Lauren Hirsch Williams is a Business Relevance Strategist, Pitch Stylist, International Bestselling Author, and Award-Winning Screenwriter. With decades of experience, which includes Worldwide Director of Advertising at PepsiCo, Founder of MovieHatch, and Creator of the new MyTurn TV Network for empowering women,
When we think of reading body language, we usually focus on the face: eyes darting, lips tightening, or eyebrows raising. However, there is much more to nonverbal communication than just facial expressions.
The way someone styles their hair adjusts their glasses, or fiddles with their jewelry can offer significant insights into their thoughts and feelings. Understanding these less obvious cues can give you a massive advantage in both professional and personal interactions.
In entrepreneurial settings, where building trust and reading between the lines is crucial, these less obvious cues can provide a wealth of information. Let’s see how these non-facial elements play a role in communication and explore practical steps to better interpret them.
The hair effect: What your locks can reveal
Hair may seem like an inconsequential detail, but it can be a powerful non-verbal cue. It’s often the first thing we notice about someone, but we rarely consider what it might be communicating. For example, a neatly styled haircut can convey a desire for control and professionalism, while a messy, unkempt look might signal a more laid-back attitude or even stress. Entrepreneurs can use these observations to gauge a person’s approach and emotional state.
Consider an entrepreneur walking into a pitch meeting with a potential investor who typically presents themselves with a meticulously styled appearance. If, on this day, the investor’s hair is unusually disheveled, this could indicate a lack of focus or preoccupation with other issues, signaling that it might not be the best time for a detailed financial discussion. Recognizing these differences can guide you to adjust your approach accordingly.
The eyeglasses factor: Windows to the soul or barriers?
Eyeglasses can significantly affect how we perceive someone’s emotions. Glasses can act as a barrier, both literally and figuratively. A person with thick, dark frames might come across as more reserved or guarded, while someone with clear, thin frames might appear more open.
Moreover, the act of adjusting glasses is a gesture worth noting. Frequently pushing glasses up the nose or removing them could be a subconscious attempt to create a barrier or buy time to think, particularly during intense negotiations or when an individual feels under scrutiny. Entrepreneurs should be aware of these subtle cues and use them to gauge the other party’s comfort level and readiness to proceed.
Jewelry and accessories: More than just fashion statements
Jewelry and accessories like scarves, ties, or even hats can provide additional layers of meaning in professional settings. People often unconsciously play with jewelry when they are nervous or distracted, which can serve as an indicator of discomfort or anxiety. Similarly, adjusting a tie or a scarf might be a way to self-soothe under pressure or to buy time to formulate a response.
In an entrepreneurial context, noticing these behaviors can offer insight into a counterpart’s mental state. If, during a pitch or negotiation, a potential partner begins to fidget with a necklace or bracelet, this could signal unease or a lack of confidence in the proposed terms. Recognizing these non-verbal signals allows entrepreneurs to address concerns directly, fostering a more open and constructive dialogue.
Practical tips for better observation
While understanding these non-facial cues is crucial, putting this knowledge into practice is where the real value lies. Here are three actionable steps entrepreneurs can take to sharpen their ability to interpret these subtle signals:
Action step: Next time you’re in a meeting, take a moment to observe how someone is wearing their hair. Has it changed from their usual style? A change might indicate a shift in mood or confidence. Notice if they frequently adjust or play with their hair; this could be a sign of nervousness or distraction. Use these observations to tailor your approach—if they seem nervous, ask open-ended questions to help them relax.
Actionable step: If you notice someone frequently adjusting their glasses or taking them off and putting them back on, it might be a sign they’re feeling uncomfortable or buying time to think. Give them space and time to collect their thoughts by pausing and inviting their input with a question like, “What’s your perspective on this?”
Actionable step: Pay attention to how someone interacts with their accessories. If they’re frequently touching or adjusting their jewelry, it might be a sign of anxiety or discomfort. Address this by making them feel more comfortable and included in the conversation. A simple “What are your thoughts on this?” can help ease tension and encourage openness.
Ask open-ended questions: When you notice someone fidgeting with their accessories or making adjustments to their clothing, use it as an opportunity to engage them more deeply. Ask open-ended questions that invite them to share their thoughts and feelings. This not only helps you gather more information but also shows that you’re attentive and genuinely interested in their perspective.
Reflect on your observations: After a meeting or interaction, take a few minutes to reflect on what you observed. Consider how someone’s accessories or clothing might have influenced your perception of their facial expressions. Think about any adjustments or fidgeting you noticed and what these behaviors might suggest about their emotional state.
Practice regularly: Like any skill, becoming adept at reading non-verbal cues takes practice. Make a habit of observing people in various settings, from work meetings to social gatherings. The more you practice, the more attuned you’ll become to the subtle signals that people send through their hair, glasses, jewelry, and clothing.
Make sure you are always mindful of cultural differences and how they might affect your interpretation of non-verbal cues. When in doubt, ask respectful, clarifying questions to ensure you’re accurately understanding the person’s emotions and intentions. This can help you avoid misunderstandings and build stronger, more empathetic connections.
Mastering non-verbal communication requires a comprehensive approach that extends beyond facial expressions. By paying attention to the subtle cues conveyed through hair, glasses, jewelry, and other accessories, entrepreneurs can gain deeper insights into the emotions and intentions of their counterparts. Developing this skill can lead to more effective communication, stronger relationships, and better decision-making in the complex world of business.
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Lauren Hirsch Williams, Business Relevance Strategist & Bestselling Author
