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Reading a Business Contact #3

We've looked at two sets of traits in quickly assessing a business contact. In this third post, I want to talk about the eyelids because they can tell a lot about how much information a person wants from you.

When I say a lot of eyelids versus no eyelids, the illustrations should be self-explanatory, but be sure you look at a person straight on and with their head level. If you are on a different level, like sitting while they are standing, it will be difficult to accurately gauge. If the chin is raised or lowered noticeably when they look at you, that will also affect what you see.

Large Eyelids

When a person has large eyelids, they prefer you get to the point quickly. Those eyelids belong to a bottom-line person. Don't try to explain things fully or get into a lot of detail. Often the response to that kind of elaboration will be an interruption with,  "... and your point is?"

They appreciate a brief introduction to your subject and a succinct statement of what you are trying to get across. If you need to give a report to someone like this be sure it is brief and preferrably in short bullet points perfect for a quick skim.

If you are meeting them for the first time, be sure you don't go off on tangents or wax eloquent on some topic.

Keywords for dealing with them: "Short and sweet," or bare bones.

 

No Eyelids

A person with no eyelids is the opposite. This is a person who needs to have everything make sense before they can be satisfied and move on. Expect questions. Their favorite one is "why?"They may seem to be interrogating you and in a sense they are. If what you say doesn't seem to be complete in their minds, they will keep digging for more information.

If you are going to introduce a new subject to them, give them enough to grasp the idea and where it comes from, then wait for questions. You will get them!

If you are meeting the person for the first time and you don't want the long story where they build a case for their cause, ask them, "can you give me the 60-second elevator version?"

When providing a report to these eyelids, be sure you cover all the bases and the whys back of each.

Keywords for dealing with them: "Complete information" or full disclosure.

In the next post we'll talk about eye shape.