The EYES Have It!
I’ve recently noticed at several networking events I’ve attended an interesting observation… when greeting some people for the first time, or even people I’ve met before, some individuals don’t make eye contact when they shake your hand. Or if they do, it’s a fleeting glance. Is this a generational thing? I’m not sure. If you’re in business or even in your personal life, eye contact is so important in “connecting” with people. So why do some people seem to have a problem with this? When’s the last time you bought a big-ticket item from someone who didn’t look you in the eye?? … mic drop!
They say you never get a second chance to make a first impression. In most cases this is true. So in body language 101 when meeting someone, eye contact and a firm handshake are in the top of importance. Both actions portray confidence and helps you make a real connection with the other person. Remember 55% of what you say comes across in your body language, 38% by your tone of voice and only 7% by the actual words you use. Shouldn’t that be enough to illustrate the importance of eye contact. As they say, “the eyes are the window to your soul”!
When you look into the eyes of customer, prospect or your own team, it displays to them many messages. Just think how important it is when you look into the eyes of your loved ones or significant other- it sends a strong message of your intent and feelings. In other words, “Be Present”, be in the moment… because at this point, the most important person in your life is that new prospect or customer, which is your life line to new business or repeat business. Not making direct eye contact, in my opinion, shows disinterest, lack of confidence or lack of integrity. How does it make you feel when people avert your eye contact?
Again, for me it goes back to being present, confident, having integrity and displaying ones intent.
Let’s look at these in more detail:
1. Be present– doesn’t it feel disrespectful when you’re talking with someone and they keep averting their eyes from you, looking over
your shoulder or glancing at their phone? Stay focused!
2. Confidence- people will do business with you if you portray confidence and demonstrate that you are competent.
3. Integrity– you must earn integrity through your actions and results, not just from your words.
4. Intent- or sincerity. Eye contact and holding their gaze demonstrates you are serious about them, their business and building
trust.
In short, people will do business with you when you look them in the eyes while giving a firm handshake!
At your next networking event …. see if the Eyes Have It….
Andrew L. Botieri is an Author, Business Turnaround Specialist and Keynote/Motivational Speaker
www.andrewbotieri.com