MSP marketing that employs all the available tools in terms of conversion techniques is more likely to see positive results. Imagine having a tool specifically for a job and not knowing about it. Wouldn’t you start using it once you realized it made the job easier? This is body language.
It turns out, at least according to some studies, that about 55% of all communication is non-verbal body language. Most people don’t think about these things. Generally, they conduct themselves in terms of body language subconsciously. If you understand this and can meter your own body’s motions, you can subconsciously endear yourself to prospective clients, leading to greater sales success. To that end, five body language tricks you might employ include:
- Action mirroring
- Nodding your head
- Knowing what your hands are up to
- Ensuring your feet are properly planted
- Having a relaxed posture— nothing saggy; just relaxed
Action Mirroring
MSP marketing that incorporates body language should chiefly remember to mirror actions. This makes a prospect feel authoritative and at ease— as though they’re totally controlling the negotiation. When one feels in control, one is more malleable in terms of suggestion. When one feels as though they are being deliberately manipulated, one is more likely to put one’s guard up. So, if you’re mirroring body language, you’re providing a simple, subconscious affirmation of personality and authority, which subconsciously softens the mind of your prospect. But you’ve got to be careful here. You don’t want to look like a copycat. You don’t want to seem as though you’re mocking the client. It should look as though the way they are moving is influencing you.
Head Nodding
Nod your head knowingly even when objections are raised. This is a simple way of acknowledging you understand, and already have an answer— but that you’re courteous enough to wait for clients to finish their thought before you provide it.
Know What Your Hands Are Up To
Hands, feet, legs, and necks tend to fidget when the pressure is on. You may crack your neck, pop your knuckles, or restlessly shake your foot atop your knee. These all communicate anxiousness and are less likely to net you a sale. So, make a conscious choice to control your hands, knees, and other extremities. If your hands are calmly folded, resting in your pockets, or on your lap, this subconsciously communicates calm and self-assurance, which are essential qualities in terms of sales.
Ensure Your Feet Are Properly Planted
If you’re always leaning one way or the other with feet that are shifting positions, in the client’s subconscious you seem to be a “shifty” character. You are conforming to a subconsciously suspicious archetype. You want your feet firmly planted in one location. This communicates strength and self-confidence, which are two things that are very valuable when you’re selling IT services to clients.
Have A Relaxed Posture— Nothing Saggy; Just Relaxed
You want to communicate self-assured confidence that isn’t aggressive. A military posture communicates aggression. It subconsciously says that anyone standing in its way will be taken care of with the utmost force. But the posture of, say, a free love activist from the sixties is so relaxed it communicates flakiness.
You’re looking for a marriage between these two extremes. You want to be relaxed, but you don’t want to look unprofessional. You want to look as though you’re in your element, you know what’s best for the individual to whom you’re selling, and if they trust you they can be just as relaxed as you are. Believe it or not, just adopting this posture can communicate all those things very directly, and very effectively, before you even open your mouth.
MSP marketing that is careful to use all available tools will be better situated to handle even the most unpredictable negotiations. Remember to learn— and practice— body language. Posture should be relaxed and self-assured, feet should be planted. Know what your hands are up to, mirror the actions of clients, and nod your head. Exercise such strategies and you’ll be more likely to close on prospects that would otherwise be beyond reach.
