client may already have their torso body language rehearsed. So what cues can you look for that may not be as rehearsed?
Hips Don’t Lie
Your client probably knows a thing or two about basic body language, so while you’re analyzing them, they are also analyzing you and in this process both parties are vulnerable to deception. Because the torso is usually the most visible aspect of the body during a meeting, no one pays attention to the hips or foot positioning and therefore it is not as rehearsed. So next time you are at a meeting with your client, maybe you should “accidentally drop something” and as you’re picking up the item from the floor pay attention to these signs:
- If their ankles are crossed or their legs are stretched towards you, they are interested.
- If their ankles are crossed tightly, feet pulled away from you, or have their legs wrapped around the legs of the chair, they are not interested.
- Heel bouncing indicates enthusiasm.
- Sudden pause in heel bouncing indicates heighten anticipation.
Please note that when you’re trying to see your client’s leg and foot movement, try to do so discreetly so you do not seem inappropriate. If your client’s body language comes off as rehearsed, pay attention to their eyes.
All Who Agree, Please Say “Eye”
Because everyone is so interested in this, most people forget about the main thing that cannot be rehearsed: eye movement and eye dilation.
- If your client likes what they’re looking at, they will prolong their gaze and their pupils will dilate so they can absorb more of what they’re seeing.
- No matter what their rehearsed body language is telling you, their eyes will always avert their gaze to what interests them.
- If the client does not like what they are seeing or if they disagree, they will squint and/or their pupils will constrict.
Don’t forget that it’s not always what you say as much as it is what your body is portraying. The same goes for your clients. Their verbal cues could say they’re not interested, but their overall body language could say that they are. Feel free to contact Select Marketing if we can be of service to your organization.