By Kathleen Dohearty, Branigan Communications, www.branigan.biz
Eye contact has gone the way of the ink dip pen. In business we talk a lot about financials, bottom lines, balance sheets, marketing and sales. But for those who are tethered to texting, knowing the basics of personal presentation shouldn’t be a lost art. Relationships based on honest emotional connections are as important as knowing what you’re talking about.
Don’t get me wrong. Personality alone cannot be the sole basis for a career – because it also takes hard work and persistence – but understanding the beauty of how to connect with people in a meaningful way is unfortunately perceived as more of a value-add than a given these days.
Exhibit A: A job interview. A candidate might have all of the knowledge in the world about any given subject, but if he or she can’t connect with the interviewer on a professional level, find commonalities and genuinely take an interest in the person sitting across the table, all hope is lost. No one wants to work with someone who is smart and not personable – and vice versa. In today’s job market, one must have both – and that’s just the ante to get into the game.
Exhibit B: A new business scenario. The hard sell approach typically won’t get it done anymore. Listening, connecting and understanding a prospect’s business are the new black. Business relationships based on mutual respect and strong results are good. When we are able to take that baseline and integrate trust and friendship, they become great. It is the difference between those two levels of relationships that determines longevity and professional fulfillment.
This may sound like Business 101 – but today it’s not. In our world of instantaneous communication, getting to know someone may seem as tedious as writing a thank you note by hand. But it’s necessary, and in this day and age, will set people apart from their peers.
My dad was in sales for 40 years and he used to harp at me to answer our home phone “Dohearty residence, Kathleen speaking.” I hated it. No one else I knew had to answer the phone that way. Why was he putting me through this torment? Why couldn’t I just say “hello” like the rest of my friends? It was because he knew the importance of connecting with people and presenting yourself in a way that was warm, welcoming and respectful to friends and family.
All of these years later I understand that he taught me the golden rule of business at a young age and I’ll always be grateful to him for that guidance.
The next time you’re using a touch screen keypad to input an appointment into the smartphone that’s synched to your laptop, remember that a firm handshake and a promise to deliver isn’t enough. It all comes down to good old-fashioned customer service. Are you invested enough in your client relationships to go the distance? Even in the world of text shorthand, the ink dip pen is still relevant – now more than ever.
