The people around you are influenced by your body language. Some people are effusive; others are reserved. If you take note of your clients’ body language, you can alter your own to increase your influence.
In order to be more inviting to your clients, you should maintain positive, open body language. If the client is receptive to it, you will be effectively conveying a positive message. If not, you lose nothing.
Positive Body Language
- Smiling
- Good posture
- Open gestures – not crossing arms or fists
- Eye contact – but not staring
- Nodding appropriately – if done automatically it implies you aren’t listening
Personal Space
Most people prefer to maintain a certain amount of distance with people they aren’t particularly close to. Be sure to respect your clients’ personal space. Observe this when you shake hands. If the client moves away afterward, maintain some distance. Getting to close will make him or her uncomfortable. If another client places a hand on your shoulder or stands close to you while talking, then you shouldn’t be too concerned.
If you are much taller than a client, avoid towering over him or her. Maintain some distance so she doesn’t have to crane her neck and to avoid discomfort.
Be conscious about touching. Many people do not care to be touched by someone they aren’t close to. Handshakes are always appropriate, but they should be brief. In general, do not initiate touching. If the client initiates contact, such as a hand on the shoulder, you can respond in like manner, but always keep it professional.
Mirror your client
Observe your client’s behavior. If they are reserved, you should not be overly bubbly. Be just a little more positive than they are. With effusive clients, reflect a similar enthusiasm. If you are normally reserved, just try to keep up. The client will also be uncomfortable if you are much less open than they are.
By mirroring your client, you start off in a comfortable place for them. Gradually try to coax the client out of negative body language. People often unconsciously reflect the body language of those around them.
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