1. Body Language & What Influences Human Behaviour
For Linkedin Business Members
© 2013 drmarkdyates@aol.com 1

2. Body Language
 You can change what you need
to say.
 You can change the way you
say something.
 But it’s extremely difficult, &
for a lot of people impossible
to change your body language.
© 2013 drmarkdyates@aol.com 2

3. Awareness
 Your eyes, hands, arms, head, legs, feet, posture, walk
& voice are all clues to how you are really feeling.
 They can give away many of your hidden secrets.
 Client’s don’t even have to understand the dynamics of
body language as their sub-conscious automatically
picks up on these signals.
© 2013 drmarkdyates@aol.com 3

4. Thoughts For Your Linkedin Profile
 People do not care how much you know, until they know how
much you care.
 Unconscious competence is communicating with buyers and
clients at an unconscious level.
 You are the Ambassador of your product, so you have to sell
yourself first.
 First impressions, i.e. First 5 seconds really count.
 Your body language never lies.
© 2013 drmarkdyates@aol.com 4

5. Influence Must Have
 Trust
 Respect.
Question: Which one comes first?
Answer: First comes trust 75%. Followed by 25% respect.
 As your client relationship builds, this should balance
out at 50-50% trust & respect.
© 2013 drmarkdyates@aol.com 5

6. What Influences Human Behaviour?
 The words you speak =7%
 The quality of your voice = 10%
 The physiology i.e. your Body
Language = 83%.
© 2013 drmarkdyates@aol.com 6

7. The Three People Profiles
V-A-K
V= VISUAL i.e. The Visionary.
A= Auditory i.e. The Advocate.
K= Kinesthetic i.e. The Controller.
© 2013 drmarkdyates@aol.com 7

8. V= VISUAL
V= VISUAL i.e. The Visionary
Gestures – Upward & outward, often
uses white boards, flip charts etc.
Voice – Loud & fast paced.
Motions – Exaggerated, Animated.
Qualities - Strategic Planner.
© 2013 drmarkdyates@aol.com 8

9. A= Auditory
A= Auditory i.e. The Advocate.
Gestures – Side to side
Voice – Average volume/pace
Motions - Medium Speed
Qualities - Day to day business operations.
© 2013 drmarkdyates@aol.com 9

10. K= Kinesthetic
K= Kinesthetic i.e. The Controller
Gestures – Downward
Voice – Monotone, slow paced, low volume
Motions - Methodical, slow pace.
Qualities - Cautious, calculating, conservative.
© 2013 drmarkdyates@aol.com 10

11. Identify Your Client Profile
 It is essential to try and
identify which of the
three main profiles your
potential client fits into,
as this will make your
conversation and your
‘close’ so much easier.
© 2013 drmarkdyates@aol.com 11

12. Common Words For The V.A.K.
 VISUAL. Imagine, picture, see, got my eye on you,
visualise, envision, look, view, display.
 AUDITORY. Hear, think, speak, listen, chat, discuss, talk,
have a conversation, tell, repeat.
 KINESTHETIC. Feelings, reach out, gut reaction, digest,
touch base, come together, warm, cosy.
© 2013 drmarkdyates@aol.com 12

13. How to Treat Your Linkedin Clients
Remember what your parents told you
repeatedly as a child. Always treat
people the way you want to be treated.
• Question: Right or Wrong?
• Answer: Wrong!
You should always treat people the way
THEY want to be treated.
13
© 2013 drmarkdyates@aol.com

14. Contact Us Today
Contact our UK office today
Link Business Marketing Ltd
T: UK 0843 155 0008
T: UK (0) 151 721 9078
E: drmarkdyates@aol.com
W: www.elinked.eu
14

15. Key Words & Key Phrases Used In This Presentation
To enable clients & customers to find me easily & quickly, I have search engine optimised the following
key words & key phrases relevant to me, my Linkedin profile and the professional services I provide.
Linkedin Trainer Independent & Social Media & Business Networking Relevant:
linkedin expert, linkedin trainer, linkedin mentor, linkedin experts, linkedin specialist, linkedin instructor, linkedin advisor, linkedin guru, linkedin training,
linkedin coach, linkedin consultant, linkedin speaker, business networking, lion, top networker, power networker, business networking specialist, business
networking expert, social media specialist, black belt networker, black belt power networker, power networking, social networks, affiliate marketing, network
marketing, lead generation, databases, linkedin film production, linkedin writing, linkedin articles, linkedin profile scripts, linkedin videos, linkedin screenplays,
linkedin expert business mentor, linkedin specialist business networking, linkedin trainer corporate events, linkedin instructor business support, linkedin coach
web site development, linkedin consultant ecommerce, linkedin guru social media, search engine optimisation,
Business Relevant:
business, business development director, ceo, business growth specialist, management consultant, business advisor, business consultant, business mentors,
business investment, iib, business angels, entrepreneurs, venture capital, Institute for Independent Business International IIB, Linkedin Training & Executive
Coaching, management consultant & linkedin instructor, management advisor & linkedin coach, business threat management & linkedin consultant, business
crisis management & linkedin trainer, business continuity & linkedin training, corporate consultant & linkedin expert, management consulting & linkedin
specialist, linkedin expert article submission, business growth & linkedin instructor specialist articles, iib & linkedin consultant, executive management &
linkedin advisor, change management & linkedin trainer, event management & linkedin training, risk management & linkedin coach, public speaking & linkedin
expert, public relations & linkedin specialist,
Security Relevant:
security, security director, security expert, security consultant, close protection, british american security expert, dr mark d yates, mafia, security consulting,
security business mentor, protective service director, executive protection director, close protection instructor, swat instructor, counter terrorism consultant,
security directors, business intelligence, security experts, business consultants, security consultants, close protection, bodyguards, business advisors, close
protection instructors, bodyguard instructors, counter terrorism, intelligence agencies, close protection advisor, anti mafia task force instructor, counter
terrorist advisor, counter kidnap for ransom advisor, corporate travel security advisor, law enforcement trainer, firearms trainer, close quarter battle
instructor, use of force instructor, linkedin advisor bodyguard updates, security management & linkedin consultant, physical security & linkedin advisor,
security advisor & linkedin expert, security trainer & linkedin guru, corporate security & linkedin advisor, security audits & linkedin trainer, close protection &
linkedin guru articles,
15