Going from skilled ballet dancing to working an AI startup might not seem to be probably the most intuitive profession trajectory…however after I share that physique language and nonverbal communication is what brings this all collectively, issues begin to make a bit extra sense.
Once I retired from the Boston Ballet in 2016 because of an damage, I didn’t assume physique language would ever play as a lot of an essential position in my life once more.
Boy, was I fallacious.
Gross sales + the pandemic = video
The pandemic introduced video firmly to the forefront of our lives.
For sellers particularly, video has change into a ‘need-to-have’ channel of communication. This implies expertise for impactful communication over video are a necessary a part of our up to date gross sales competency toolkit.
With regards to promoting, all of us intuitively understand how essential physique language cues will be — each for shedding gentle on what others could also be pondering or feeling, and in addition of their capability to assist us extra clearly talk our meant message.
And whereas it could appear generally that nonverbals are muted on video, we’ve got discovered the alternative to be true. The truth is, video is the one digital technique of communication that truly amplifies nonverbal communication.
As sellers, it’s as much as us to grab the instruments at our disposal. I’ll stroll you thru my prime 3 physique language hacks for video — together with with 4 movies I recorded only for this — so you’ll be able to present up on video with full presence, confidence and the power to construct belief rapidly.
Physique language ideas for video
Physique Language Gross sales Hack #1: Don’t sleep in your arrange
It’s simple to go to sleep as quickly as somebody mentions one thing about fixing your lighting, framing or your background.
However as sellers, we all know how essential these first impressions are.
On video, our setup is our digital handshake. The alternatives we make by way of lighting, framing and background are important to making sure we’re exhibiting up as we intend.
Our lighting ought to assist our audiences concentrate on our faces. Don’t be backlit!
Our framing ought to enable us to showcase our full vary of physique language from the decrease stomach up. That is your playground — it needs to be comfy!
Whereas lighting and framing greatest practices are fairly streamlined, this doesn’t imply everybody ought to have the identical backgrounds — fairly the opposite.
Our backgrounds occupy insanely beneficial actual property when you think about the time our consumers spend taking a look at our video feeds. Use this to your benefit! Do you wish to showcase your brand in a enjoyable and inventive manner? Possibly you’ve got a favourite shade, home plant or photograph that lights you up whenever you speak about it?
You may really feel the urge to maintain your house impartial — however oftentimes, the extra of our personal humanity we will showcase, the extra rapidly and seamlessly we will construct that human connection which turns into the inspiration for lasting relationships.
Try this quick video on just a few easy, setup hacks you’ll be able to make the most of in order that your video presence pops, proper from the beginning.
Associated: Methods to Allow your Reps in Actual Time 📚
Physique Language Gross sales Hack #2: Use eye gaze and facial expressions to look pure on video
As people, we take a look at folks’s faces and eyes for cues about how somebody is feeling and whether or not or not they are often trusted.
On video, our eye gaze and facial features habits usually fall into habits we’ve got fashioned when taking a look at screens. This could result in mismatching emotional cues. I’ll clarify.
On video, we are likely to undertake extra impartial and fewer diversified facial expressions than we do in individual.
And mockingly, analysis reveals impartial (or poker face) expressions on video are literally extra negatively perceived than in individual. (That is largely because of the truth that we’ve got fewer nonverbals to interpret, so the cues we do see carry extra weight.)
How does this have an effect on video calls?
If you’re on a video name, you’re serving the position of each energetic speaker and energetic listener. Hold your face relaxed, reactive, and expressive.
How does this have an effect on video clips?
For those who’re recording an asynchronous video clip, you need it to chop by the noise and land as a refreshing human second in your prospect’s inbox.
Think twice about your intention and the emotion you wish to convey, and telegraph it clearly.
(The operative phrase right here is ‘intention.’ As you’ll see within the subsequent part, this is usually a apply that takes time to really feel pure).
There are two massive pitfalls for eye gaze in video — eye contact and blinking.
Everyone knows how counter-intuitive it may be to speak whereas wanting into the lens.
But making “direct” eye contact by the lens builds belief quicker, demonstrates respect and evokes confidence. It’s awkward… however simply do it.
One other problem of eye gaze on video is that we are likely to blink much less ceaselessly.
Gazing somebody is a fairly intense expertise, as I’ll display within the video under. So we wish to preserve our eye gaze as pure as potential, even once we are wanting into the lens.
Professional tip: You actually solely need to anchor your eye gaze into the lens if you end up the energetic speaker. When you’re the listener, you wish to guarantee your eye gaze is targeted someplace constant, ideally on the display. (So in case your displays are arrange such that you’re wanting utterly away, it’s possible you’ll wish to transfer the display to the place your members are nearer to the lens.)
Recording an async video? The fantastic thing about recording asynchronous gross sales movies is that you simply actually solely need to focus in your position as a speaker — so you’ll be able to hone your physique language accordingly. Paying particular consideration to your eye gaze and facial features variation will be notably highly effective — and make it easier to join along with your prospects in a extra pure manner.
Study extra: Free on-demand webinar about how you can make customized movies to 2x your reply charges. (60 minutes)
Physique Language Gross sales Hack #3: Give your self time to regulate
In my workshops, one of many first issues I hear is that new physique language vocabulary can really feel ‘unnatural’ or ‘inauthentic.’
No marvel — you’re asking your self to vary the way in which you’ve got been shifting and expressing your self for presumably years!
Constructing new muscle reminiscence takes weeks, if not months. As a dancer, actual change developed over many months, and though progress was generally laborious to find out in a single day, the incremental renewal day after day was the place the magic got here into play.
Significantly once we are talking about issues that have an effect on our expressive options, like our eye gaze and our facial expressions as mentioned in Greatest Observe #2, we’ve got to present ourselves the house to apply deliberately and persistently.
For years and years, sellers have practiced in entrance of a mirror. One of many stunning issues about video is that you could depend on video itself as a instrument to apply earlier than sending any recordings for instance, and even to apply your gross sales pitch itself.
Physique language and nonverbals are a core a part of who we’re. We’ve ample alternative on video to make the most of an enhanced expressive toolkit, one which leverages a masterful setup, a manner of expressing uniqueness to every particular person, and outcomes that really underpin our success as skilled gross sales folks.
The excellent news right here is that there aren’t any scarcity of alternatives to apply, to strive new issues, to evaluation calls, get assist from a colleague, a mentor, or dare I say it? An AI-enabled coach. 😉
Try this quick video with some concepts on how one can incorporate apply into your day-to-day, so it may be a seamless a part of your expertise, and never need to really feel like going to the fitness center.
In spite of everything this speak of highly effective nonverbal communication hacks for promoting on video — it’s possible you’ll be questioning which areas it’s best to concentrate on to enhance. Properly, seems…there’s an app for that.
As a member of the Gross sales Hacker neighborhood, Digital Sapiens is providing you a free Digital Presence Evaluation. It takes 6 minutes, and also you’ll get a rundown of how you’re perceived on video, the nonverbal cues you’re nailing, and which of them you’ll be able to enhance. Get your evaluation right here.