This is a guest post by Anne Asher
Many people in your situation are intent on giving all the information about their company to the potential investor. As such, they feel the need to talk. Instead, your goal should be to connect with that person, to get them to feel comfortable with you. Once they feel comfortable with you, chances are they’ll also feel comfortable granting your request for funds.
So how do you do that without talking (as much)? To answer this question, let’s quickly review some facts about communication.
According to one oft-cited researcher (Mehrabian), 55% of 1-on-1 communication consists of body language. And, a 2002 study by Ambady and Gray found body language to be trusted over any other element of communication, in particular, the verbal element.
I think the message is clear: Being in command of what your body conveys may well pay off, and more so than the words you utter. Here are a few tips for using your body for effective communication.
Sit either directly facing or at a 45 degree angle, to your potential angel. Lean forward just a little. Don’t fold your arms in front of your trunk.
Avoid Communicating Defensiveness
Even if you don’t feel defensive, your body language may be such that the person on the receiving end of your message interprets it as a put off. First, show your openness by following the tip above. Then, further support your open posture with a simple technique for sitting upright with ease:
Find your two sitting bones, which are located on the underside of your pelvis. Practice getting right on top of them. Check to see if your weight transfers into your seat equally between the two bones. When you lean forward, the action should be from the hip joints, not from your spine.
By establishing a level sitting position via these two very supportive bones, you’ll enjoy a graceful position for presenting your case. And your sense of ease and confidence will likely communicate to the person on the receiving end of your message.
Stay in Your Place
Have you ever spoken with someone who seemed too close or too far away? How did it feel to you?
To enhance your connection with your potential angel, watch for signs of personal space imperfections. For example, if the person you’re speaking with keeps rocking or shifting their position, you may need to quickly assess and adjust the amount of distance between you.
Anne Asher is a personal trainer and health coach specializing in posture, pain and ergonomics. She blogs at Posturally and is the author of Holistic Pain Relief (to be published in Feb 2013 on Kindle). Anne is also the Back and Neck Pain Guide on About.com, and a media consultant in her field. Her credits include Conde Nast’s Easy Living Magazine in the U.K., and The Milwaukee Journal Sentinel Online. Anne works with the Cochrane Back Group developing a consumer’s perspective for reviews of medical literature on spine.