Consider the folks with whom you are most at ease. It might be your spouse, other family members, coworkers, business associates, clients, or even the postman. What is it about these individuals that make you feel at ease? Where does this sense of security come from? It could have been a shared experience with a specific person, such as a movie you both enjoyed, mutual friends and acquaintances, or a similar view on life. According to Smart Circle international, the results can be the same if you have a similar encounter with the folks you do business with. We like to do business with people we like, respect, and trust – people with whom we feel at ease.
Consider someone you’ve just met for the first time. Perhaps you’ve thought to yourself, “What a fascinating individual. I appreciated how they responded to that question. That’s just what I’d have said.” Alternatively, you might have concluded, “This individual is a complete jerk. That is something I would never have said.” Both reactions would have been based on the words stated by the other person, but words are only one part of the issue.
The second component of the equation is this. What you say isn’t as important as how you say it. It’s your voice’s tone, pace, tempo, speed, or volume. We all listen to people and form opinions based on how they speak. But there’s one more factor to consider.
Yes, we do make decisions based on the appearance of a book. We’re all guilty of assessing someone based on their appearance. What exactly do para-verbal and nonverbal cues have to do with face-to-face marketing? According to Mehrabian, the relative relevance of each variable in the equation is as follows:
- Percentage of words: 7%
- Non-verbal communication: 38%
- Nonverbal communication: 55%
These figures show that 93% of a person’s perceptions are based on how they say something rather than what they say. It is a crucial lesson for anyone in business. According to smart circle’s posts, customers don’t just want the best deal; they want to feel at ease with the individuals they’ll be doing business with, which can only be achieved through a face-to-face marketing encounter. If you show your consumer how much their company means to you rather than telling them, rapport will build faster and last longer. Actions, not words, are the best way to build rapport.