An essential part of helping people quickly understand that they should be doing business with you is to project a crisp, sharp, business-like image.
Here’s a list of ten simple actions that will instantly sharpen how you are perceived professionally, so that you become clearly associated with business success.
You project a more business-like image when you…
1. Are always punctual
Demonstrate that you always stick to your agreements. Organise your schedule so that you are ready to start your meetings at the agreed time. If you are running late, call as soon as you know, not five minutes before the meeting is due to start.
2. Use a calculator
Business is about the numbers, so have a calculator handy at every meeting. My preference here is for a cheap but functional, stand-alone calculator rather than one that is part of a multi-function device. It’s a clear signal that you are ready to do business.
3. Follow the agenda
Have an agenda and stick to it. Even for seemingly informal meetings, have in your mind or dotted out on a sheet of paper: an objective, start and finish time, and key points that you want to cover. Finish the meeting on-time and have another business activity scheduled.
4. Gravitate to business
At meetings, constantly shift the topic back to business. If there’s a gap in the conversation, ask your version of: “How profitable is it?” or “How is the money made?” or “How can we implement this quickly?” etc. Avoid digressing into social anecdotes or holiday plans.
5. Increase your prices
Having premium prices for your products and services helps keep the conversation commercial. It gets everybody – including you – quickly focused on the numbers and clearly signposts that you are about premium quality and making money.
6. Use business greetings
Whenever you talk to anyone in your sphere of influence, kick off the conversation commercially with your version of: “How’s business?” or “Are you making money?” or “How are sales?” or “What’s happening with your business?”
7. Look the part
Project a clean, professional image at all times – not only face-to-face meetings, but also Skype meetings, YouTube videos and any other virtual business situations. Where possible, avoid noisy domestic backdrops and casual clothing. If you use a car, keep it clean and tidy.
8. Know your numbers
Have your key commercial numbers at your fingertips: sales, prices, stock availability, dates/times, profit, costs and cash-flow – even debtor’s days. Know your numbers inside out. Avoid proclaiming ignorance by making an excuse like “My accountant looks after that.”
9. Have a sense-of-urgency
Operate at a heightened state of alertness and readiness. Move with energy and purpose. Sit up straight in meetings and focus your full attention on whoever is talking. Avoid procrastination and attack issues head-on, moving quickly to action plans.
10. Avoid pleasure-seeking
Mixing business with pleasure gives off confusing messages. It’s far better and easier to focus single-mindedly on business as a completely separate activity from your non-commercial activities. There are sound financial reasons for this as well.
In summary
This is not about changing who you are or projecting a false image. It’s about leadership and making it really easy for others to understand when you are in business-mode. This saves your precious time, increases your credibility and makes you easier to do business with – and that will make you money!
Your thoughts…
How do you project a business-like image?
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26 Responses to this post
April 21, 2010 at 10:08 pm |
Hi Robin, You can’t overemphasize the importance of being punctual. Being late shows disorganization and lack of respect – both of those qualities are deal breakers. One addition to your list – take notes! Sounds obvious, but people don’t always take notes and I wonder how much they’ll remember.
April 26, 2010 at 7:17 pm |
Thanks, Brad. Yes, funny you should mention that – I always take notes (being sure to ask if it’s okay to do so).
Best, Robin
April 22, 2010 at 8:00 am |
Hi Robin, a very professional and easily to digest post. As usual.. well done and thank you!
I must disagree, however with Points 4 and 10. Over the past few years I’ve found that ‘people buy people’ much more than ever before and that it pays to find something social/non-business in common in order to make a stronger connection.
In fact, I have had great success by sending selected clients a small gift that relates to their own personal or social interests .. rather than a business item from my world.
thoughts?
April 22, 2010 at 8:19 am |
Thanks, Yvonne. Great feedback and excellent input.
Ultimately, your approach to business development must centre around what works for you.
Yes, people buy people. No question about that.
Great power comes from being able to connect with people in the way you suggest (people-mode) AND be able to navigate in and out of Black Chair (commercial mode), as and when necessary.
This takes skill and practice – and a keen awareness and understanding of how and when to shift between people-mode and commercial mode.
Looking forward to our next Skype conversation.
Best to you, Robin
April 23, 2010 at 11:02 pm |
Hey Robin,
You really got me going with this post – challenging stuff! Lots to agree with and disagree with.
