Got Money? How Your Walk Gives It Away
When it comes to first impressions, you can strut your way to success!
PREFACE:
After floundering the last several months on the direction I wanted this Substack to take, I decided to let my peeps decide. So, I did a poll across various Slack channels and Facebook groups that I am part of and three themes emerged. People said they wanted more “Instant Appeal” tactics on how to apply neuroscience to: (1) Presentation and verbal/visual communication skills; (2) Job Hunting — specifically how to incorporate Instant Appeal tactics now that AI bots are reviewing most resumes, and (3) Business communications, including product descriptions, newsletter, and images.
I’m tackling them in order.
First up is a 20-part series on IRRESISTIBLE EXECUTIVE PRESENTATIONS. These will be short, bite-sized tips that will cover everything from verbal and non-verbal persuasion tactics based on neuroscience, biology and anthropology, as well as how to craft a compelling speech that mobilizes people to action.
Then I will branch into THE IRRESISTIBLE JOB CANDIDATE, and finally a series on IRRESISTIBLE PRODUCTS.
So let’s jump into the first installment of IRRESISTIBLE EXECUTIVE PRESENTATIONS. The first seven posts will deal with first impressions.
One final note: If you would like to see anything specific on any of these topics—or would like me address another topic Let’s break these down into some actionable, implementable components.
Okay. Here we go…
IRRESISTIBLE FIRST IMPRESSIONS
Seven Impressions in Seven Seconds
Impression #1: Income Level
Got Money? How Your Walk Gives It Away
When it comes to first impressions, you can strut your way to success!
Did you know that the way you walk, sit, and gesture can reveal how rich or poor you are? It’s true! Scientists have found that people can tell your socioeconomic status (SES) just by looking at your body language for a few seconds. And they don’t even need to see your clothes or accessories!
I often put this theory to the test in my executive presentation skills training programs. I ask audience members how someone might be able to accurately guess someone’s income level in just a few seconds. Almost without exception the answer is either clothing or jewelry.
Then I show them a video of two men—both dressed in the same expensive Armani suit and wearing a Rolex watch—and ask which one has a higher paycheck. I tell them one person makes just over $1,000,000 per year; the other, just under $75,000. I then show another video of two women dressed identically—this time wearing an old T-shirt and blue jeans—and ask the same question: Which one makes substantially more money?
Every single time, audience members suss out the high rollers from the average income Joes and Janes--even though both people in the videos are dressed identically.
Walk (and Gesture) Like a Millionaire
Turns out, there are hidden meanings in your movements.
Subtle factors like gait, posture, gestures, and overall presence impact the social judgments others make about us, including assessments about income level.
If you walk fast and confidently, you are more likely to be seen as important and career-oriented. That’s because wealthy people tend to walk faster and more purposefully, as if they have somewhere to go and something to do. They also stand and sit more openly, facing their whole body toward the person they are talking to. This shows that they are not afraid to take up space and assert their presence. (Kraus and Keltner (2009) That openness also extends to the podium. Higher net worth people tend to
But if you walk slowly and cautiously, you are more likely to be seen as poor and submissive—or at least as a worker bee and not a thought leader. That’s because poor people tend to walk slower and more defensively, as if they want to avoid attention and trouble. They also stand and sit more closedly, tilting their head and smiling more. This shows that they are trying to be friendly and appeasing, rather than authoritative. (Kraus & Keltner, 2009)
What about gestures? Well, wealthy people tend to gesture less and more calmly, keeping their hands close to their body. This shows that they are in control and don’t need to exaggerate their movements.
But the middle class and poor tend to gesture more and more wildly, spreading their arms and hands wide. This shows that they are more expressive and emotional, but also less confident and competent.
So, how did the researchers in the various studies land on the conclusion that your body language reflects your wallet size? Well, in a study by Kraus and Keltner (2009), they asked passersby to watch 30 seconds of video clips of people walking or sitting, and then guess their SES. They found that the passersby were spot-on accurate, based on the subtle cues of posture and movement. They didn’t need to see the clothes or accessories of the people in the videos.
So, if you want to impress others and show your power and status, you need to pay attention to how you hold yourself and move. It’s not just about what you say, but how you say it. And sometimes, you don’t even need to say anything at all. Your body language can speak louder than words.
Over the course of the next two weeks, we’ll cover the rest of the seven impressions that someone makes of you within the first seven seconds of meeting.