Defining body language in

business communications
By, Steve Harvey
(n/d)

Sometimes, actions do speak louder than words.

If you’re wondering why body language is vital in business communications,

the first thing you’ll need to know is how body language contributes to any
conversation.

Body language is essentially a supplementary concept that works alongside

the verbal aspects of your communication strategy to create a nuanced
message. When it comes to body language for business, there are many
functions for non-verbal actions. For instance, body language can be:

● A substitution: Sometimes, body language can replace verbal

communication. For example, if you’re in a conversation with a
stakeholder who just won’t stop talking, you can’t just tell them to be
quiet. However, you can glance at your watch, or step back to indicate
that you need to go.
● Regulatory: Body language with employees or consumers can
regulate a conversation. For instance, in a group meeting, various
non-verbal cues indicate when one person can start speaking after
someone else finishes.
● A way to accentuate speech: Sometimes, body language in
business can accentuate or enhance your verbal communication. For
instance, you might point at a subject you’re discussing.
● Repetitive: Body language in business communications can also be
used to repeat and therefore draw extra focus to an idea. For
example, if you’re reminding your employees to use the sign-in sheet
when they come into the office, you can point to the sheet, or pick it
up.
The importance of body language in business communications can’t be
overestimated. The way you present yourself, both to your consumers and
your employees will change how they feel about you. According to scientists
and psychologists, nonverbal communications and body language in business
are components of a social language that’s often much richer than mere
words. The chances are you’ve felt upset or hurt by someone in the past, not
because of the words they said, but “how” they said them.

Leaders in a business can rely on body language and tone of voice to

motivate and engage employees while sales assistants use their body
language to encourage consumers to buy. The things you don’t say can drive
action more effectively than the words you use.

Why body language is important

in business communications
Body language in business and in personal communication is proven to have
a significant impact on the way that we perceive others. The body language
you use with your consumers, stakeholders and employees can even form a
part of your brand communication strategy and alter your business identity.

When it comes to using body language for business, here are some of the
most critical characteristics that companies can convey through individual
non-verbal cues:

● Confidence: Throughout history, entrepreneurs and business leaders

project confidence in the way that they hold themselves. Just look at
Richard Branson of Virgin Media. He shows confidence wherever he
goes with plenty of open body language and big smiles.
● Assertiveness: Assertiveness is a crucial part of body language in
business communications. Whether you’re selling to consumers or
trying to prove the value of a new business strategy to shareholders,
it’s important to be assertive.
● Interest: Communication works best when everyone involved is
interested in what the other person is saying. Showing an active
 interest in every conversation indicates professionalism, which is ideal
for building better consumer and employer brands.
● Intelligence: Body language methods can even make people seem
more intelligent. Nodding along and showing comprehension with
complex topics, or schooling your face not to show confusion during a
complicated situation can be an essential way to “save face” in
business communications.
● Empathy: Just as it’s important to show your IQ with body language in
business, it’s also valuable to demonstrate your “EQ” or emotional
intelligence. Professionals who can decipher and respond to the
emotional needs of their colleagues and customers have the best
chance of thriving in today’s competitive marketplace.

The key to successful body language for business communications is figuring

out how you want your people to present themselves in their day-to-day
conversations and establishing guidelines for non-verbal success. Some
companies even host body language seminars to help their staff members
become more fluent in body language.

How to improve your body

language for business purposes
According to a study by UCLA, only a tiny portion of human communication
comes from the words that we use. About 55% of what we’re trying to say
comes from our body language. The tone of voice accounts for about 38%,
while the words that we say make up around 7% of the communication
experience.

Whether you’re a business leader looking for better ways to use your body
language in business meetings, or an entrepreneur teaching body language
skills to your team members, there are things you can do to raise your
chances of success. Here are our top tips on using body language in business
communications.
1. Focus on posture
One of the first things that people notice when they’re speaking to another
human being is how that individual carries themselves. Posture is crucial
when it comes to demonstrating things like confidence and assertiveness.
Research even indicates that we’re more attracted to people who have open
stances. For instance, think open arms, straight spines, and no crossed limbs.

When you cross your arms and legs, hunch your shoulders and draw your
body in on itself, you convey an air of anxiety and isolation. These actions
naturally encourage other people to take a step back, rather than inviting them
to interact with you on a deeper level.

2. Address your facial expressions

You can say a lot with a simple smile. If you’re looking to make a sponsor or a
co-worker feel more at ease in a conversation, one of the best things you can
do is smile. A smile is a crucial part of body language in business, whether
you’re engaging with colleagues or consumers. Smiles instantly remove some
of the friction from any conversation.

Another good rule of thumb to follow is to try and mirror the facial expressions
of the person you’re speaking to. If the individual you’re talking to is laid back
and relaxed, act the same way and you’ll be more likely to enjoy your
discussion. On the other hand, if you’re speaking to someone with a very
serious demeanour, sharing the same body language will show that you’re
treating the matter at hand with care.

3. Look into eye contact

Eye contact is another important element when it comes to body language in
business communications. Once you’ve perfected a welcoming smile and
good posture, it’s crucial to keep a close eye on the people you’re
communicating with. Eye contact indicates that you’re giving the other person
in the room your full attention and respect.

According to a study from the Wall Street Journal, most adults make eye
contact between 30 and 60% of the time in their conversations. It would be
best to make eye contact around 70% of the time to create a deeper
emotional connection. Of course, it’s difficult to measure something like this in
percentages when you’re in the moment. Try to maintain eye contact
regularly, but don’t stare at the other people in a conversation non-stop, as
this can make them nervous.

4. Practice your handshake

Many business experts agree that a handshake reveals a lot about a person.
One study conducted by the University of Alabama found that many people
could predict what kind of personality the person they shook hands with had.
The people with firm and confident handshakes were generally more outgoing
and positive people – the kind that others want to work with.

Most people know that a good handshake is essential when they’re preparing
for a job interview or something similar. However, a handshake is also crucial
for other aspects of growing a business. Every time you meet with a new
client, investor, or even a colleague, your handshake will help them to make
snap judgements about you and your business. Practice your handshake
frequently and get feedback from your friends and family to help you perfect it.

5. Go global
Finally, many businesses today aren’t limited to a small local area. Thanks to
the rise of the internet, the “global” business space is bigger than ever. This
means that many brands continuously find themselves looking for ways to
build feelings of trust with overseas partners, investors, and customers.

If you work in a space that requires you to manage and maintain relationships
with overseas experts, then it’s important to brush up on the role that body
language can play in your conversations. Regular eye contact is a sign of
respect in Western countries, but it can cause problems between members of
opposite genders in the Middle East. Additionally, initial greetings such as the
handshake can differ depending on the part of the world that you’re in. In Asia,
some meetings start with a bow to show mutual respect. In Italy, a kiss on the
cheek is a common sign of friendship and community.

ACTIVITY
Based on this reading and on the video you listened to, write a summary that
contains the most important aspects of each. Pay attention to citations
following APA (200 words)