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How Can a Marketing Coach Use Strategic Seating Arrangements to Create Rapport?

When a Marketing Consultant meets with a prospect, does it matter who is where? Man-to-man or man-to-woman and woman-to-woman seating arrangements matter a lot.

Here’s why this is so important…

Let’s talk about the most important aspect of sitting first, which is this:

If you’re working with a right-handed person as opposed to a left-handed person, you want to be out to their right.

The reason is that it activates their left brain more when they look at you. His left brain is a little more logical, it’s a little more linear, and he can be convinced by logic and rational thinking.

The right brain is a sort of storehouse of emotional memory, autobiography, feelings, all that kind of stuff.

And that’s all great, but you don’t really want to get all those emotional feelings and all that out when you meet someone in a sales presentation, because if you do, you’re probably going to have bad feelings and bad memories. .

Most people’s most powerful emotions are negative and that’s a shame, but that’s how it really is. So the first thing you do no matter who it is, is that you try to be out to their right, if they are straight.

If you’re dealing with men, it’s probably best not to get too close. Men want to be about 6 feet apart.

So if you have a choice between a small teeny table and a big booth, you should choose the big booth.

If you have the choice between a booth and a table that is about 4, 5, 6 feet where people are further from each other, you want to do that.

If you sit at a small table, men will be very uncomfortable. Men are very adversarial and so if you can make your presentation at a right angle, so in other words, the man is in position A and you are to his right at 3:00, this is ideal.

So you are like a 90 degree angle and your justification is so that you can show your portfolio or your PowerPoint presentation or whatever you want to show.

You don’t want to be too close to him, but you don’t want to be directly across the board from him, because men are very confrontational.

Women, on the other hand, women are like relationship creators. They want to be directly facing each other and talking and looking. They have great long eye contact; she likes to be much closer than men.

A woman can be 4 feet across from another woman or 3 1/2 feet across from another woman if she likes and there is no problem with that.

Face-to-face works best.

Interestingly for women they can also be side to side, very close, and with success you can have a sale made from a side to side presentation. You can’t do that with a man though; it will not work.

By the way, this is partially contact dependent.

If you are in a sports arena, if you are in a baseball game and you are sitting next to a man, you can talk about business and close the deal, no problem.

But if you have the chance to be in a different place, like I could be further away from this guy, I can’t do this in the baseball stadium. If I go to the Cubs game, I’m sitting in the seat right next to him and we can do business there, because we’re guys and we know it’s cool and we don’t purposely sit ourselves next to each other.

We are not too close to each other. But women can intentionally sit next to each other and actually transact business like that, almost as easily as they can face to face.

As a marketing consultant, you want to create as receptive an environment as possible when making a presentation. Get to a meeting early so you can strategically plan where to sit, and set yourself up for success.

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