Marketing Corner – 7 Non-Verbal Redflags You’re Losing Your Prospect
7 Non-Verbal Redflags You’re Losing Your Prospect
Non-verbal cues like body language, eye-contact, posture, rhythm, and gestures can all signal—despite conscious efforts—how someone really feels about what you are telling them. For an agent giving a presentation that may involve breaking down complex concepts, selling certain solutions, or driving home a key piece of financial education, paying attention to these non-verbal signals can be crucial to converting a prospect into a client. Remember that people generally like to avoid conflict, so they may not tell you why something isn’t resonating with them.
Here are seven non-verbal signs that you are losing your prospect:
They lean back
Generally someone interested in what you are telling him or her will lean forward. This a signal that what is being said is relevant to them, or they want to pay special attention to not miss any words. If a prospect is leaning back in their chair, that’s a pretty big signal they have already made up their mind.
They look around the room
It’s natural for someone to look at figurative space when thinking of a response to a question or trying to detail something important to them that may have several components. But if your prospect begins to look around the room, either with their eyes or full swivels of their head, this may indicate that you have lost their interest.
They avoid eye-contact
A prospect doesn’t have to look around the room to avoid contact with you. They may face toward you, but look past you—focusing on what’s behind you.
They have their arms crossed
Crossed arms can signal protection and a closed-offed mindset. While some people may cross their arms just to have something to do with their arms for a bit, a long-duration of crossed arms is definitively a signal you want pay attention to.
They cover their mouth/face
A prospect may cover their mouth or face for a couple of reasons. One could be to hide their facial expressions in response to your presentation. Another reason could be because of nervousness or discomfort with the information you are telling them.
They twitch or fiddle
Some people certainly twitch, fiddle, or tap their fingers as way to release tension as they intake information. In many instances, having a release like this helps prospects to dissipate the physical discomfort of a long sit-down meeting, so they more closely focus on you. But often fidgeting, tapping, or playing with a pen, signals disinterest or a lack of focus. The information may be too overwhelming, or your information isn’t resonating, or they made up their mind before they even entered your office.
They focus too much on you
To humor you or to be polite, a disinterred prospect may over-amplify positive signals. They may maintain unnatural eye-contact, nod repetitively, keep their arms forcefully open, issue too many “mmmhmms,” or withhold fidgets.
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