Firstly, I agree with:
1. Be punctual. Common sense really, ’nuff said.
5. Increase your prices. If you can, more power to you. You’ve got to sell the value. Don’t do the “George Costanza” – in the TV show Seinfeld, George’s failed negotiations for the pilot of their idea for a TV-series ended up with him “holding out for less” – a classic episode which teaches the lesson about not appearing desperate for the business.
7. Look the part. There’s a way to dress for success casually though – it comes down to your own confidence and style. When in doubt, put on the tie.
8. Know your numbers. I wouldn’t go so far as to being up there with the accountants, but common sense suggests you’d confidently have numbers and market information to hand.
9. Have a sense-of-urgency. Spot on: being confident and prepared helps.
I disagree with points 2, 3, 4, 6 and 10. The basis of most of my thinking is that “everything is social” in business, and if you haven’t noticed it in your patch, you soon will. Here’s some reasons why:
2. Use a calculator
In the 80′s and 90′s sure, I’d agree. C’mon though – if you’re on a Windows machine: Windows Key+R and type “CALC” – you’re away!
Every mobile phone has a built-in calculator – learn to use it. That will impress too.
3. Follow the agenda
With all due respect to your client/prospect’s time, have an agenda, certainly, but allow a little serendipity into the mix – you don’t know what you don’t know sometimes. I follow the “two ears, one mouth” rule of meetings: listen, don’t talk. If the meeting goes over time, that can be a good thing – your client enjoyed it so much they kept talking! Imagine the embarrassment if you did have another appointment to get to and you had to cut the meeting short just when it was getting interesting!
4. Gravitate to business
I’m with Yvonne on this one. It’s the actual “social anecdotes and holiday plans” that build relationships and make you memorable. Life’s too short to concentrate on profit and money-making th4e majority of the (that happens in due course) It’s one thing to respect the client’s time – but don’t be boring.
6. Use business greetings – and risk being boring: see 4. above.
10. Avoid pleasure-seeking. In the age of “everything is social” I challenge this because you run the risk of being forgettable, not memorable when more savvy competitors start being easier, more accessible and just more fun to deal with. Have a read of the links in Destination CRM below.
I recommend the articles presented here for discussions on how the social web is changing business:
http://www.destinationcrm.com/Issue/1229-June-2009.htm
The opportunities to make money abound in this new age of “everything is social” in business. When I meet people who are “all business” I wonder do they really care? Do I want to care about them? Maybe I’ll buy the stuff that more interesting person is selling instead
I wonder what your readers think about this.
Thanks for posting Robin, as always its good to know you, and be challenged to think in new and creative ways!
Cheers
Tony Hollingsworth
April 26, 2010 at 7:20 pm |
Great input, Tony. Thank, mate.
Your comment “everything is social in business” has earned itself a separate post (see next post). It’s a really interesting thought and I’m looking forward to discussing it much more with you.
Always great to have your contribution, Tony.
Robin
April 24, 2010 at 8:10 am |
You’re both right. You have to be businesslike but much of business is about relationships. Robin, if your clients didn’t like you as a person I don’t think they’d pay you no matter how business savvy and good with the numbers you are. Buddies first, business second:)
Now stop scrapping boys… I know you’re only doing it to get attention anyway. Lol, it worked:)
There are some useful thinking points here for me in my new incarnation as “businessman” though – that was the best job description available to me on the visa forms for an upcoming overseas trip. But I will be mixing business with pleasure because I genuinely believe if they don’t like me they won’t want to work with me, no matter how good I am. Surely we need to try and inject a bit of fun into the business world?
April 26, 2010 at 7:24 pm |
Thanks, Annabel. Yes, growing business long-term must surely depend on being able to build trusting relationships. I just like to be really clear when we are doing business and when we are socializing. It can get a bit blurred.
Best, Robin
April 24, 2010 at 9:40 am |
I’ll be brief and as professional as I can for a Saturday morning!
Punctuality is imperative. I am so totally scared of being late to any meeting with you!
The calculator – sometimes I think you are being ironic like with your mobile phone! So old-school – I agree with Tony on this.
Mixing business with pleasure? I think there is a need for leniency on this. Our coffee mornings are a good example – most of us all go along representing BOTH our professional identities and our social souls. Stuff gets mixed up. Business happens and so does fiendship. I don’t think you can be so cut and dry on this.
As always an excellent topic for discussion Robin and I’m indebted to your black chair wisdom and supportive friendship.
