How to Appear More Confident to Clients

Whether you’re making a listing presentation to potential clients or speaking in front of a group of agents, there are subtle ways to appear more confident, likable, and approachable while speaking with authority. Business strategist Marc Gordon offers these five tips that will help you “fake it ’til you make it.”

1. Dress the part. When choosing an outfit, consider two factors: whom you’re speaking to and where you’ll be speaking. The audience and the setting will have a large influence on what you choose to wear. How you dress when presenting at a trade show will likely differ from meeting a client at a construction site.

2. Stand up straight. “Proper posture will make you look poised and give the impression of authority,” Gordon says. “When seated, be relaxed and comfortable, but don't slouch.” Tips for sitting at a table: Leaning in with your arms resting on the top will make you appear interested, while leaning back will make you appear approachable and relaxed, Gordon says.

3. Stay cool and calm. Sometimes emotions can get the best of people, especially when a deal doesn’t work out in their favor. If a meeting with a client gets heated, acknowledge the situation, but don’t allow your emotions to run hot, too. “Stay calm and objective, and never get personal,” Gordon says. If needed, take a short break.

4. Listen. Make sure your nonverbal cues reflect that you’re hearing your clients. Eye contact shows you’re listening, as does a head nod or smile. Even when speaking to a group, it’s good to make random eye contact with people, Gordon says.

5. Remember what makes you great. You’ve built your skills and have become an expert; now it’s time for you to accept it. “While a group of investors or potential customers can seem intimidating, remember that they experience the same challenges as you. They also get nervous, experience stress, have a fear of failure, and want to be liked,” Gordon says. It’s also important to recognize that if someone in your meeting comes off as aggressive or arrogant, it’s not confidence but an overcompensation for fear. “If you can be the one to demonstrate that everyone is welcome, all ideas are valued, and no one will be judged, then you will emerge as the natural leader you were meant to be,” Gordon says.

Source: “Five ways to appear more confident (even if you’re not),” Oct. 1, 2017.