Not relevant to a craft business or internet business



If you believe this, you may have to re-evaluate whether you want this dream of yours to be a business or to stay a hobby. Every day you are selling your business to someone, regardless of who it is, or where it is. If you are not attending networking functions, business breakfasts or promoting you business in some way, then you are not in business but playing at being in business. Simply because you have launched yourself on the internet does not mean you can sit back and wait for it to happen because it doesn't.

First impressions are usually lasting impressions.

A business does not start while you are sitting comfortably in a chair. From the moment you first walk through that office or boardroom door, or approach that first customer at a craft fair, you are on notice. Even before you have the opportunity to open your mouth people have mentally sized you up. They have decided how successful you are from the way you dress, your choice of colors, your general appearance and your body language, 55% of people have already made up their minds as to whether they want to do business with you long before you have the opportunity to start your sales pitch.

You tell people more about yourself than you realize, your confidence, your personality and your honesty and are judged by the signals that you give out:

?How you walk when you enter the room

?By the way you shake hands

?How you make eye contact

?Your facial expressions

?Your gestures

To make an effective statement when you enter any room or venue, make certain that your clothes do you justice, don't overload yourself with excess baggage, and leave your right hand free to shake hands. How you walk in that door tells people whether or not you have got what it takes.

?Do not hesitate

?Hold your head high

?Take a deep breath before entering the room

?Walk with a purpose to your step

?Acknowledge those in the room with a genuine smile on your face

Practice makes Perfect

As with everything in life, practice makes perfect and learning to notice both your own and your customer's body language does not happen over night. By identifying your body language you will have a clearer insight into what signals you are giving out to others and in turn you gain a better understanding as to what your customers are really saying, rather than just the words that are spoken.

Next time you see a politician on the television handling a difficult question from journalists, take note of the body language and you will soon become aware of the signals being sent. Even better, watch what is going on throughout the interview with the volume turned right down and you will soon pick up the negative and positive body language.

Watch for the Signs

?Eyes are not focused at the interviewer but are hurriedly darting from side to side.

?Rubbing of the nose and upper lip area almost as if to cover the mouth to prevent untruths from being uttered.

?Shifting from one foot to another excessively as if ready to take flight at any moment.

?Arms crossed, or papers against the chest acting as a shield against unwanted questions.

?A false smile that attempts to hide cold and unemotional eyes, the lips move but the rest of the face stays frozen.

?Study your friends and family's actions in new situations. Ask them what non-verbal indicators you give out when under pressure.

More examples

?Clearing the throat, a little laugh at the end of each sentence, whistling, fidgeting - nervousness.

?Fists clenched tightly, wringing hands, pointing index finger, shot breaths - frustration.

?Chewing pencil, rubbing thumb over thumb, biting nails, hands in pockets - insecurity.

?Crossed arms, karate chops, and fish-like gestures - defensiveness.

?Attention diversion, yawning, gazing out of the window, reclining position, sighing - boredom.

?Confidence, steepled hands, back stiffened, hands in pockets with thumbs out - confidence.

?Sideways glance, touching, rubbing nose, rubbing eyes, buttoning coat - suspicion.

?Squinting, leaning forward, frowning - criticism.

?Open hands, sitting on edge of chair, unbuttoning coat, tilted head - co-operation.

Are you giving out signals that may have a direct influence on the way you come across?

Personal territory

Everyone has their own space, territory or comfort zone, this is the space where you feel most comfortable.

The importance of knowing your own personal comfort zone and learning to recognize your customer's is to make them feel comfortable around you and that you are not trying to 'attack' them by invading their personal territory.

?Your family and loved ones, 15 - 45cm,

?Friends - 45cm - 1.22m,

?Socializing, 1.22 - 3.6 m

?Addressing a group of unknown people is over 3.6m.

How much space each person needs is determined, to a great extent by the size of the family unit, cultural background and even whether he/she comes from the city or country. People who live in densely populated areas are far more comfortable in a relatively small personal space, whereas people in the country find the need for space is far greater.

To see the effect of an invasion of personal territory you need only stand in a queue, a crowded lift or bus, and you can feel the discomfort of those around you. There are of course always exceptions to this rule, next time just try speaking to someone in a crowed lift and see the reaction.

There appears to be list of unwritten rules that we follow when in this situation.

?Not permitted to speak to anyone.

?Avoid eye contact at all times.

?Remain poker faced, show no emotion.

?If available, read a paper or book.

?No body movement if crowded.

In lifts, you are required to study the floor numbers above your head.

?You must not cough, sneeze or indulge in any related pastimes.

?You must not discuss illnesses (particularly of the contagious kind).

(Classic example of this can be seen in the movie 'Ghost' starring Patrick Swayze and Demi Moore)

If you are trying to sell your self or your business it's important that you put your customer at ease even if it means giving up some of your personal territory. You can always move back into a more comfortable position when the deal has been done or the sale made.

This article has only scraped the surface on the topic of body language. Research has shown that there is a direct relationship between how much of a status, power or prestige a person commands and the number of gestures and body movements used. How you present yourself both in appearance and body language will determine what image you project.

Further reading ... Body Language by Allan Pease