Helen
April 26, 2010 at 7:26 pm |
That’s funny, Helen. Thanks for your contribution. Hey, I like my old retro calculator!
Re: business and pleasure – as you say, stuff gets mixed up – and that’s what concerns me. As long as the sign-posting is clear, then I don’t have an issue.
Best, Robin
April 24, 2010 at 1:07 pm |
Looks like the catalyst is working well. Catalysis.
April 26, 2010 at 7:27 pm |
Thanks, Frances. Lovely to see your comment. Hope all is going well with you.
Best, Robin
April 24, 2010 at 1:34 pm |
Oh dear there’s something a little too slick and superficial about this. If some smartly dressed guy flipped out a calculator and said “how’s business” I’d run a mile. That’s probably just me though.
April 26, 2010 at 7:33 pm |
That’s why I have to stay so fit, Laurel – to chase after you!
There’s probably a useful balance point in there somewhere.
Thanks for adding your input.
Best, Robin
April 24, 2010 at 2:24 pm |
There is context for meetings, for example progressing tasks/ projects/ change, relationship building or exploration/ ideation.
I want to propose a contrarian view particularly in relation to item 4. Most of the above list applies to what I experience in business and professional meetings already- it’s what’s expected when you are in transactional mode and it’s pretty mainstream, flavourless and bland although expedient and suitable when there is a low need for deep connection.
What I find much more valuable from new connections or meeting people is the diversion to the edge, the probing and exploration for what is different, the individual quirkiness, the unexpected and serendipitous. Most of all, I seek in all new meetings and connections for openness, commonality of values and purpose, and fresh ideas. Once this has been established, one does not need to meet in person to progress tasks/ outcomes- that can be achieved through less costly means of contact.
Face to face contact is expensive and valuable. Best use of this time is to make a deep connection- or if not, find someone else to do business with that share a common set of values.
April 26, 2010 at 7:31 pm |
Thanks, Annalie. It’s such a pleasure to have your input into this discussion. Makes me want to sit with you and discuss it further – face-to-face. The “diversion to the edge” is something that I’m very much attracted to. Let’s explore it soon.
Best to you, Robin
April 24, 2010 at 4:38 pm |
Robin
Great discussion all round. You’ve succeeded in challenging our thinking – which you do so very well – yet again.
Thank you.
Cheers, Iggy
April 26, 2010 at 7:34 pm |
Thanks, Iggy. You and I never confuse business with social do we??
Best, Robin
April 24, 2010 at 8:06 pm |
Another thought provoking post Robin.
First and foremost, I think it is critical to define the context of a potential meeting. Is it a meet and greet? Is it a billable consultation from either participant? Is it a meeting to close a deal? Or just to catch up?
Each of these settings would have entirely different expectations for the participants involved. Actions, some of which are in your top 10, may then be applied accordingly.
In the age of connection, some of your top 10 would clearly cause quite the opposite – disconnection.
Our actions clearly define how we will be remembered, for better or worse. There are definitely some great suggestions, to apply as a rule of thumb in professional circles, but they are merely that – suggestions. Our common sense should prevail in all circumstances, whereby we adjust our actions as and when required.
Janna
April 26, 2010 at 7:35 pm |
So true! You make a great point. Thank you, Janna. Look forward to catching up with you soon.
Best, Robin
April 25, 2010 at 8:30 pm |
Hi Robin,
I have enjoyed reading this discussion.
Further to establishing context, following agendas and note taking, I believe that you can sharpen your image by sending a thank you email after the meeting that includes a summary of the actions/next steps that both parties are going to take.
I also like to make a list of ‘actions’ in my notes at the end of meetings. Writing down ‘next steps’ for both myself and the other party during the meeting helps to hold the other person to account, checks we are on the same page and demonstrates that I am a doer and that I am keen to move forward and easy to do business with.
April 26, 2010 at 7:37 pm |
Yes, that’s very valuable Kathleen. Thank you. Stay ‘easy to do business with’ – it puts you miles ahead of the pack.
Best, Robin
May 6, 2010 at 7:46 pm |
Love it, we can so easily forget that we are in business of being in business. Having fun in business doesn’t mean we abandon the healthy boundaries that professionalism demands.
Janna sent me the link to your blog and after meeting you this morning at nscm I feel i’ll be a regular reader.
P.S loved to Toucan
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