Let's say you're all set for your big interview—the one you're confident
will change your career. You know you can wow the person across the desk
with your accomplishments. Or you're ready to give the presentation that
reflects months of hard work and success. But before you even open your
mouth, the rest of your body has already spoken volumes.
What does your body language say? Does it say you're confident, smart, and
enthusiastic—or just the opposite?
Only a small percentage of communication involves actual words: 7%, to be
exact. In fact, 55% of communication is visual (body language, eye contact)
and 38% is vocal (pitch, speed, volume, tone of voice). The world's best
business communicators have strong body language: a commanding presence that
reflects confidence, competence, and charisma.
More Than Words
One problem with body language is it may not convey what you really feel.
For example, keeping your hands stiffly by your side or stuck in your
pockets can give the impression that you're insecure—whether you are or not.
Avoiding looking at people—maybe simply because you're too busy consulting
your notes or your résumé—can lead people to think you're being less than
honest with them. You may be slouching because you're tired, but people may
read it as a sign that you're not interested.
Conversely, strong and effective body language can help establish an
immediate rapport with your audience, signaling confidence in your message.
Look at photographs of Ronald Reagan. He carried himself impeccably even on
the back of a horse at his ranch. He had an aura of confidence, optimism and
The Eyes Have It
People want to feel special. They want to feel as though you are speaking
to them directly or that they are the most important person in the room
during your conversation. Breaking eye contact is a surefire way to break
During presentations, mentally split the room into thirds. Address some of
your comments to one side of the room, turn your attention to the middle,
and then look to the last section. Pick out one person in each section and
direct your comments toward that person. The people surrounding that person
will think you are making direct eye contact with them.
Maintaining eye contact throughout your presentation requires preparation.
The material on your slide should be committed to memory; otherwise you will
be stuck reading instead of connecting. Make sure you know what's in your
résumé or notes so you're not constantly referring to them.
Don't let anything come between you and your listeners. Crossing your arms,
standing behind a podium or chair, or talking to someone from behind a
computer monitor are all examples of blocking, which prevents a real
connection from taking place.
Think openness. Remove physical barriers—podiums, computers, chairs. Even a
folder on a desk can break the connection and create distance.
When you're speaking, let your hands do some of the talking. Great speakers
use hand gestures more than on average. A professor who studies body
language once told me that complex gestures—two hands above the
waist—reflect complex thinking. Gestures give the listener confidence in the
Try this: Watch people such as Bill Clinton, Colin Powell, Barack Obama,
Tony Blair or any number of charismatic speakers. You will immediately begin
to notice that they punctuate nearly every sentence with a hand gesture.
C-SPAN carries weekly debates between British Prime Minister Blair and
members of the House of Commons. Watch it once and you will never doubt the
importance of effective hand gestures.
And move the rest of your body, too. Great speakers move around the room,
pointing to a slide instead of reading from it, placing their hands on
someone's shoulders instead of keeping their distance. Don't animate your
slides—animate your body!
Stand—or sit—tall. Poor posture is often associated with a lack of
confidence or a lack of engagement or interest. For example, during a job
interview, leaning back in your chair can give the impression that you're
lazy, unmotivated, or dispassionate about the position. Keep your head up
and back straight. Lean forward when seated. By sitting toward the front of
your chair and leaning forward slightly, you will look far more interested,
engaged, and enthusiastic.
It's All Learnable
I once worked with a client preparing for a major presentation to his
company's largest investors. His body language was a mess—eyes cast
downward, hands awkwardly tucked in his pockets, swaying back and forth.
This guy was a poster boy for poor body language. He seemed insecure and out
of his league.
By showing him a videotape of what he looked like and working on eye
contact, hand gestures, animation, posture and staying open, this executive
went on to rock the house during his presentation. He made solid eye contact
with everybody in the room, he pulled his hands out of his pockets and used
purposeful, assertive hand gestures. His posture and stance exuded power,
confidence, and competence—he had charisma.
So work on your body language. Pay as much attention to it as the words you
use, and watch your influence soar!