A continuación, te explicamos cómo puedes establecer una relación con los clientes en la consultoría a través de la comunicación no verbal.

It's easy to get mistaken with non-verbal communication. But I would say that body language is one of the more subtle ways to convey a message. Usually body language has the power to change the context of what someone is saying because it is often attributed to motive. In that respects clients need to know your motives are genuine, pure, and with their best interest in mind. So the best type of body language is that which focusses on the client, such as: - Sustaining eye contact even when thinking (which often makes people look upwards to capture their creative side), - Firm handshakes (firmness implies seriousness and certainty), and - Gestures that show agreeance when the client is speaking i.e. thumbs up, "OK" sign.

In a tense consultation meeting, I focused on nonverbal communication. Maintaining steady eye contact and an open posture, I listened as the client detailed their needs. Smiling and nodding, I mirrored their gestures subtly. When they leaned in, I did too; when they crossed a leg, I followed suit. This mirroring built a silent rapport, making them feel understood. My warm tone and respectful personal space further eased the interaction. By the end, they were visibly relaxed. Impressed by the connection, the client agreed to a $50k deal. Mastering nonverbal cues, especially mirroring, sealed the sales win.

Your facial expressions, gestures, posture, and tone of voice are powerful communication tools in this space. Very often, it’s your nonverbal cues or body language that speak the loudest. They can put people at ease, build trust, and draw others towards you, or they can offend, confuse, and undermine what you’re trying to convey. Even when you’re silent, you’re still communicating nonverbally. Mastering these allows you to steer and influence better on projects

Keeping your eyes open and your mouth relaxed gives you less of an RBF. Even for those of us with natural RBF, people who don't know us well can take it the wrong way. There are times when smiling is good, particularly when you're greeting your clients. That can be the first time you meet them as well as at the beginning of the day, showing that you're happy to work with them. But if you're delivering some constructive feedback or the clients are, smiling can look in authentic or worse, like you're not listening. The best expression to have on your face is one that shows you're listening to what the clients are saying.

A mi me sale solo, pero leí que: inclinar un poco la cabeza mientras estás escuchando hace que el otro perciba más empatía. En cualquier caso, como consultor, ninguna de estas recomendaciones es forzada: un buen consultor es el que hace lo posible, de forma natural, para ponerse en la situación del grupo, transmitir y recoger para avanzar conjuntamente. Eso sí, OJO con un tema primordial: no dejes de ser tú mismo. Si finjes, se nota, y se te nota. Si eres muy expresivo, no reduzcas. Si tu tono es entusiasta, es el que es. Adaptarse a la situación y al cliente debe hacerse para adaptarse a su cultura (y llevarle un poco más allá... por eso te han contratado!), pero no pierdas tu esencia. Si tu estilo básico no gusta, ese no es tu cliente ;)