Understanding Body Language

Body language is a fundamental source of communication and connection with other people. This nonverbal form of communication is expressed through posture, facial expressions, gestures, eye movement or eye contact, as well as your proximity to others.

Certain factors like emotions, personality, mood, and environment can impact your body language. Like it or not, we all give and receive these nonverbal signals through our body language. This language is vital in accurately understanding the intention and even emotions of others. It can make or break an interaction. For example; It helps us to connect with others or it can push someone away. It can produce a sense of confidence and leadership or exhibit lack of knowledge and ability.

Knowing Body Language

In a business setting, the first question you should to ask yourself when analyzing or reading your clients’ body language is: “Is my client open and receptive, or showing negativity to what I’m telling them?”

Open Body Language:

• Leaning forward while you’re talking
• Arms and legs are uncrossed
• A relaxed upper body
• Open stance
• If your client mimics your body language, they are definitely interested in what you’re saying.

Confident Body Language:

• An upright body position
• Looks directly at people,
• Clasped hands behind the head
• Relaxed are shoulders

Positive Body Language:

• Clear eye contact
• Relaxed posture
• Feet are hip distance apart or wider
• Hips are tilted upward
• Moving towards the other person
• Ankles crossed or legs stretched towards you
• Heel bouncing indicates enthusiasm

Negative Body Language:

• Ankles are crossed tightly
• Feet pulled away from you
• Legs wrapped around the legs of the chair
• Balled up fists or clasped hands
• Turning or moving away 
• Sudden pause in heel bouncing indicates heighten anticipation

What your Client is Portraying

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. Your client most likely knows a thing or two about basic body language too. So while you’re analyzing them, they are also analyzing you !

The torso, for example, is usually the most visible part of the body during a meeting with your client . So the hips or foot positioning is not easily noticed. Therefore the cues are likely not as rehearsed by your client. If your client’s body language appears to be more rehearsed, pay attention to their eyes. Eye movement and eye dilation is usually much more difficult to rehearse.

• 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.
• 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.

It is 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 may say that they are. Feel free to contact Select Marketing if we can be of service to your organization.

Originally posted 6/14/2014
Updated 10/16/2024