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Body language demystified: Top tips for client meetings

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9th Jun 2010
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When it comes to face to face meetings, those who lack self belief are let down by their body language.

Studies have shown that when meeting someone for the first time, what you say only accounts for 7% of the message conveyed, 55% is down to how you look and 38% is connected to your body language and tone of voice.

Tough economic conditions and increased competition for work is a key cause of anxiety for many accountants which can shatter their confidence in meetings with prospective clients. To help seal the deal with prospective clients, our sister site TrainingZone.co.uk has put together some tips on the top five body language turn-offs during meetings.

Limp handshakes – this can suggest a weak character. Firm, but friendly is the best way while making eye contact and saying hello.
Bad posture – avoid sitting slumped in your chair as it gives the impression of low self-esteem or even disinterest.  Sit upright to indicate you’re feeling comfortable and confident.  Lean forward slightly indicating you are focused and interested.
Avoiding eye contact – this can convey dishonesty, especially when being asked a question. Appropriate eye contact is vital and will depend on whether you are speaking or listening. As a listener, you should initiate more eye contact and hold it for longer periods of time. When talking, hold eye contact for the first five to ten seconds then break off and reconnect intermittently.
Voice – interview nerves will naturally quicken your pace when talking and can also make your voice higher pitched than normal, undermining your authority. To control this, deliberately speak slowly. Concentrate on enunciating each word and you will achieve a normal speed. A clear and controlled voice is easier to understand and conveys assurance.
Misreading the signs – don’t forget an interview is a two-way process. Remember to read your interviewer's body language and listen carefully to their questions.Non-verbalclues indicating fiddling with hands and losing eye contact could mean the interviewer is bored. If this happens, wrap up what you're saying and move on. Leaning toward you means the interviewer is listening and taking you seriously. However, leaning back can indicate you're being evaluated critically.

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