chapter 1 opening moves: making initial encounters work

Chapter 1 Opening Moves: Making Initial Encounters Work

Civility costs nothing and buys everything Lady Mary Wortley Montagu

Courtesy begins with introductions If an introduction is mismanaged, there is a strong possibility that the emerging business relationship will also be subject to problems That is why you must start right away to build a strong foundation for your new business relationships The initial phase of a business relationship can have extraordinary effects on careers-- & on whole organizations

Business breakthroughs are built on alliances, & alliances are built on relationships By initiating relationships in the right way, you make later relationships possible!

Make a super first impression Just as you often judge others by the initial impact they have on you, so are you likely to be judged yourself in the first few moments of interacting with someone

Tips for making a great 1 st impression: When meeting another person, extend a confident handshake as you make eye contact Eliminate trendy words from your vocabulary When you are representing your organization, always carry materials that broadcast a quality messagesupporting materials are a definite reflection of your (& your organizations) style

How to make it easy for others to start a conversation with you People with minglephobia are often cured when someone else starts up the discussion When youre in a room of strangers, feeling uncomfortable & standing alone: Get a beverage, go to a window, stand with your back against ithaving a glass to hold will put you at ease & make you look approachable When others are ready to begin a conversation, they are more likely to approach people who are standing in front of a source of natural light

Know Whom to Introduce First The basics of introductions: Mention the name of the higher-status person first If there is no higher-status person such as when introducing 2 clients to each other, both of whom are on the same professional level, say the name of the person you know least well firstby doing this you will bring that person into the conversation & allow him/her to feel more at ease

Know the Value of a Good Handshake Creates a positive or negative reaction A limp handshake can tag you as someone who is hesitant or lacking in resolution An overpowering handshake can brand you as a manipulator A sincere, confident grip conveys confidence & authority

People from different parts of the country expect a variety of distances between 2 people who are greeting each other Try to let the other persons space instincts guide your approach to the handshake

How to offer a good handshake that also maintains a proper distance Clasp the other persons palm with your palm, rather than fingers to fingers Your grip should be firm Hold someones hand too loosely & youll be labeled a dead fish Hold it so firm that you squeeze too hard causes pain Simply apply a little pressure, then let goa handshake is not a contest to see who can grip the hardest Match each othergrip for grip

Talk to the person whose hand you are shakinga simple Nice to meet you or Good to see you again

If you know the person well & wish to convey additional warmth, then place your free hand on top of the clasped hands or on the other persons arm or shoulder Do NOT do this if you are meeting someone for the 1 st timeit can be misconstrued as an invasion of territory

If you want to convey a sense of rapport without making the other person uncomfortable, try touching his/her arm between the hand & elbow rather than between the elbow & shoulder As you release the other persons hand, pause briefly but purposefully before continuing the conversation

If going to another country, try to learn what the customs are there for shaking hands In some nations it is considered polite to shake upon meeting & leavingnot doing so may give offense For some, handshakes should be firm, for others they should be aggressive, & for still others, where there is a caste system, you should shake hands only with persons of a certain standing

Some countries frown on shaking hands with a member of the opposite sex There are some social systems where the greeting is not a handshake but a bow

The more you learn about specific customs, the easier it will be for you to get along no matter what country you are in

Manage the Unconventional Handshake When you are about to extend your hand to someone who is unable to offer you a right hand, what should you do?

Follow the other persons lead When dealing with a person whose right hand or arm is clearly disabled, avoid reaching for that hand Whatever the reason for the persons incapacity, always issue a verbal greeting, pause, & then observe the appropriate body language & act accordingly In some cases, the person may offer you their left hand

Turn a Social Gaffe into a Positive Experience What matters is not that youve committed a faux pas (thats French for misstep) but how you handle the situation If you keep your composure you can turn an embarrassing situation around

Dont Say Im Sorry Automatically Consider 1 of the following responses: Thank you for your comment! Thank you for the feedback! Thank youyouve given me something to think about! All of these are much more professional ways of responding than Im sorry which can come across as emotional & servile

The phrase Thank you is appropriate & optimistic & it reinforces the positive intent of the person who passed along the criticism

Explain your faux pas with grace Rather than getting tongue-tied with apologies, over-explaining, or trying to evade the situation, issue a concise, poised recovery Acknowledge the misstep Say youre sorrythen move on! Example: Say Please accept my apologies for calling you by your competitors name. Then go back to the subject at hand When its over, let it be over!

Ask for help when neededso you misstated something or came up blank in an assessmentturn this to your advantage! It shows maturity to admit that you are human; dont let embarrassment trip you up Example: You may ask Who can help me with that particular figure?

Turn the attention elsewhere The best way to do this is to praise another person Example: Say It looks like I can take a lesson or two from you!

Any gaffe can be turned into a positive experience if its handled with grace & wit People remember poise

With the right approach you wont be remembered as the person who made the huge mistakeyoull be thought of as the person who saved the day with on- your-feet thinking & a great deal of charm!

Handle Name Lapses Gracefully Someone comes up to you, greets you by name, & talks at length about how great it is to see you... Rule #1: Do not ask Who are you? Instead, respond in kind & let the person know you are glad to see him/her 1 way to refresh your memory is to ask the person what has been going on since you last talkedtheir response may reveal something

If you still cant remember the name, be cordial & simply avoid using a name of any kind After the conversation has ended, ask a colleague if they can help you When you remember the name, jot it down, send the person a note saying you enjoyed seeing them againit helps cover the fact that you didnt use a name when you saw them

Trick: As the person nears you, simply welcome him/her with a handshake & your namedont say another word The person should respond the same (& theres a chance they have forgotten your name too)

Use a Last Name Unless Invited to Do Otherwise Although many people have no problem moving to a casual conversational mode more or less instantly with new acquaintances, this practice is still unacceptable in the minds of many people in a business setting

Moving to a 1 st name basis before the other person is ready to do so is an especially poor policy to pursue during telephone conversations with customers & prospects Common courtesy dictates that you wait until you are invited to address a telephone contact by his/her 1 st nameespecially if the someone is an individual you are speaking to for the 1 st time

If you are meeting someone for the 1 st time, & the other person is either prominent within their field or at least 2 decades older than you, then you should use their title & last name

Do not ask someone for permission to use their 1 st nameuse the last name until you are directed to do otherwise

Negotiate Business Card Exchanges Flawlessly During a 1 st -time meeting, you may request a business card from the other person provided that youve offered your own card 1 st Exception: If the person youre speaking with is of significantly higher status (more than 1 level above your position), you should wait for the person to offer you his/her card, rather than ask for one But, the more seasoned a businessperson is, the less likely he/she will be to distribute business cards or to ask for them

Give only 1 business card to your contact (rather than 2-3)it will be interpreted as a request from you to broker your service Tacky! Keep the emphasis on person-to-person contact

Make a powerful, positive 1 st impression Establish appropriate eye contact Avoid colloquialisms & slang Have the right support materials at hand

Know who should be introduced 1 st

Avoid offering a limp handshake Make sure your grip is confident & appropriate to the situation

Manage unconventional handshake situations by following the other persons lead

Remember: You can use social missteps as an opportunity to display grace, wit, & poise

Never ask Who are you? Find creative ways to determine the names of people to whom youve been introduced

Dont use the persons 1 st name unless youre invited to do so

Present a single business card Follow the lead of a higher-ranking person, rather than asking for his/her business card

chapter 1 opening moves: making initial encounters work

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