How you deliver a sales pitch is just as important as the words you intend to say. The wrong body language, such as failing to make eye contact or acting shifting when you speak, can accidentally inspire mistrust or skepticism in your potential client. Emma Brudner recommends incorporating the following forms of body language from her article, “10 Body Language Tips to Nail Your Next Sales Presentation,” to make sure your message is received in the best possible way.
This tactic doesn’t only include honest words. Body language such as open arms and good posture communicates that you intend to be open and honest with your clients without you having to say so. Avoid crossing your arms and making yourself smaller; that makes it seem as if you have something to be nervous about/hide.
Your eyes are often focused on what you view as the most important or interesting thing in the room in that moment. If you look your potential clients in the eye, you convey a sense of focus and confidence. Then, when you turn your gaze to your presentation screen, the client will be more inclined to follow suit. Focus on what’s important, not the ground or your own little world off in the distance.
Occasionally mirroring your potential client can convey a sense of likeness between the two of you and communicate that you’re both thinking and feeling similarly in that moment. Mirror subtle positive gestures. If the prospects smile, smile back; if they begin nodding, throw in a nod or two of your own; and, if you’re sitting, you can subtly make your posture reflect the client’s. Don’t blatantly copy them action for action though. That’s obviously weird.
Gesturing with your hands and arms animates what you are saying, giving your focus a more three-dimensional air than words or slides can do on their own. Gesturing shows you are comfortable enough to be loose and move around. Standing stiff and still will make it seem as if you’re forcing out a speech instead of initiating a conversation. However, don’t be too animated or busy with your hands. That may be distracting to the client.