observation | Dr. Ivan Misner®

Body language can be an extremely powerful or attractant or deterrent when it comes to building relationships with others. Could you be unknowingly undermining your networking efforts through your body language?

Here’s a good experiment to implement, sooner rather than later. The next time you’re out networking, take along a trusted friend and have him observe your body language. Here are several things you can ask him to focus on regarding your performance at this event:

Eye contact. Are you making good eye contact throughout the conversation? Or are you looking behind the person to see who else is at the event?
Arm movement. What are your arms doing? Are they folded (“I’m bored”) or tucked behind your back (“I’m interested”)?
Positioning. Are you standing in a manner that is open and welcoming, or blocking people out of your conversation? Are you leaning on something, as if bored or tired? Are you unable to shake hands because you’re juggling a plateful of food?
Facial expressions. Are you smiling, or holding back a yawn? Are you showing interest? What does your face say?

Take time to discuss your friend’s observations and reactions. Listen to the feedback, become more aware, and make adjustments accordingly. Our body language is primarily subconscious–we’re usually not aware of it, or the hidden messages it sends. That’s why we need the help of someone we trust to give us honest feedback.

People check you out visually within the first seven seconds of meeting you. With that in mind, try these two actions in the next few weeks to help ensure that you are making positive and powerful first impressions:

Look in the mirror before leaving the house and ask yourself, “What message am I sending to those who are meeting me for the first time? What opinions will they have of me before I even open my mouth?”
Become more aware of your body language by getting feedback. What are you saying without speaking a word? Take someone with you to your next networking function and ask them to provide honest, direct feedback on your body language.

After you’ve taken these actions, please come back and leave a comment sharing what important things you learned–we’d all like to hear your thoughts!

The best word-of-mouth programs I’ve seen happen by design, not by accident or wishful thinking. Unfortunately, many businesspeople view word of mouth somewhat like the weather: “Sure it’s important, but what can I do about it?”

Based on more than two decades of research, observation, and practical experience, I’ve found that in addition to focusing on the important issue of customer service, the average businessperson has much to do in order to build a referral business. Word of mouth can be planned and nurtured. Anyone, including business owners, entrepreneurs, sales representatives, staff employees, even individuals serving in a volunteer capacity in any field, can accomplish plenty with a well-structured and systematically executed word-of-mouth plan.

All too often I have seen businesspeople waiting for business to walk through the door. They think because they are good at what they do, people should be flocking to them. I’m afraid the truth is, it doesn’t work that way! You have to take charge, no matter what business you’re in or how good you are, and bring the business to you.

I once saw a cartoon strip of two large, ravenous-looking vultures perched on a tree limb, overlooking a dry desert plain. After quite a while, one vulture turns to the other and says, “Wait for something to die? Heck, let’s kill something!” So it is with word-of-mouth marketing. You can’t simply wait for people to come to you. If you do, one of your competitors who also provides good customer service will most likely find them before they show up at your doorstep.

If you want to succeed, you have to go get your business, or better yet, have someone else get it for you through referrals.