Sending the right unspoken cues is key to inspiring confidence and trust among your clients.
“Non-verbal communication is actually more important than verbal communication,” says Carey McBeth, a business professionalism and etiquette specialist based in Vancouver. “You can state something, but if your body language is not positive, then your message is lost.”
McBeth offers the following tips to help ensure you convey the right non-verbal cues:
> Dress the part
The right business attire sets the tone of your client meeting.
If you are dressed appropriately, you are presenting yourself as a professional who is capable of managing a client’s portfolio effectively.
By contrast, McBeth says, if you dress for a meeting more casually than the client is expecting, the relationship could begin on shaky terms.
> Use good posture
Remember when your mother would always tell you to sit up straight and stop slouching? Well, she had a point.
Having proper posture — back straight with your shoulders back — exudes confidence. Just look at high-profile figures, such as the prime minister or the U.S. president. Their posture immediately let’s others know that they are important people, even before they open their mouths.
Identify someone who radiates confidence, McBeth suggests, and mirror his or her posture.
> Eye-contact
Establishing consistent eye contact, McBeth says, is crucial to building trust with your client or prospect.
Maintain eye contact for 40%-60% of the time — which should happen naturally when you are listening closely. Anything less, and you could be seen as fidgety. Anything more, and you might make the other person feel uncomfortable.
> Use your fingers
People of power often steeple their fingertips when conveying their message, McBeth says. Many others push their fingertips together, which actually could undermine their perceived authority.
“It’s amazing,” she says, “how something as simple as the placement of your fingers when you are speaking will sell confidence and authority.”
> Have your head in the right space
The positioning of your head can send important signals during your client meetings.
For example, when you want to convey authority, be sure that your head is positioned straight. When you want to be seen as friendly and receptive, you should tilt your head slightly.
“Where you put your head will show whether you are really listening,” McBeth says. “Just make sure not to do it too drastically. There is a happy medium.”
> Shake on it
McBeth’s final piece of advice: “Make sure you have a confident, strong handshake. It is universally accepted all over the world and it shows that you have authority.”