RATES Advertising Agency
  • Home
  • About Us
  • Services
  • Careers
  • Contact Us
  • Blog

What's your Body Saying?

4/25/2012

 
Recently, I called on a person who had just started a new business. Very early into our conversation he told me that one of things he was having problems with was relaxing and showing confidence in his initial meetings with his clients. In his field, the first meeting often determined whether he would get the business or not, so this was very important.
Of course, this is often the situation, no matter the field in which we work. He said he was surprised that he was so relaxed during our conversation. He even noticed that he had unfolded his arms; something on which he’d been working. I told him that, like him, I was in the business of being a professional stranger meter. As a consultant, I have to be able to walk into a new setting six or seven times a day and within minutes make the person with whom I’m meeting feel comfortable and confident enough with me to share the information I need. I shared briefly with him that much of this comes from having extreme confidence in myself without making the person feel like I’m talking down to him. My first goal is to break down any barriers I see, including folded arms, leaning back while in conversation, negative tones in the voice, and other subliminal distractions I might notice. To me, it starts with a positive statement at the beginning of the meeting, usually about something on their wall or desk. After all, this is where they spend the majority of their time and
where they remind themselves about the “best things” in their lives – kids, hobbies, business awards, etc. I listen to their language and try to match their inflections in order to put us quickly on the same conversation level.
I try to position myself directly across from the person I’m interviewing and strive for solid eye contact throughout the conversation. Folded arms say to me that they’re on the defensive. So the faster I can get them to relax with me, the quicker they’ll open up with the information I want.I always want them to be the stars of the meeting, but I have to be a co-star so that I can build the language bridge. As consultants, our clients often position us as experts and while this is helpful in procuring an appointment, I try to let them position themselves as the experts in their business through the use of open-ended questions and comments like, “That’s very interesting.” “I didn’t know that.” “Why is that the situation?” “How can you change the situation?”
Leaning forward towards the client tells them I’m very interested in what they’re saying and helps them to release their anxiety about the meeting. It also helps if I offset the desk or other physical barriers which maybe between us. And there’s nothing more powerful than a genuine smile during a conversation.
Even if you’re in a situation where you’re the third party in a meeting, keep in mind that the client is always subliminally checking out your language as well. Even if you don’t need to be taking notes, doing so shows them how important the meeting is to you.
The more positive your body language, the more relaxed and confident the client will be with you.

    Archives

    June 2020
    May 2020
    April 2020
    March 2020
    February 2020
    January 2020
    December 2019
    November 2019
    October 2019
    September 2019
    August 2019
    July 2019
    June 2019
    May 2019
    April 2019
    March 2019
    February 2019
    January 2019
    December 2018
    November 2018
    October 2018
    September 2018
    August 2018
    July 2018
    June 2018
    May 2018
    April 2018
    March 2018
    February 2018
    January 2018
    December 2017
    November 2017
    October 2017
    September 2017
    August 2017
    July 2017
    June 2017
    May 2017
    April 2017
    March 2017
    February 2017
    January 2017
    December 2016
    November 2016
    October 2016
    September 2016
    August 2016
    July 2016
    June 2016
    May 2016
    April 2016
    March 2016
    February 2016
    January 2016
    December 2015
    November 2015
    October 2015
    September 2015
    August 2015
    July 2015
    June 2015
    May 2015
    April 2015
    March 2015
    February 2015
    January 2015
    December 2014
    November 2014
    October 2014
    September 2014
    August 2014
    July 2014
    June 2014
    May 2014
    April 2014
    March 2014
    February 2014
    January 2014
    December 2013
    November 2013
    October 2013
    September 2013
    August 2013
    July 2013
    June 2013
    May 2013
    April 2013
    March 2013
    February 2013
    January 2013
    December 2012
    November 2012
    October 2012
    September 2012
    August 2012
    July 2012
    June 2012
    April 2012
    March 2012
    February 2012
    January 2012
    September 2011
    August 2011
    June 2011
    April 2011
    October 2010
    September 2010
    April 2010
    February 2010
    January 2010
    October 2009
    September 2009

    RATES Agency

    We strive to provide quality service while maintaining productive growth for our clients.

    RSS Feed

  • Home
  • About Us
  • Services
  • Careers
  • Contact Us
  • Blog