PROJECTING A PROFESSIONAL IMAGE

Have you ever seen yourself on TV or videotape? Have you heard your voice on a tape recorder? Have you examined photographs of yourself? How did you look and sound - to yourself? Were you projecting the type of image you would like others to see? These self-images are very important because they give you an idea of how you may be coming across to other people, either positively or negatively. Projecting an appropriate image to other people significantly hastens the development of trust and rapport with those people. With an appropriate image, other people will feel much more comfortable and much more at ease around you, thus making it easier for you to communicate with them. On the other hand, if your image is inappropriate, it will create a roadblock that will severely hamper effective communication.

People who attend to the guidelines of image tend to be more successful than those who do not. Those individuals who look and act like professionals have a decided edge over those who do not convey a professional image.

Remember the famous debate between John F. Kennedy and Richard M. Nixon in 1960? Even if you don't, it is now well-accepted fact that that debate was won by Kennedy more because of his physical image, than by the verbal content of his speech. That event turned out to be a major turning point in the presidential election that year. With that in mind, let's take a closer look at the five critical components of your professional image.

FIRST IMPRESSIONS

"First impressions are lasting impressions." We have all heard that saying before, but have you ever given it serious thought? Have you ever contemplated the ramifications of your first impressions on other people - the way you dress, your voice, grooming, handshake, eye contact, and body posture? The way you choose to manage each of these various factors has a profound effect on how other people will perceive you initially--in the crucial first four minutes of your interaction.

It is an unusual individual who does not make particular value judgments about a person with a heavy Brooklyn accent, a weak handshake, sloppy grooming, poor hygiene, bad vocabulary, poor posture, or ill-fitting clothing.

I know this is true from first hand experience. Back in the early 70's, recently accredited with my MBA and happily engaged in my first college teaching position, a friend asked me what was my long term career goal. When I answered that I would like to eventually become the president of a large university, my friend chuckled and replied, "Tony, there's no way!" I took offense at this and demanded to know why he would react that way. He said, "Don't misunderstand me, Tony. You're certainly intelligent and ambitious enough. But can you imagine yourself addressing the student body with your Brooklyn accent?" I realized that he was right. My accent was so heavy (lots of 'dees' and 'dose') that it would have had a negative impact on my credibility and my career. I resolved to change that aspect of myself and eventually became a professional speaker.

Take the risk of asking one or more of your close friends if you are guilty of any of these image deficiencies. If so, first thank your friends for their honesty, and then immediately do something to correct them.

DEPTH OF KNOWLEDGE

This area refers to how well you know your products and services--your particular area of expertise. How well do you know your company, your industry, your competition, and your customers? You should make every effort to learn as much as possible about your particular area of expertise. Take advantage of any training programs that your company or industry may offer. By increasing your depth of knowledge, you will command respect from your customers, co-workers, and competition by projecting an image of intelligence and credibility.

BREADTH OF KNOWLEDGE

This area deals with your ability to converse with others in fields outside of your own particular area of expertise. Read at least one newspaper a day and a minimum of one book a month. If you can't find the time to read, get books on audio and listen to them in your car. Make it a goal to learn something new each week.

The People's Network is a tremendous tool for enhancing your breadth of knowledge. With programs on career and business, health and wellness, finance, personal development, computers and technology, families and relationships, communication, and many other subject areas conducted by many of the world's experts on these topics, it's an ideal way to expand your educational horizons. Make it a habit to tune in regularly.

When you are willing and able to talk with people about topics that are of interest and importance to them, those people will feel much more comfortable being in your presence. In fact, people will go out of their way to talk with you. By increasing your breadth of knowledge, you will increase your circle of influence with people of varying backgrounds and education.

ADAPTABILITY

Adaptability is your willingness and ability to behave in ways that are not necessarily characteristic of your style in order to deal effectively with the requirements of a situation or relationship. Adaptable people make the choice to go beyond their own comfort zones so others feel more comfortable.

With adaptability, you can treat people the way they want to be treated. You practice adaptability every time you slow down with another person who does not feel as comfortable moving as fast as you do. You also practice adaptability when you take time to listen to a personal story from another person, rather than getting right down to the task at hand.

Adaptability is important because people are different and need to be treated differently. You develop open and honest relationships with others by being tactful, reasonable, and understanding. You do this by exhibiting adaptable behavior.

ENTHUSIASM

The great American poet and essayist, Ralph Waldo Emerson, once said: "Nothing great was ever achieved without enthusiasm." If you want others to show enthusiasm for you and your ideas, you must project that quality yourself. It doesn't just happen.

Enthusiasm is magnetic--positive or negative. Enthusiastic people draw others to them; unenthusiastic people repel others away from them. When you outwardly show enthusiasm yourself, the same attitude will rub off on others - and vice versa. The choice is yours. Which will you choose?

From the beginning to the end of every interaction with another person, you are on stage--like it or not. Every word, gesture, expression, and impression that you project will be seen and evaluated, consciously or subconsciously, by others. That image you project will facilitate or impede your success with others. Therefore, go through great pains to make sure that the image you project in each and every transaction is an image that helps facilitate and foster open, honest, and trusting communications. Project a professional image.

ARTICLE TAGLINE FOR DR. TONY ALESSANDRA

Dr. Tony Alessandra has authored 13 books, recorded over 50 audio and video programs, and delivered over 2,000 keynote speeches since 1976. The ideas in this article, and many others, are adapted from Dr. Alessandra's book, The Sales Professional's Idea-A-Day Guide (Dartnell). If you would like more information about Dr. Alessandra's books, audio tapesets and video programs, or about Dr. Alessandra as a keynote speaker for your group, call (800) 222-4383 or visit his website at http://www.alessandra.com.

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