The study of body language is entirely based on science, and was pioneered by Darwin among others. Researchers studied animals to then develop theories on humans. Their goal was to observe the physical signs of an underlying psychological process—emotion.
Since then, University of California professor Albert Mehrabian has revolutionized the world of business by demonstrating the importance of body language. According to his findings, non-verbal language accounts for 93% of the impact of a message in a communication situation, and the verbal component only 7%. This means that what you say doesn’t matter that much; what counts is how you say it—with your voice and your body.
All professionals of sales know it, the person in front of you only needs two minutes to get a first impression by looking at your face, your body, assessing your handshake and finally listening to your voice. Here are five strategies for being “judged” as positively as possible and making an excellent—not just a good—impression.
- “S:” Smile! A lot of people don’t do it, but it shows that ….
…. you are at ease with yourself.
- The handshake: Your handshake says a lot about you. A limp handshake means you lack character; a long handshake signifies compassion and warmth; a firm handshake, honesty and forthrightness; a bone-crushing handshake, that you are authoritarian; a clammy handshake, anxiety and nervousness; and finally, a short handshake, brightness and backbone.
- Eye contact: Look the person in the eyes. You will be perceived as empathetic, courteous, credible and confident. Conversely, people will have difficulty trusting you if you do not make eye contact. Keep in mind that mistrust is the first thing strangers feel when meeting.
- Tone of voice: The tone of your voice communicates 38% of the message in a face-to-face conversation. If you sound bored or mechanical, you will be less effective in getting your message across. Remember the rule of the three “E”s when you speak, for enthusiasm, engagement and energy. Don’t talk too fast, however, which signifies a lack of self-confidence.
- Mirroring: Adopt the other person’s tone of voice and rate of speech. Follow his or her breathing, movements, gestures and posture. If the person moves his or her head, do likewise. Be a mirror. This will help the person feel comfortable with you, because we feel at ease with someone who resembles us, whether we realize it or not.
© Michel Huet, 2008. All rights reserved. www.michelhuet.com
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