The 7-38-55 rule is one of those fascinating communication principles that can totally change how you think about conversations—especially at work. Here’s the gist: When we communicate, only 7% of what we convey comes from the actual words we say. The rest? The tone of voice and body language.
In this article, we’ll break down the 7/38/55 rule—its origin, what each percentage represents, and how it applies in real-world situations. You’ll also find tips for using this rule to communicate better at work, helping you strengthen connections and boost your professional interactions.
What is the 7-38-55 rule?
When it comes to communication, what you say is only part of the story. According to the 7-38-55 rule, the actual impact of your message is made up of more than just the words you speak. In fact, only 7% of communication is verbal, meaning the words themselves. A huge 38% comes from your tone of voice (tone, pitch, pace, intensity), and an overwhelming 55% is determined by your body language (nonverbal cues like gestures, posture, facial expressions, and general body movements).
When you take a minute to think about your everyday interactions, this ratio makes sense. “Think about it: If we’re taking public transportation to work, we communicate with our fellow commuters via body language, posture, facial expressions—even the clothes and accessories we wear,” says career and communication coach Dawid Wiące. “If we’re driving to work, we communicate with the way we drive—perhaps aggressively or defensively, or an occasional honk of the horn.”
The origins of the 7-38-55 rule of communication
The 7-38-55 communication rule came out of research from UCLA professor Albert Mehrabian in the 1970s. Mehrabian's studies focused on nonverbal communication, specifically how people perceive feelings and attitudes in face-to-face interactions. Mehrabian wanted to understand how much influence the different components of communication—words, tone, and body language—had on how messages were received.
It's important to note that when conveying factual or technical information, the 7-38-55 rule doesn’t really apply. In those instances, the words themselves are more relevant in communicating meaning.
Communication = verbal + nonverbal
What’s fascinating about the idea behind the 7-38-55 rule is that much of communication happens unconsciously. “Whether you are aware of it, you communicate non-verbally, and that is typically the first thing other people see,” Wiącek says. “Then, when you do start talking, people ascribe more weight to how you speak—loud or soft, fast or slow, nasal or deep, energetically or calmly—than to what you say.”
He shares a simple example using the ordinary expression “How are you?”
“When you first meet me, depending on my day and my intention, I might ask you 'How are you?' in a hundred different ways: in a smiling, genuine, and curious way if I’m in a good mood, or in a brusque way if someone just stole my wallet, or in a sad and depressed way if there was just a national tragedy,” he says. “Across all three, the words will be the same: 'How are you?' But the tone will differ drastically.”
How the 7-38-55 rule applies in the workplace
Effective communication is crucial for success at work. It's not just about what you say, but how you say it—and how you present yourself in interviews, meetings, presentations, and negotiations.
In interviews, for example, your body language and tone of voice play a major role in how you're perceived. A firm handshake, good posture, and a confident tone can express your enthusiasm and professionalism. Conversely, poor posture or a weak tone can undermine your message, even if you're saying the right things.
“When we’re not actively talking in meetings or speaking to a customer or client, we are sitting in an office and communicating with how we sit in our chair, how we get up from our desk, how we amble to the water cooler, or how we sigh when we see someone doing something ridiculous,” Wiącek says. These subtle signals influence how others see you, often before you even have a chance to speak.
Workers who are aware of their body language and tone can foster trust and engagement within their teams. Maintain eye contact, assume an open posture, and speak with an enthusiastic tone to encourage collaboration and transparency.
Another example: When delivering feedback, the tone of your voice and body language can determine whether the message is received positively or negatively. If you're too harsh in tone or seem closed off with your posture, the recipient might focus more on those nonverbal cues rather than the actual content of your feedback.
The challenge of remote work
Remote work adds another layer of complexity to this 7-38-55 dynamic. “When you log onto Zoom, the first impression is based on how you look, your face and hair, your facial expression, your clothes, your background—this happens in microseconds, and people make judgments before you open your mouth and make the first sound,” Wiącek says.
In these virtual settings, consider how you're presenting yourself visually, as well as how you deliver your message. For example, “I tend to smile more and speak more enthusiastically, especially when other people seem bored,” he says. “This elevates the energy in the Zoom room.”
How to use the 7-38-55 rule at work
To fully use your communication skills at work (or even enhance them), apply the 7-38-55 rule and focus on each component of communication.
