1. Chapter Eleven Developing a Professional Presence

2. 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

3. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 3 Professional Presence A dynamic blend of poise, self- confidence, control and 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

4. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 4 Professional Presence 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)

5. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 5 Making a Good Impression First impressions are lasting ones First impressions are the first step in building a long-term relationship It is not just first contacts with clients, patients, customers, and others that are important Positive impressions should be the objective of every contact

6. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 6 The Primacy Effect The tendency to form impressions quickly at the time of initial meeting Later information is either ignored or reinterpreted based on initial framework First impressions represent 100% of what they know about you at that point

7. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 7 The First Few Seconds Gladwell’s appearance had lasting implications Our thinking is not always rational Decisions happen subconsciously in a split second

8. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 8 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

9. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 9 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 Emotional focus should be on the other person

10. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 10 Cultural Influence Stereotypes of entire groups can be formed during early years Cultural differences can be subtle 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

11. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 11 The Image You Project Image describes how other people feel about you Behaviors that communicate a mental picture that others observe and remember The image you project is like a picture puzzle that is formed by a variety of factors

12. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 12 Figure 11.1 - Major Factors That Form Your Image

13. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 13 Surface Language A pattern of immediate impressions conveyed by appearance –Clothing –Hairstyle –Fragrance –Jewelry Clothing is particularly important

14. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 14 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

15. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 15 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

16. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 16 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

17. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 17 Table 11.1

18. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 18 The Business Casual Look Slacks Khaki pants Collared shirts or blouses Shoes with socks Jeans T-shirts Shorts Sneakers Sandals Usually includesUsually excludes

19. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 19 Typical Casual-Dress Guidelines Movement toward emphasis on greater comfort and individuality 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

20. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 20 Your Facial Expression After overall appearance, it is the most visible part of you Provides clues to identify the inner feelings of another Strongly influence people’s reactions to each other A smile is most recognizable signal in the world

21. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 21 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 Project self-confidence with –a strong stride –a friendly smile –good posture –a genuine sense of energy

22. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 22 Your Voice Quality and Speech Habits Qualities that contribute to your image –Tone of voice –Rate of speech (tempo) –Volume –Ability to pronounce (diction) Avoid… –Too nasal- Too high-pitched –Too weak- Too insincere –Monotone- Too loud –Strong accent

23. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 23 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

24. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 24 Your Handshake A friendly and professional way to greet someone Can communicate warmth or indifference Might be the only physical contact between people A skill that can be improved

25. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 25 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

26. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 26 Etiquette for a Changing World Etiquette is a set of traditions based on kindness, efficiency and logic –Sometimes called manners or protocol Universal passport to positive relationships and respect Avoid behavior that might be offensive

27. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 27 Dining Etiquette Business meetings often conducted at meals Pay attention to table manners Order food that is easily controlled and is not messy

28. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 28 Meeting Etiquette Start and end on time Always start and end the meeting on a positive note Speak to the topic Don’t speak unnecessarily Summarize and recap responsibilities

29. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 29 Cell Phone Etiquette Do not use at business meetings, in elevators, or in restaurants Talk in a normal speaking voice Ask cell users who disturb you to take the call in private

30. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 30 Conversational Etiquette Don’t be too informal, too fast Avoid foul language Avoid other sensitive terms or expressions

31. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 31 Networking Etiquette When meeting people at an event, tell them your name and what you do Avoid negative talk Follow up with contacts Send a written thank you note if someone has been helpful to you

32. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 32 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

33. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 33 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 Small gestures can improve civility and enhance your career, such as –Saying "Please" and "Thank you" –Opening doors for others –Treating coworkers with dignity and respect

34. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 34 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 Show that you care enough to make a good impression

35. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 35 Chapter Review Importance of professional presence –A dynamic blend of praise, self-confidence, control and style –It permits you to be perceived as self- assured and competent –These qualities are quickly perceived the first time someone meets you

36. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 36 Chapter Review Favorable first impressions –People form impressions of others quickly at the first meeting –First impressions tend to be preserved –The impression you form of another person is made up of assumptions and facts –Assumptions are based on surface language conveyed by appearance –Your verbal messages influence the impression you make

37. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 37 Chapter Review The image you project to others –Image is how other people feel about you –Your behaviors and appearance communicate a mental picture that others observe and remember –The picture determines how they react to you

38. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 38 Chapter Review The image you project to others –Image is formed by Facial ExpressionSelf-confidence VoiceIntegrity Entrance & CarriageManners HandshakeSurface language CompetencePositive attitude

39. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 39 Chapter Review Choice of clothing for work –Discrimination on the basis of appearance is a fact of life –Clothing is an important part of image –Factors that influence choice of clothing for work: The products or services offered The type of person served The desired image of the organization The region where you work

40. Copyright © Houghton Mifflin Company. All rights reserved. 11 | 40 Chapter Review Manners and interpersonal relations at work –Manners, etiquette, or protocol is a set of traditions based on kindness, efficiency, and logic –Proper etiquette Dinning Meeting Cell phone Conversational Networking