By Ellen York
You’re knowledgeable and understand your products and services inside out. You’ve practiced your pitches and closings and have worked on developing key relationships. But at the end of the month, your sales fall short of your expectations. What’s causing you to lose out on these sales? It could be your image.
Total image plays a huge part in how people are perceived. Unfortunately brains, skills and talent are not enough anymore. How does your first impression measure up when meeting a new or potential client? Are there distractions about your appearance and mannerisms that cause people to reevaluate whether they want to do business with you?
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Total image plays a huge part in how people are perceived. Unfortunately brains, skills and talent are not enough anymore. |
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An honest self-examination is in order. Here are some tips that will help you make a lasting and professional impression:
Dress and appearance
- Clothing. Over-dressing can be intimidating to some customers and clients, while dressing too casually is a faux pas, too. Consider the business appointment and dress accordingly. Even if your client dresses casually in jeans and a polo shirt, don’t assume you should dress in the same way. Remember that you are representing your company. If you dress down to your customer’s dress code, you won’t be taken nearly as seriously and could possibly lose the sale. A happy medium can help you seal the deal. Men can keep an extra tie and jacket in the office, while women can keep a dressy blouse, jacket and heels, just in case.
- Hairstyle. Men need to have an updated hairstyle, just like women. It may be time to visit a new hair stylist for a current style and color that will flatter your appearance and create a more professional look.
- Perfume/cologne. A small dab at the wrists and neck is enough. You never know if a potential client is allergic to strong scents and will be “repelled” if you wear too much fragrance.
- Nails. Women’s nails that are too long, painted in a bright or very dark color or even those that are natural but unkempt can be distracting. Men should also pay attention to their nails and keep them short and clean. Both men and women can benefit from a manicure.
Social graces
- Dining. Do you know which fork to use when eating your salad? It may not seem that important, but if you’re having dinner with a potential client, you’ll want to be sure of yourself. Sign up for a table etiquette class. You can find these classes at a local community college, hotel or recreation center.
- Social skills. Knowing how to introduce people, successfully “work a room,” open doors and help women put on their coats is only a small part of good social skills. Keep up with these skills by reading books on the topic or signing up for classes so that it becomes part of maintaining your professional image.
Voice and body language
- Voice quality. Listen to a voicemail message that you’ve recorded. If it sounds nasal or too low or soft, you may want to seek a professional voice coach or someone who can help you address the issue.
- Speed. Many people talk too fast when they’re anxious or tense. The next time you are in a stressful situation, such as in a meeting with a potential client, listen to your voice. Practice talking more slowly and fully enunciating your words.
- Bad habits. Watch yourself for behaviors such as a tapping your fingers or pen, biting your nails, playing with your hair or crossing your arms when you are nervous. These habits can be distracting to a client, which can cause him to lose interest in what you’re saying.
- Smile! People love to see a happy person.
Used with permission. All rights reserved.
Ellen York is a nationally known image consultant, speaker and author. Ellen York Image Institute helps individuals with workshops on the importance of image and wardrobe development, public speaking, communication skills, etiquette and more. Contact her at 206-361-2636, www.ellenyork.com or www.ellenyorkimageinstitute.com.
June 2008
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