Peter Urs Bender   Previous Page  |  Next Page

Analyze the Physical Style of Your Audience

All people have different physical characteristics. Body lan-
guage is actually a very complicated science. There are many
books on the subject which can provide insight into the non-
verbal messages you convey. However, you can learn a lot from
your own observations of folks you meet every day. Study
patterns in your audiences. With practice you will become
skilled at identifying important non verbal messages.
     One of the secrets of better communication is using body
language to mirror your audience. Tailor your movements and
gestures to match theirs. When beginning your presentation,
start off slowly and adjust your speed to suit the group. Go
slowly until you have had a chance to study the style and mood
of your listeners. Bankers, doctors, accountants, and engi
neers may be serious and want you to go slowly. Sales and
marketing people and younger audiences may want speed,
animation, and action. Keep in mind one of the best kept
secrets of building rapport: be just a bit more enthusiastic than
your audience!
     Not all human beings communicate in the same way.
Essentially there are two kinds of people: those whose primary
mode of communication is verbal (listeners) and those whose
dominant mode is visual (readers). Verbal people prefer to talk
and hear. They think in terms of sounds. Visual people empha-
size images and are generally quite interested in complicated
visual details. Determine the dominating type in your audi-
ence and adjust your communication approach accordingly. At
the end of your presentation suggest a particular book that
your audience can read. The visuals will love you for doing this.

   The most successful politician is he who says   
what everybody is thinking most often
and in the loudest voice.

        - Theodore Roosevelt

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