Dr. Jennifer Senchea, an expert in body language and what it means in communication, is one of the session presenters at the upcoming 2010 National Collegiate Recruiting Conference.
She’ll be teaching coaches in attendance how to recognize and read non-verbal cues in the body language of their recruits. We asked Dr. Senchea how college coaches can use the proven science of body language communication to better understand what their recruits are telling them, and how to maximize that knowledge during the recruiting process:
How is non-verbal communication relevant to college coaches who have to recruit prospects as a part of their daily job?
“Communication and persuasion are central issues in any recruiting interaction. Coaches hope to represent their schools with confidence and positivity, while conveying their willingness to form relationships with potential athletes and their families. Communication scholars generally agree that roughly 70% of any message (ex: “we’re a great match for you,” “I like your son/daughter,” I have the authority and know- how to take care of your athlete.”) is communicated through non-verbal channels. In other words, what you say is less important than how you say it.”
As far as the athletes’ body language, what are some “red flags” that coaches might notice that would signal dissatisfaction from a prospect or their parents?
“Nonverbal cues – like body language for instance…eye contact, posture, gestures - reveal three relational states: Power, liking, and responsiveness. By watching how a parent communicates, a coach can make educated guesses about whether she or he is liked by the parents, whether the family is responsive to the offer, and whether the parents feel subordinate or superior to the coach and their program. For instance, a comfortable posture, limited eye contact, and relaxed facial expressions suggest a parent feels confident about other options. Decreased proximics (backward lean, turning of shoulders, raised chin) and decreased eye contact often indicate dissatisfaction.”
So what will coaches come away with after they go through your session at the 2010 NCRC in Chicago?
“I’ll teach those coaches to recognize the nonverbal cues that signal important cues such as liking, responsiveness, and status. At the same time, this session will help them signal openness and connection in the way they communicate with potential athletes and their families.”
