The Psychology of a Smile: Perhaps Your Most Powerful Sales Tool
Nothing beats a face-to-face conversation, but how often (realistically) do you get to greet buyers with a warm smile throughout their journey? That’s where video messaging becomes your biggest advantage: your smile, your body language and your voice can create trust before a customer ever steps onto the development.
Your Smile Builds Instant Trust
A genuine smile triggers a positive chemical response in the brain. According to research from Penn State University, people who see a smiling face are more likely to perceive that person as trustworthy, approachable, and knowledgeable.
Princeton University found that we form first impressions in under 7 seconds - and Harvard reports 95% of decision-making is emotional, not logical.
That means when your customer watches your video message, your smile starts selling before you even begin speaking.
Why Video Works Better Than Email or Phone Calls
While email is easy to send, it can feel cold, automated, or easily ignored. A video message, on the other hand, feels personal. Customers can see that you’re genuinely happy to help them… and this changes how they respond.
Through MovinOnApp, every video message gives you the opportunity to:
Put a friendly face to the name
Create an authentic connection
Build emotional confidence in the buying decision
And according to Vidyard, personalised videos can increase customer responses by up to 300%.
A Quick Story…
One of the most common things I hear when training sales teams is:
“I don’t like watching myself back on camera.”
But here’s the thing… customers aren’t looking for perfection - they’re looking for connection.
When you speak with a smile, use their name, and show enthusiasm for their new home, they don’t see flaws, they feel confident and reassured.
Impactful Video Message Suggestions
Appointment Reminders - A smiling face saying “I’m looking forward to meeting you” makes customers far more likely to show up or at least call to reschedule.
Post-Visit Follow-Ups - Saying “thank you for visiting” with a smile helps customers feel valued and keeps you top of mind.
Build Updates - These videos get the highest watch rates because they’re filled with excitement - and customers love to share them with family.
Final Thought
Your smile isn’t just friendly - it’s a proven sales tool that increases trust and builds emotional connection.
In a world where much of the customer journey happens digitally, how you show up on video can be the deciding factor between hesitation and reservation.
Try it with your next buyer, send a friendly video message and remember: your smile could be the key to another sale.
References:
¹ Willis, J. & Todorov, A. (2006). Psychological Science.
² Zaltman, G. (Harvard Business School) via Harvard Business Review.
³ Penn State University Research, 2009.
⁴ Vidyard Video in Business Benchmark Report, 2023.
⁵ PwC Customer Experience Report, 2020.
⁶ Forbes Communications Council, 2020.
