Don't wing your body language in your next presentation — if done right, it can make you appear more confident.
Several years ago, colleagues and I were invited to predict the results of a start-up pitch contest in Vienna, where 2,500 tech entrepreneurs were competing to win thousands of euros in funds. We observed the presentations, but rather than paying attention to the ideas the entrepreneurs were pitching, we were watching the body language and of who would win before the winners were announced and, as we and the audience soon learned, we were spot on. We had spoiled the surprise.
Two years later we were invited back to the same event, but this time, instead of watching the judges, we observed the contestants. Our task was not to guess the winners, but to determine how presenters’ non-verbal communication contributed to their success or failure. We evaluated each would-be entrepreneur on a scale from 0-15. People scored points for each sign of positive, confident body language, such as smiling, maintaining eye contact, and persuasive gesturing. They lost points for each negative signal, such as fidgeting, stiff hand movements, and averted eyes. We found that contestants whose pitches were rated in the top eight by competition judges scored an average of 8.
Of course, the election didn’t hinge on body language. Nor did the results of the start-up competition. But the right kinds of non-verbal communication did correlate with success., we’ve studied successful leaders across a range of fields and identified several positions which are indicators of effective, persuasive body language.Early in Bill Clinton’s political career he would punctuate his speeches with big, wide gestures that made him appear untrustworthy.
The next time you give a presentation, try to have it recorded, then review the video with the sound off, watching only your body language. How did you stand and gesture? Did you use any of these positions? If not, think about how you might do so the next time you’re in front of an audience, or even just speaking to your boss or a big client. Practice in front of a mirror, then with friends, until they feel natural.
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