“You’re saying that the wrong body language can destroy my chance to pitch and get funding?” my client, Matthew asked.
“The wrong body language can affect the investors on the subconscious level. They won’t believe you have the confidence to be successful. That means that they’ll fund someone else’s project,” I said.
Learn Two Critical Elements of Body Language
- Do NOT Dismiss an Investor who seems to have “Closed Body Language”
If you step into a bookstore, you can find books on body language that proclaim that if a person has her arms crossed, she might be “closed off” to your idea.
She could also be cold. Or she simply finds that crossing her arms feels comfortable to her.
Here’s the point: The folded arms provide you with only one data point.
Some researchers refer to a form of “resting face” that unintentionally appears as if a person is irritated, contemptuous, angry, or simply annoyed. This expression is known as RBF — “Resting B__ch Face.”
I’ve seen some audience members (with folded arms and frowns) come up after a speech then break into a smile and tell me: “Tom, I really like the ideas you shared with us! The material is so useful.”
So be careful. Do not stop talking to people who look “closed off.” Address the whole audience because you want every chance to connect with potential investors.
- Make Your Body Language Congruent with What You Say
If you say, “I’m confident that my product can solve your situation,” while you’re wringing your hands, what will the investors believe—your words or your hands?
Your hands will be “too loud” and their actions will “drown out” your words.
Here’s another vital point: Do NOT take a step backwards when hit with a tough question.
Taking a step backwards makes you look scared and lacking in confidence. When I share this in workshops, a number of audience members nod their heads. That’s fine.
Then I raise the conversation up to a better place. I say: “Explanation does NOT equal transformation. … we’re now going to practice walking toward the person who asks a question.”
[In my workshops, people address a small audience of two—because the audience is divided into “Teams of Three.”]
The truth is you need to practice and rehearse effective body language.
Additionally, in my work as the Spoken Word Strategist and Executive Coach, I have my private clients practice taking one or two steps forward toward the person who asked the question. Just one or two steps forward—and not too close. The Effective Body Language says, “I’m devoting my full attention to you. I am not intimidated by your question. I am confident.”
In summary, pay close attention to the vital elements of body language.
With good, strong body language, you can be winning during a pitch even before you open your mouth. Additionally, make sure to keep the investors’ perception of you as confident by taking a couple of steps toward a person who asks you a question.
Remember, body language can drown out your words. Keep your words and body language congruent.
Spoken Word Strategist – Executive Coach
Speaker-Author, 44 books so far 🙂
PitchPowerFest.com * GetTheBigYes.com
Get the Advantages to take your business to a higher level. Learn Leadership Advantages, Pitch Advantages, and Success Advantages. To Soar with Confidence, you learn and use principles for top level communication to board members, team members and the media.
“Marcoux demonstrates how to “Prepare a Compelling Story that Moves Emotions.” He mentions techniques that he teaches clients for developing compelling Ted Talks.” – Dantalion Jones
Learn the vital skills of pitching your ideas and enrolling others into your vision. Get that “Big Yes” to funding your project. “This insightful book shows you how to zing a curveball right past the parts of the Hollywood exec’s brain that want to say no before you even make your pitch. You will learn what works when pitching, and more importantly, why, so you can get to YES much more often. Buy this book now. Consider it Spring Training before the big game.” – Danek Kaus
This invaluable guide, used by people in 15 countries and now in its second edition, will help you become immune to dark persuasion. Learn to use countermeasures to defend yourself against unethical persuasion and seduction tactics. Break any trance in which a salesperson is trying to get you to buy something not to your benefit. “Learn how to defend yourself against manipulation. Best book you’ll ever read to protect yourself, feel strong and move forward in your life. Highly recommended!” – Dr. JoAnn Dahlkoetter
Secrets of Awesome Dinner Guests: What Walt Disney, Steve Jobs, Oprah Winfrey, Albert Einstein, Martin Luther King, Jr., Helen Keller, and John Lasseter Can Teach You About Success … (The Power of Your Personal Brand)
Imagine dining with Walt Disney, Steve Jobs, Oprah Winfrey, Albert Einstein, Martin Luther King, Jr., Helen Keller, and John Lasseter. These seven people share one thing: They’re great communicators. So this book will help you become a great communicator. “Marcoux especially stresses the importance of personal branding, of coming across as trustworthy and dependable.” – Einar Masson
Learn how you can tap into your natural gifts and tendencies to radiate Three Types of Charisma. Discover how to influence people with your words. “Marcoux explodes this myth: Charismatic people always feel comfortable before and during an important event, such as public speaking, networking or some other social event. This book shows how you can feel discomfort but still come across as confident and charismatic.The secrets include ways to radiate all three forms of charisma Marcoux describes as Warm Trust Charisma, Natural Charm Charisma and Magnetic Charisma.” – Danek Kaus
You want wealth, abundance and enjoyment–yes? Wouldn’t it be great to learn the real strategies that the Rich use to create Sustainable Wealth? This book takes you behind-the-scenes to what really works. You’ll see a lot of myth-busting, and you’ll learn the strategies that get real results. “Tom Marcoux gives you an inside look on the psychology of what it takes to be successfully wealthy in life. It’s more than just taking advantage of opportunity, but also about taking care of yourself. This book discusses a number of strategies that we often overlook when it comes to leading a successful life that leads to wealth generation.” – Barry Adamson II
Would you like to Amaze yourself? This book helps you Get Stronger so you can Get It Done! You’ll learn how you can Get Credit for It! All three elements are crucial so you rise to a higher level of success and happiness. Think about it. If you get it done, but you’re a physical wreck—you lose. If you get things done, but you don’t Get Credit for It—you cannot get new clients. And, you’ll lose your current clients—if they don’t know, in their gut, how their lives are better because you’ve brought them significant benefits. Here’s a secret: You can unleash the Amazing You! Executive Coach Tom Marcoux helps you develop Extreme Confidence. “Tom Marcoux, once again, has written a book filled with practical insights and veteran business expertise that allows individuals to acquire the tools to balance personal and professional life. Tom’s wisdom possesses depth and the experience of someone who has ‘walked the walk.'” – Dr. Arthur Ciaramicoli