Networking - Reading Body Language in Potential Clients - as part of the expert series by GeoBeats. Body language is so important, it counts for a huge portion of your message. In fact, it counts for more than the words. So, you would want to always be aware of someone's body language, and the goal would be to match and mirror. But remember, if you are in their office, you are in their personal space. So, you would never set anything on their desk, that would be inappropriate. Now, the person behind the desk ideally should stand, indicating that they are acknowledging you, for you to come forward. You do not sit in front of his desk until he has indicated that you could do so. And, he may extend his hand for a handshake, for a handshake, over the desk, or he may come around the desk, which is actually more informal and more welcoming. So, all the body language such as the arms crossed, or the chin down; so arms crossed would be "stay your distance," the chin down is very unwelcoming. So, you would want to wait for the smile. And when you get that smile, then you give the same kind of energy back. And that is a version of NLP, neural linguistic programming; about matching, and mirroring body language, establishing rapport, because people buy from those that they know, like, and trust.