The Importance of Making Eye Contact by Cindy Stradling CSL, CPC

In the fast-paced environment that has become so typical of today’s business world, communication has to extend far beyond words alone. One subtle yet very powerful tool that effective leaders consistently use is eye contact. Although it is often overlooked, eye contact can play a very important role in establishing rapport and building trust with both colleagues and clients.

Eye contact is a very important part of non-verbal communication. When you make appropriate eye contact with someone, it sends a powerful message of confidence and engagement. It signifies attentiveness, respect, and sincerity – qualities everyone looks for in a leader. Avoiding eye contact, on the other hand, may unintentionally create barriers because the other party could see it as a sign of disinterest, insecurity, or even dishonesty.

Building rapport through eye contact is all about creating a connection. When you meet the other party’s gaze with genuine attention, it helps to create an atmosphere of openness. This connection makes people feel heard and valued and encourages honest conversations.

Even brief moments of eye contact can break down barriers and foster an environment where ideas and feedback will flow more freely. In leadership situations such as negotiations, presentations, or one-on-one meetings, eye contact can help to establish a personal bond that paves the way to more productive outcomes.

Most leaders understand that trust is at the core of any successful business relationship, and eye contact is a key ingredient in developing it. Consistent eye contact conveys reliability and transparency. It also helps to reassure others that you are fully present and invested in the relationship. Apart from that it adds credibility to what you are saying, making your messages more persuasive and authentic. When leaders combine clear verbal communication with strong eye contact, therefore, they are far more likely to inspire confidence and motivate their teams.

It is important, however, to strike a balance. Excessive or prolonged intense eye contact can appear confrontational and make the other party feel uncomfortable, while too little eye contact may suggest weakness or detachment.

A balanced approach involves natural, steady eye contact combined with occasional breaks to make sure that interactions feel relaxed and genuine. This balance helps to maintain engagement without becoming overwhelming or missing the subtle social cues that guide respectful communication.

In addition to face-to-face interactions, leaders can also use the same principles in virtual meetings. Although digital formats create new challenges in maintaining eye contact, positioning the camera close to the screen and consciously looking into it can mimic the effect, helping to reinforce the connection even through a screen.

The bottom line is that mastering the art of eye contact is a simple yet powerful leadership skill. It forms the foundation for building trust and rapport, both of which are essential for effective collaboration and influence. By consciously using eye contact to show presence and respect, business leaders can strengthen relationships, improve communication, and help to create an environment where both parties feel important and engaged.