Studies show that words account for only 7% of likeability, tone of voice accounts for 38% and body language accounts for a whopping 55%. People may be unaware of the signals they’re sending through their body language and facial expressions but they’re subconsciously making impressions about you based on these signals:
Here are 5 ways to ensure your unspoken word is just as powerful as your spoken message:
- Find Common Ground
Find common ground by mirroring the other person’s body language and subtly reflecting their actions. If they’re smiling, you should smile. If they have a relaxed pose, you should do the same. Mirror the tone of your voice with your buyer. If they’re soft talkers, you might want to consider talking softly as well. This helps to put the other party at ease and make them feel comfortable around you.
- Watch Your Tone
Imagine getting a call from a prospective buyer who wants to know more about your listing. What the person knows about you and your company will come from your voice. How you answer the telephone, the tone of your voice and your level of enthusiasm can help buyers decide whether they want to work with you. So answer the telephone with a smile and it’ll spill over the line into your greetings.
- Make Your Body Talk
Greet your buyers with a firm and welcoming handshake to demonstrate genuine, mutual respect. While in a conversation with buyers, avoid folding your arms across your chest as it could suggest you’re defensive rather than open to what your buyer is saying. Fidgeting is a big no-no as well as it could show that you’re bored with the person or the conversation. Show an interest instead by relaxing your hands in an open position, listening well and nodding with approval during the conversation.
- Focus On Eye Contact
Strong eye contact helps to develop trust while minimal eye contact suggests boredom. Avoid going overboard by staring your buyers in the eye as this can make them feel nervous or intimidated. You should also avoid shifting your eyes too frequently, staring at your notes or blinking excessively which can all be distracting and make others feel uncomfortable in your presence.
- Don't Be A Close Talker
Many people have a bad habit of standing too close to other people during a conversation. When you invade another person’s personal space, you can cause them to feel uneasy and want to end the conversation quickly.
So the next time you’re in the middle of delivering your 30-minute sales pitch on how great you are, remind yourself that it’s not all about what you’re saying that matters to your buyers. Rather, it’s how you’re saying the words and with what manner and tone that really convinces them. Developing good nonverbal communication skills is essential if you want to win more business and keep the buyers you have.
