chapter eleven developing a professional presence

Chapter Eleven

Developing a Professional

Presence

Copyright © Houghton Mifflin Company. All rights reserved. 11 - 2

Chapter Preview: Developing a Professional Presence

• Importance of professional presence

• Favorable first impressions

• The image you project to others

• Choice of clothing for work

• Manners and interpersonal relations at work


Professional Presence

• A dynamic blend of – Poise– Self-confidence– Control– Style



• Empowers us to be able to command respect in any situation

• Permits us to project confidence that others can quickly perceive

• Permits us to rise above the crowd



• Can’t be superficial

• Requires principles including:– Service (making a contribution)– Integrity and honesty (foundation of trust)– Human dignity (every person has worth)– Fairness (justice for all)


Making a Good Impression

• A positive first impression during a job interview, business or social contact:– is a lasting impression– is the first step to building a long-term

relationship– helps you gain professional benefits– helps you achieve your fullest potential in

your career choice


The Primacy Effect

• The tendency to form impressions quickly at the time of initial meeting

• First impressions establish a mental framework

• Later information is either ignored or reinterpreted based on initial framework


The First Few Seconds

• People begin forming an option within seconds

• A person may feel– threatened, offended, or bored– comfortable, safe, or interested

• Difficult to reverse first opinion


Assumptions Versus Facts

• Initial impressions are made up of assumptions and facts

• Often reliance on assumptions based on nonverbal communication

• The briefer the encounter, the greater the chance for misinformation


Total Person Insight

Books are judged by their covers, houses are appraised by their curb appeal, and people are initially evaluated on how they choose to dress and behave. In a perfect world this is not fair, moral, or just. What’s inside should count a great deal more. And eventually it usually does, but not right away. In the meantime, a lot of opportunities can be lost.

Susan Bixler and Nancy Nix-Rice

Authors, The New Professional Image


Cultural Influence

• Stereotypes of entire groups can be formed during early years

• May lead to established impressions before we meet a new person

• Cultural differences can be subtle


Cultural Influence

• Organizations today– Attempt to create a new kind of workplace

where cultural and ethnic differences are treated as assets

– Find it more difficult to develop policies that do not offend one ethnic group or another

• Many employees still feel pressure to conform to the mainstream


The Image You Project

• Image describes how other people feel about you

• Behaviors that communicate a mental picture that others observe and remember– The picture determines how they react to

you


The Image You Project

• A tool to reveal– inherent qualities– competence– attitude– leadership potential

• Like a picture puzzle that is formed by a variety of factors


Figure 11.1

Figure 11.1Major Factors That Form Your Image


Surface Language

• A pattern of immediate impressions conveyed by appearance– Clothing– Hairstyle– Fragrance– Jewelry

• Often influences assumptions


Surface Language

• People judge appearance before they judge your talents

• Clothing is particularly important


Surface Language

• More relaxed dress code in recent years

• Things that have not changed– If you want the job, look the part– If you want the promotion, look promotable– If you want respect, dress as well or better

than industry standards


Selecting Career Apparel

• Special uniforms for particular jobs

• Project an image of – consistent quality– good service– uniqueness

• Uniforms can enhance company cohesiveness and add to company spirit


Career Apparel

• Special-design uniforms– Airline clerks– Restaurant employees

• Other typical career apparel– Blue or grey business suit by female

lawyer or male banker– Matching shirt and pants for technician


Wardrobe Engineering

• Describes how clothing and accessories can create a certain image

• Effective packaging is an individual matter based on the person’s – circumstances– age– weight– height– coloring– objectives


Wardrobe Engineering

A few factors to consider…

• Products and services offered

• Type of person served

• Desired image projected by the organization

• Geographic region


The Business Casual Look

• Movement toward emphasis on greater comfort and individuality

• Bridges the gap between more formal clothing and traditional play or casual clothes



• The casual look was inspired by efforts to improve teamwork

• Bottom-up initiatives often emphasize getting rid of symbols of top-down authority

• Younger workers are more relaxed and looking for new ways to express individuality



