Protocol Consultants International
- No more than 3 bullets per view.
- Less is more.
- Own your material.
- Refer selectively to power points.
- Ensure that their view includes you.
- Refer to slides selectively. Reading word for word is not only insulting to your audience's intelligence, it diminishes your powerful impact.
- Looking up: the perception is "heaven help me."
- Looking sideways: suggests you are "shifty."
- Looking down and pausing again before completing your thought implies that you are a thoughtful person and this is a highly effective technique.
- a laser light
- the first two fingers together (index and third fingers),
- the open hand or
- thumb over fist
- Offer your help.
- Extend a compliment.
- Offer unexpected praise.
- Give someone a smile.
- Give a gift of appreciation for no particular reason at all.
- Acknowledge others privately.
- Publicity recognize others who helped you get to a pivotal moment.
- Thank those behind the scenes and show them their work is seen.
- Write a thank you note.
Neutrals are best. Your top - shirt, blouse or sweater should not be too bulky or form-fitting. A crew neckline is "never wrong" and eliminates (flapping) shirt collar phobia. Sheer lace, excessive ruffles, bare backs and cleavage are taboo. Toss anything even remotely worn looking.
The timeless traditional business suit e.g. skirt/dress is "never wrong" the world over especially in High Context Cultures such as Japan. If you feel you look better and therefore perform better in pants, the pant suit is widely acceptable for women in business today. If you elect to wear pants, a pant suit (rather than slacks and a jacket) is the best choice. The blazer look is considered more casual. Remember to button your jacket leaving the bottom open to vent.
Wearing hosiery is being "finished" and presents a polished look.Even when the temperature is 110 degrees, hosiery is appropriate for professional women in business. Choosing the right color is important. In warm summer months choose neutral shades or beige; white hosiery is reserved for nurses and is considered taboo in business.In transitional months, opt for tan. Other than neutrals, tans and beige, black opaque in cooler months is appropriate.The most common faux paswith respect to women's attire in business is wearing sheer black hosiery during the day. "Sheer" black hosiery is the formal, the most elegant and reserved for evening and formal events.
Shoes should be classic ... comfortable (!)polished, professional. The classic pump is "never wrong." Suede is considered a notch above leather and no more expensive; spectators are fabulous. Shoe taboos in business: no sling backs, open toes, stilettos or flats (except with pants); the ballet flat is acceptable for a more casual look. Sandals do not make a professional statement, no matter how you wear them. Rule: shoes should be darker than your hemline.
Remove boots before going into any business meeting/networking function or social event.
Jewelry is an appropriate wardrobe complement that also makes a personal statement and can be a great conversation launch, which also speaks professionally to your eye to detail. The working rule is: Less is more. When in doubt, do without. Gold and pearls are still considered the most classic choices. If silver flatters your skin tone or matches your i.e. eyeglass frames or other aspects of your attire, silver would be an acceptable choice. Nothing that dings, dangles or distracts should be worn i.e. earrings, bangles or charm bracelets, etc.. While these are wonderful accessories socially, they will detract from your professional message.
A classic scarf is a timeless accessory, often a conversation launch and speaks again to your eye for detail.
Invest in a small (black) classic understated purse that you can wear over your shoulder at any business meeting, interview or networking event and forget about vs. a large bulky fashionable purse.
Opt for professional colors and classic styles. Ski parkas and other sporty coats are fine for the slopes and weekends however, they will not enhance your professional image. Dark colors, a khaki beige or green conveys the appropriate level of professionalism. Rule: the length of your coat should be longer than your hemline - for women and for men. Mid-calf length is more professional than above the knee. If your coat is worn, or frayed, replace it. If it is ill-fitting, have this tailored to fit well. Make sure to maintain and dry clean regularly. The coat you wear will be visible to your clients (reception/office area) and however subliminally evaluated. Consider your overcoat, as you consider the rest of your attire.
- extend a rigid arm/handshake to maintain "arms' length" distance.
- say, "I'm not really a touchy, feeling person."
- insert a physical barrier - a desk or portfolio until the moment passes.
- humor is another deflector.
- make meaningful eye-contact and speak with your eyes.
- say, "you are making me uncomfortable."
- after a big project completion
- major life announcement/event (engagement/wedding) or a personal loss
- huge sale
- ask, 'may I give you a hug?"
- close your eye
- whisper (while hugging)... just ask Joe Biden how breaking that rule went!
- hug peers every day; make it special
- hug in a way you would feel uncomfortable with your spouse standing next to you
- hug from behind
- hug in the restroom
- sniff another person
Q: Can we evolve back into being a kinder, gentler, more compassionate society?
- Acknowledge others
- dress appropriately
- give them your full attention
- be "fully present"
- endeavor to understand
You are walking from the reception area to their office or meeting room, going up the elevator ... 36 floors (!) with your host who says nothing.
Silence may be "golden" ... or deafening!
SMALL TALK. Small talk is a really inappropriate expression for something that should be called the complete opposite: "big talk" "huge talk" or "really important talk" because it is the ice breaker which helps break barriers that retard building rapport and advancing interpersonal relationships. This seemingly ordinary, everyday ritual of making small talk - especially with perfect strangers, can be daunting and a challenge only for the unpracticed. Small Talk is truly an art and a skill you can use to positively influence and jump-start new relationships. However, you need to practice every day in order to become proficient, and have savvy small talk become part of you and your savvy authentic self.
