If you’re a startup entrepreneur, odds are you’ve practiced
your pitch time and time again. Perfecting
your pitch is what can land you that big investment you’ve been waiting
for. But there is a good chance you’re
neglecting something—and believe it or not, it has nothing to do with the words
coming out of your mouth. You may have
the perfect pitch, but do you have the correct body language to match that
pitch?
Communication is made up of three parts: what you say, how
you say it and what your body says.
Something that is meant to be genuine can easily sound false if all
three parts are not working in unison. Investors operate a lot like lie
detectors—if you do not communicate to them properly, they will call you out
and forgo investment. Entrepreneurs must be aware of how their body language sends
messages.
Eye contact:
Whether you’re talking to a camera, an audience or an investor, it is essential
to maintain strong eye contact. Eye contact is a sign of honesty and
strength. But, remember, it is not meant
to be a staring contest. It’s perfectly okay to blink; too much eye contact can
be creepy and forceful. When an investor is talking, be sure to listen not only
with your ears, but with your eyes as well.
This shows you’re really
listening.
Posture: Your
posture communicates how you feel about yourself. In actors terms, posture says
a lot about a character. In fact, actors
use the term body center when
creating a character. The body center is the point of your body that you decide
to be the highest point—everything else hangs from this point.
If your body center is at the bottom of your sternum, your shoulders
tend to be hunched over. This conveys
low status and low self-esteem. A center
at the back of your shoulders pins your shoulders back, conveying high status
and confidence. Your arms send a message as well. If their crossed, it can seem like you’re
defensive. If they are hanging loosely at your sides, it says you’re relaxed
and open.
Handshake: The art of the proper
handshake can be a hotly debated topic in the business world. How long to
you do it? How strong do you grip? How much eye contact? How much shaking
should there be? There have been entire books written on shaking hands. It is
true that a handshake can make or break any deal. Just remember—do what’s comfortable for you,
but be strong and confident when shaking hands.
Confidence: Your
motions speak volumes about your confidence and how people view your
competence. Never hesitate; everything you do should seem as if it’s planned. It’s
the art of being able to act relaxed and natural, but deliberate at the same
time.
First impression: An
entrepreneur needs to
own whatever room they walk into and positively establish a presence. When
giving your pitch, don’t stand in one spot.
Move around a little (but not too much!). This will show confidence, ownership
of your personal area and enthusiasm in your product or service.
Movement: As
mentioned earlier, movement is a good thing, but too much movement isn’t. It is important to avoid fidgeting—whether you’re
tapping your feet, messing with your hair, or doodling; all of these are signs
of nervousness or boredom. It’s known as a displacement activity (the act of trying
to distract yourself from an uncomfortable setting). Nervousness in front of an
investor can be disastrous. Try to turn nervous energy into positive energy and
enthusiasm during your pitch.
The key to becoming fluent in your own body language is to
identify what you may be doing wrong. Instead of practicing your pitch in front
of the mirror or a friend, record it with a video camera. You will always be
your greatest critic, just be sure to not dwell on the negatives. Identify
them, correct them, and then move on.
Isn’t that what entrepreneurship is all about anyway?