• Slacks• Khaki pants• Collared shirts or

blouses• Shoes with socks

• Jeans• T-shirts• Shorts• Sneakers• Sandals

Usually includes Usually excludes


Typical Casual-Dress Guidelines

• Wear dressier business clothing when meeting with customers or clients

• Respect the boundary between work and leisure clothing

• Wear clothing that is clean and neat and that fits well


Your Facial Expression

• After overall appearance, most visible part of you

• Clues by which others read mood and personality

• Clue to identify the inner feelings of another


Your Facial Expression

• Strongly influence people’s reactions to each other

• Triggers positive or negative reactions

• Smile is most recognizable signal in the world

• People tend to trust a smiling face


Your Entrance and Carriage

• The way you enter an office or business meeting can influence the image you project

• If you feel apprehensive, try not to let it show

• Set the stage for the meeting


Your Entrance and Carriage

• Hold your head up

• Don’t slump

• Project self-confidence with – a strong stride– a friendly smile – good posture– a genuine sense of energy


Your Voice

• Qualities that contribute to meaning attached to verbal messages– Tone of voice – Rate of speech (tempo)– Volume – Ability to pronounce (diction)

• Particularly important on the phone


Your Voice

• Your voice should reflect four qualities.– Confidence– Enthusiasm– Optimism– Sincerity


Your Voice

• Avoid…– Dull and colorless speech– Talking to fast or slow– Monotone– Mumbling– Strong accent


Your Voice

• Cultural and racial differences are sometimes detectable in our voices and dialects

• The best rule is to be yourself; communicate well and be understood


Your Handshake

• A friendly and professional way to greet someone

• Can communicate warmth or indifference

• Might be the only physical contact between people


Your Handshake

• The message the handshake sends depends on several factors– Degree of firmness– Degree of dryness of hands– Duration of grip– Depth of interlock– Eye contact during handshake


Your Handshake

• A firm handshake communicates a caring attitude; a weak grip communicates indifference

• A moist palm can communicate nervousness and is likely to repel most people


Your Handshake

• Extending the duration can often communicate a greater degree of interest

• A full, deep grip is likely to communicate friendship and strength to the other person

• Making and maintaining eye contact can increase the positive impact


Etiquette for a Changing World

• Etiquette is a set of traditions based on kindness, efficiency and logic– Manners or protocol

• Universal passport to positive relationships and respect

• Avoid behavior that might be offensive


Dining Etiquette

• Business often conducted at meals

• Pay attention to table manners

• Order food that isn’t messy


Meeting Etiquette

• Start and end on time, and on a positive note

• Speak to the topic

• Don’t speak unnecessarily

• Summarize and recap responsibilities


Cell Phone Etiquette

• Do not use at business meetings, in elevators, or in restaurants

• Take in a normal speaking voice

• Ask cell users who disturb to take the call in private


Conversational Etiquette

• Don’t be too informal, too fast

• Avoid foul language

• Avoid other sensitive terms or expressions


Networking Etiquette

• Tell your name and what you do

• Avoid negative talk

• Follow up with contacts


Total Person Insight

In a society as ridden as ours with expensive status symbols, where every purchase is considered a social statement, there is no easier or cheaper way to distinguish oneself than by the practice of gentle manners.

Judith Martin

Author


Incivility—The Ultimate Career Killer

• Civility is the sum of the many sacrifices we are called to make for the sake of living together

• Civility is under siege in our society – increase in coarse, rude, and obnoxious behavior

• Unfortunately, some of the most outrageous behavior has been rewarded with wealth and influence


Incivility—The Ultimate Career Killer

• Small gestures can improve civility and enhance your career, e.g.– Saying "Please" and "Thank you" – Opening doors for others– Treating coworkers with dignity and respect


Professional Presence and Job Interview

• Communicate the image that you are someone that is conscientious

• Be prepared– Visit the place of business beforehand– Observe the people already working there– Dress up one step in terms of professional

appearance


Summary

• Professional presence permits us to be perceived as self-assured and competent– Perceived the first time someone meets us

• People form impressions quickly

• Impressions tend to last


Summary

• First impressions are made up of – Assumptions– Facts

• Assumptions are based on– cultural influences– surface language

• Discrimination based on appearance still exists


Summary

• Four factors tend to influence choice of clothing for work:– Services offered– Type of customer– Desired image– Region where you work


Summary

• Image is projected by– facial expressions – your entrance– your handshake – voice– manners and etiquette

• Consider all factors before an interview or situation to make a positive first impression

chapter eleven developing a professional presence

Documents

professional presence

subtle slide

misinformation slide

opinion slide

crowd slide

new professional image

initial framework slide

career choice slide