The seemingly inconsequential ordinary gesture of making Small Talk is analogous to the prelude before a performance or the preface of a book... It is the set-up for what we hope will be a seamless transition into meaningful business discussions. The misleading term utterly misrepresents its undulating power. Small talk should be acknowledged for the singular opportunity it holds to adroitly manipulate ... in all good ways(!) people and situations to your advantage. In fact, not accessing competent small talk can limit you and be detrimental in business.
When you take the time and make the effort to hone your small talk skills you will be richly rewarded as you experience the confidence in knowing you are not only helping place others at ease and making them feel special, you are at the same time, kindling the trust factor that spark relationships while quietly, yet most assuredly distinguishing yourself. The act of tactfully engaging others and the ability to artfully draw out the best in others to create more meaningful connections and advance careers cannot be overstated.
When you initiate the small talk this accomplishes three important tasks:
1. keeps you in the Control position.
2. takes the burden off you to speak first.
3. affords you the opportunity to hear the other person speak (first) thereby acquiring valuable information.
Information derived from listening to their voice including tone, inflections, words they use, grammar, diction, etc., permits you to get a sense of their inner emotions such as nervousness, boredom, trepidation, ... allowing you to ultimately adjust your own behavioral style and adapt to ultimately connect.
As for topics, anything out - in plain view or even outdoors is fair game for small talk such as awards and plaques which further convey valuable information about the other person you can use to help advance your goals. The weather is rich in content, as is your recent flight, traffic, directions, their gorgeous gardens ... the beautiful artwork, the new construction (!) ... Sports are also safe topics however, sports teams are only a part of it. You may notice a sports watch or anything in their office revealing an avid golfer, yachtsman, runner, etc. It is absolutely appropriate to ask questions and make comments to enhance personal knowledge and advance relationships. However, be careful with your questions and comments...(!)
It is interesting to note that in High Context Cultures such as Asia and South America, business is never discussed or conducted during the first few meetings which include primarily of the company of family and close friends. Small talk and random conversation about anything other than business is the rule as meetings are focused exclusively on evaluating others to develop the critical trust factor simply required to conduct business in High Context Cultures.
Whereas an important characteristic of Low Context Cultures here in America for example, is the aspect of time, and, as the very American saying goes, "time is money!" Inherent in our genetic make-up is the urge to eliminate small talk and quickly get down to business at hand.
Understanding cultural nuances and the importance small talk plays in advancing personal rapport is integral to successfully competing in our global economy. Do your research and be prepared in any cultural environment where you hope to conduct future business.
Practicing engaging others will help you hone this brilliant skill, make others feel acknowledged, may even help brighten another person's day ultimately, making you feel pretty good, too! Extending a random greeting, unexpected comment or compliment prompting a reply and perhaps even leading to further dialogue is ultimately energizing for everyone.
Making something from nothing is an art and takes work ... and changing what might otherwise be a non-eventful experience standing in the elevator or waiting for your latte, has the potential to be quickly altered into a memorable event or transformed into an enchanting experience while perhaps acquiring a significant new relationship along the way!
- Eat something first!
- Obtain a copy of the guest list and familiarize yourself with:
- attendees' names... and practice pronouncing names!
- internal company news i.e. an impending merger/acquisition, new product release, etc.
- Wear appropriate attire (dark colors) and a jacket with large pockets (ladies) - one for incoming and one for outgoing cards.
- Have a "tag line" prepared specific to this group.
- Upon arrival, go to the restrooms - freshen, pop a breath mint and wash hands thoroughly to eliminate "clammy hands," (the Kiss of Death!)
- Name badges belong (high) on your right side out of consideration for those trying to view, learn, remember and use your name.
- Make your entrance: Exude positive energy! ... Remember, we as human beings are naturally drawn toward positive energy, positive people! Let others feel your presence!
- Hold glasses in your LEFT hand (always with a cocktail napkin!) leaving your right hand free to shake hands.
- Approach singles, groups of 3's or more.
- Invest 5-7 minutes per person and then move on.
- Disengage tactfully and provide an introduction before leaving (the proverbial pass-off!)
- Introduce yourself to senior level people you normally would not have the opportunity to meet.
- Actively engage in artful Small Talk and conversation skill, remembering your preparation and research for each conversation launch.
- Always ask before assuming someone wants your card, "May I offer you my card?"
"May I ask for your card?"
- Make personal notes about the other person to use in subsequent follow-up communication.
- Walk whomever you are speaking with not only to the door, but outside the door as they are leaving to take advantage of "real talk" to advance the relationship; thank them for attending.
- Send a brief email note of thanks, after having identified they are an e-culture person/company, ... and follow-up with a personal, hand-written note the next day or within 48 hours. Clearly, the longer you wait, the less impact the gesture holds. This provides you with an opportunity to get yourself, your company/brand in front of your target and leave yet another Judy Jones "impression." And, ... 'repetition is reputation!
- Apologize face-to-face … the sooner the better. Show remorse, humility; own it.
- Ask forgiveness. State what you will do going forward.
- Write a personal note; email, text or even a phone call is not as effective.
- Allow time to heal and regain their trust.
- Say, “I’m sorry I made you feel that way because of my words/behavior.”