Master your body language
Your body language speaks volumes. Pay attention to your posture, facial expressions, and gestures. For example, sitting up straight, maintaining good posture, and making eye contact when talking to someone can communicate confidence and engagement. Plus, using appropriate hand gestures can emphasize key points, making your message clearer and more compelling.
Modulate your tone of voice
The tone of your voice plays a major role in how your message is received. A well-modulated tone can make you sound more confident, approachable, and trustworthy. Be aware of the pitch, pace, and volume of your speech. For example, speaking with a steady pace and a clear, warm tone conveys calmness and control. Speaking too fast or with a harsh tone can make you sound nervous or unfocused.
Be mindful of your words
While body language and tone carry significant weight, the words you use do matter. It's important to be clear, direct, and concise. Crafting your messages thoughtfully ensures they align with your nonverbal cues, reinforcing your message. Whether you’re delivering feedback or giving instructions, choosing your words carefully and balancing their clarity with positive body language and a confident tone ensures your message is received as intended.
Practice active listening
Effective communication isn’t just about speaking—it’s also about listening. Pay close attention to the tone and body language of others. When someone is speaking, notice how they express themselves nonverbally and listen for the emotional cues in their voice.
Are they looking into your eyes or avoiding eye contact? Do they use their hands too much or do they keep their hands firmly adjusted to the body?
This will help you better understand their message, respond appropriately, and build stronger connections with your colleagues.
Evaluate your communication style
Self-awareness is key to improving your communication. Continuously evaluate how you communicate and make adjustments as necessary. Are you coming across as approachable? Are you giving off the right impression in meetings? Being mindful of your communication style can lead to more effective interactions with colleagues, clients, and superiors.
Talk to yourself in the mirror using different tones of voice and postures. What emotions do you think you express? Joy or sadness? Excitement or nervousness? Being aware of how you communicate these emotions helps you convey your message more effectively.
You can also ask for some feedback. “Simply ask a trusted colleague, boss, or friend: ‘Hey, I’m concerned with what I look like as my default. What kind of first impression do I tend to make when I walk into a room? When I’m sitting at my desk? Is there anything I’m doing that could be counterproductive?’” Wiącek says.
Key mistakes to avoid with the 7-38-55 rule
It's virtually impossible to calculate the exact percentages of the 7-38-55 rule when you're communicating in the moment. That's why we’ve put together a list of situations and common mistakes to keep in mind as you (try to) apply the rule in your interactions.
Overemphasizing words at the expense of tone and body language
Remember, according to the 7-38-55 rule, your tone and body language make up 93% of the communication impact. If you're speaking confidently, but your body language suggests discomfort or defensiveness, your message may not be received as intended.
For example, “as an executive speaking to the whole company, you may be saying that you care about the employees that you are about to lay off, but your tone may suggest that you’re more concerned about yourself or that you’re simply distracted and maybe a little cold—not the ideal tone when you strip people of their livelihoods,” Wiącek says.
Misreading nonverbal cues in others
The 7-38-55 rule emphasizes that most communication is nonverbal, so understanding the subtle cues—like posture, facial expressions, or tone of voice—of the person you're interacting with is key. For example, if a colleague is crossing their arms while you’re speaking, they might be feeling defensive or disengaged. Ignoring these signs could lead to misunderstandings or an inability to address concerns effectively.
Ignoring cultural differences
Cultural differences play a significant role in how body language, tone, and words are interpreted. What might be seen as a sign of confidence in one culture could be perceived as arrogance in another. Similarly, the tone of voice and gestures that convey friendliness in one culture could be misinterpreted in another.
Cultural differences can impact how words are used, even for fluent speakers. Migrants or remote workers might unintentionally use words or phrases that have different meanings or connotations in their new environment, which could lead to misunderstandings.
For example, they might use formal language in a casual setting or unknowingly downplay their intentions with phrases like “I'll try” instead of “I will.” Even accents or unfamiliar idioms can change the way messages are received, making it important to be mindful of how words are interpreted across different cultures.
Make yourself heard—and understood
By recognizing that much of what we communicate happens through tone and body language, we can improve our interactions with colleagues, clients, and superiors. Sharpening your nonverbal communication skills can not only enhance your relationships but also strengthen your career by helping you come across as confident, approachable, and clear.
Experiment with the 7-38-55 rule and pay close attention to how your tone and body language influence your communication at work. With practice, you may see significant improvements in how you connect with others and the effectiveness of your messages.