What is digital body language and how does it impact virtual client meetings?

Key takeaways:

• Body language enhances and reinforces verbal communication, even in virtual settings. 
• Data suggests that as much as 55% of communication is nonverbal, yet nonverbal cues are often misinterpreted or missed entirely in virtual meetings.
• While body language forms a significant part of virtual rapport-building, being confident in other communication skills is still important.

03/31/2025 – Can you make a meaningful connection without a firm handshake or steady eye contact? In today’s increasingly online world, it’s a relevant question. The ability to build trust and establish rapport is critical in finance, where clients often make significant decisions based on confidence in their financial professional. But in an era dominated by virtual meetings, the absence of in-person cues means we need to focus on our digital body language to instill trust.

What is digital body language?

Digital body language refers to the cues and signals people send and interpret in virtual communication environments, like video calls or instant messaging. Just as physical body language involves gestures, posture, and facial expressions, digital body language encompasses behaviors like response times, tone in written messages, camera engagement, and even the way participants utilize features like chat or reactions during virtual meetings. These subtle yet impactful actions convey emotions, intentions, and levels of engagement in digital spaces. 

Data suggests that as much as 55% of communication is nonverbal¹, yet nonverbal cues are often misinterpreted or missed entirely in virtual meetings. Add in distractions, technical glitches, and the challenge of managing multiple clients over video, and the stakes grow. The good news is that trust and rapport can still be built online with the right strategies.

Why body language matters in a virtual setting

Body language plays a dual role in virtual meetings. It enhances connection and reinforces verbal communication. Here’s why it’s non-negotiable for success in virtual client relationships. Your physical appearance (even on screen) anchors you. Clients are more receptive when your body language communicates confidence and attentiveness. Open gestures and composed movements can help make your clients feel safe. However, the way body language operates changes in virtual environments. Everything—from webcam framing to facial expressions—is amplified. 

Actionable tips to master virtual body language

1. Frame yourself professionally

Your webcam’s framing is your client’s view into your professionalism. Position your webcam at eye level or slightly above. This ensures you’re facing clients directly, simulating eye contact. Avoid awkward camera angles that display too much ceiling or cut off the top of your head. Framing yourself well communicates attentiveness and professionalism.

2. Maintain eye contact

One of the simplest ways to build connection is by maintaining eye contact. But here’s where virtual meetings can trip you up: looking at your clients on-screen often means your eyes aren't on the camera. Train yourself to periodically look directly into your webcam—this creates a sense of eye contact on the client’s end.

3. Use your hands strategically

Hand gestures breathe life into conversations. Even on camera, they communicate openness and enthusiasm. Keep your gestures within the frame of your video, and avoid overemphasizing movements, as they can become distracting. Simple, open gestures work best for conveying trust.

4. Mirror client energy

Mirroring your client’s demeanor and tone can help strengthen rapport. If they’re calm and deliberate, emulate that vibe. If they’re enthusiastic, lean in with visible energy. Mirroring works on a subconscious level and helps build trust by creating a sense of commonality.

5. Be aware of your expressions

We often underestimate the impact of facial expressions. A nod or a genuine smile can go a long way in making someone feel heard and understood on camera. Neutral expressions can come across as disinterest online, so stay mindful of your nonverbal reactions.

6. Have good posture

Sitting hunched over your desk conveys disinterest and lethargy. Straighten your back, lean in slightly when speaking, and stay still when listening. This maintains a position of confident attentiveness, which inspires trust in clients.

7. Avoid “multi-tasking cues”

Nothing breaks trust faster than appearing distracted. Resist the urge to glance at your phone, check notifications, or type excessively during the meeting. Remember, clients can easily pick up on divided attention behind a screen.

Additional ways to build trust virtually

While body language forms a significant part of virtual rapport-building, being confident in other communication skills is still important. Financial decisions often come with stress, so it’s important to be empathetic to your clients and acknowledge their feelings or challenges. Virtual meeting nuances can also create misunderstandings. Ensure your client fully understands key points by rephrasing essential information and summarizing decisions. But remember, simplicity trumps jargon. Cutting through complexity can help keep your client informed. 

In addition to virtual body language, correctly utilizing technology can also help meetings run smoothly. Poor sound or video quality can inhibit connection, so it can be beneficial to invest in a high-quality webcam and microphone and use reliable video conferencing platforms. Reducing distractions from unreliable tech can help keep clients focused on the conversations at hand. 

The time to build virtual trust is now

Don’t just adapt to the virtual era; lead within it. There’s no doubt that building trust through a screen can be a challenge. But the opportunity to master virtual communication is a game-changer, and you can set yourself apart as a financial professional by having excellent communications skills, both virtually and in person.