Trust and Your Body Language
Body language may be silent, but it can speak volumes to your prospect. It may sound strange, but the ways in which you move can actually work to increase or decrease your prospect’s trust in you. So here are some things to consider:
1. Remember the Importance of Personal Space
How much personal space one needs to feel comfortable will vary widely between individuals. Some people feel comfortable when others are close, while others may feel extremely uncomfortable.
In general, it’s a good idea to keep your distance; especially the first time you meet a prospect. Once your prospect becomes more comfortable around you, feel it out before entering his/her personal bubble. Remember, a gentle hand on the shoulder may be harmless in your eyes, but your prospect may not feel the same way. Always be aware of this dynamic.
2. Eye Contact and What it Means
Have you ever met someone with shifty eyes? They may have looked up, down and all around – but not at you. How did this make you feel?
Chances are it made you feel a bit on edge. Eye contact – or lack thereof – can make a prospect feel a range of emotions:
Shifty eyes may convey nervousness or unease. In turn, this can make your prospect nervous.
Constantly looking down at the floor conveys that you are shy or timid. This can make a prospect feel awkward.
We’ve all heard it’s good to make eye contact when speaking with someone. But excessive eye contact should be avoided as this can make a prospect feel uncomfortable.
When meeting with a prospect avoid shifting your eyes, looking down and excessive eye contact. Just be natural – as if you’re talking with a friendly acquaintance.