You don’t get a second chance to make a first impression.
A well known phrase, but often not taken seriously enough.
When you present your solution to a prospective client, you need to make the best impression possible. No matter how good your product or service is, you need to make sure that a simple little thing like body language doesn’t let you down.
Selling doesn’t just come down to price product, product, promotion, place etc. Presentation is key and poor body language is often the reason many people fail to make the most of this really important stage of the sales process.
Body Language Tips To Impress Your Prospects
You have worked hard to get in front of your prospect. Websites, social media strategies and networking all take time and money before you can even start to think about getting that little MacBook Pro out in front of your red hot prospect to sell.
Think About The Following To Make The Most Of Every Customer Facing Opportunity
And don’t just think this works face to face. Try these tips next time you are trying to sell over the phone or on a conference call. They work whether the prospect can see you or not!
- Lean forward – By doing so you will appear committed and interested in what your prospect has to say. It shows you are well engaged and paying attention.
- Open your arms – This will help you to appear honest and welcoming to those who don’t know you very well.
- Don’t point – If you need to use your hand to indicate something, use your whole hand rather than just one finger. Much less offensive.
- Smile – This might seem obvious, but make sure your smile is genuine. You might think that curling your lips up at either end tick the smile criteria, but a full on grin using your eyes will melt the heart of even the coldest prospect.
- Positive eye contact – Who believes anyone who doesn’t look at them in the eye? Do your best to present eye to eye in order to build trust in what you are selling. If you are on the phone then just focus on the phone or Skype picture. Believe it or not, that will really help get a positive result for you both.
- Use fewer gestures – Think about some of the best interviews ever. Neither the interviewer or the famous person sat opposite fidgeted in their seats, which meant the results were incredibly powerful. If you like waving your hands about to explain a point then try holding something like your pen or your other hand.
- Talk low and slow – You have a lot of important benefits to share with your prospect. Talk too fast or with a high voice and they won’t hear or remember anything. If you think you are talking a shade too slow then you are probably speaking at a perfect speed for your presentation.
- Strike a pose – People in power always know how to stand. When they walk in a room everyone knows they have arrived. You can do the same. Think Wonder Woman or Superman and your prospect will respect your confidence.
- Power of touch – Touching someone gently, in a professional manner is more likely to encourage them to comply with your request. It is a bonding thing. However, be sure that your prospect is a kinaesthetic person first.
If you want to know if you have got your body language right, then try filming your next presentation before you go in front of your prospect. It might feel weird, but it will give you the chance to catch and bin the negative body language, before you need to make it count.