1. Chapter 6 Developing a Professional Presence

2. Learning Objectives After studying Chapter 6, you will be able to: © 2012 Cengage Learning. All rights reserved.6–2  Explain the importance of professional presence.  Understand the importance of a favorable first impression.  Define image and describe the factors that form the image you project to others.  List and discuss factors that influence your choice of clothing for work.  Understand how workplace etiquette contributes to improved interpersonal relations.

3. © 2012 Cengage Learning. All rights reserved.6–3 Professional Presence How do you explain “professional presence” after reading Chapter 6? Before reading Chapter 6, how would you have explained “professional presence”?

4. Professional Presence Is 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 © 2012 Cengage Learning. All rights reserved.6–4

5. Making a Good First Impression Why First impressions Are Important: –They are lasting ones –They are the first step in building a long-term relationship How to Make A Good First Impression: –Exhibit social generosity by putting the emotional focus on the other person(s) © 2012 Cengage Learning. All rights reserved.6–5

6. The Effects of a First Impression 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 is known about a person at that point © 2012 Cengage Learning. All rights reserved.6–6

7. Making a Good First Impression The First Few Seconds –Our thinking is not always rational –Decisions happen subconsciously in a split second Assumptions Versus Facts –Initial impressions are made up of assumptions and facts –The briefer the encounter, the greater the chance for misinformation © 2012 Cengage Learning. All rights reserved.6–7

8. © 2012 Cengage Learning. All rights reserved.6–8 Making a Good First Impression Cultural Influences –Can cause us to form stereotypes of entire groups during our early years –Lead us to have impressions of some people before we even meet them Do you believe dress codes are discriminatory of diverse cultures? What principles should organizations follow when creating culture-sensitive dress codes?

9. © 2012 Cengage Learning. All rights reserved.6–9 The Image You Project An Image Is: –How people feel about your personal brand –A tool to reveal personal qualities, attitudes, competencies and leadership potential –Formed by a variety of factors: Manners, self-confidence, voice quality, versatility, integrity, entrance and poise, facial expression, surface language, and handshake.

10. © 2012 Cengage Learning. All rights reserved.6–10 FIGURE 6.1 Major Factors That Form Your Image

11. Image and Surface Language Surface Language –A pattern of immediate impressions conveyed by appearance Basic Principles of Appearance: –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 What contributes to surface language? © 2012 Cengage Learning. All rights reserved.6–11

12. The Image You Project: Career Apparel Effects of Career Apparel –Enhances company cohesiveness –Adds to company spirit Special uniforms for particular jobs project an image of: –Consistent quality –Good service –Uniqueness © 2012 Cengage Learning. All rights reserved.6–12

13. © 2012 Cengage Learning. All rights reserved.6–13 Image Projection: Wardrobe Engineering Wardrobe Engineering –Describes how clothing and accessories can create a certain image –Effective packaging is an individual matter based on a variety of factors What factors should be considered when deciding if an ensemble is appropriate?

14. © 2012 Cengage Learning. All rights reserved.6–14 TABLE 6.1FACTORS INFLUENCING YOUR CHOICE OF CLOTHING FOR WORK 1.Products and services offered. 2.Type of person served. 3.Desired image projected by the organization. 4.Geographic region.

15. The Business Casual Look –Is a movement toward greater comfort and individuality: Wear dressier business clothing when meeting with customers or clients Wear clothing that is clean, neat and fits well What other standards of dress are wise to abide? © 2012 Cengage Learning. All rights reserved.6–15

16. The Image You Project: Facial Expression Facial Expressions –Are the most visible part of an individual after overall appearance –Provide clues to identify the inner feelings of another –Can strongly influence people’s reactions to each other © 2012 Cengage Learning. All rights reserved.6–16

17. Image Projection: Entrance and Carriage The way you enter an office or business meeting can influence the image you project Project self-confidence with: –a strong stride –a friendly smile –good posture –a genuine sense of energy © 2012 Cengage Learning. All rights reserved.6–17

18. Image Projection: Voice Quality and Speech Voice qualities that contribute to your image: –Tone of voice –Rate of speech (tempo) –Volume –Ability to pronounce (diction) What qualities and habits should you avoid? © 2012 Cengage Learning. All rights reserved.6–18

19. Image Projection: 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 Is gender or should gender be a factor in handshaking? © 2012 Cengage Learning. All rights reserved.6–19

20. Image Projection: Etiquette Dining Etiquette –Pay attention to table manners –Order food that is easily controlled, not messy Meeting Etiquette –Start and end positively and on time –Speak to the topic –Summarize and recapitulate responsibilities © 2012 Cengage Learning. All rights reserved.6–20

21. Image Projection: Communication Etiquette Cellular Phone Etiquette –Do not use in meetings, elevators, restaurants –Talk in a normal speaking voice –Ask disturbing users to take the call in private Conversational Etiquette –Do not be too informal; do not speak too fast –Avoid foul language, sensitive terms, slang © 2012 Cengage Learning. All rights reserved.6–21

22. Image Projection: Relationship Etiquette Networking Etiquette –Introduce yourself and what you do –Avoid negative talk –Follow up with contacts –Send a thank-you note to anyone helpful to you Incivility: The Ultimate Career Killer –Civility is a form of social generosity © 2012 Cengage Learning. All rights reserved.6–22

23. Image Projection: At the Job Interview Communicate the image that you are someone that is conscientious Show that you care enough to make a good impression How can you prepare to be sure that the image you project is appropriate for your interview? © 2012 Cengage Learning. All rights reserved.6–23

24. KEY TERMS © 2012 Cengage Learning. All rights reserved.6–24 professional presence primacy effect assumptions cultural influences image surface language career apparel wardrobe engineering business casual etiquette