CHAPTER 11Developing a Professional Presence

“Books are judged by their covers, houses are judged 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 does, but not right away. In the meantime, a lot of opportunities can be lost.”

-Susan Bixler & Nancy Nix-Rice, Authors, The New Professional Image

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Before reading Chapter 11, how would you have explained “professional presence”?

How do you explain “professional presence” after reading Chapter 11?

Professional Presence

© 2011 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

• 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

Professional Presence

© 2011 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

The Importance of Making a Good First Impression

• First impressions are lasting ones

• First impressions are the first step in building a long-term relationship

• The secret to making a good first impression:– Social generosity– Putting the emotional focus on the other

person(s)

© 2011 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

The Importance of Making a Good 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 they know about you at that point

© 2011 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

The First Few Seconds

• Our thinking is not always rational• Decisions happen subconsciously in a split second

Assumptions vs. Facts• Initial impressions are made up of assumptions

and facts• The briefer the encounter, the greater the chance

for misinformation

The Importance of Makinga Good First Impression

© 2011 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Cultural Influences• Stereotypes of entire groups can be formed

during early years• Lead us to have impressions of some people

before we even meet them

The Importance of Making a Good First Impression

Do you believe dress codes are discriminatory of diverse cultures?

What principles should organizations follow when creating culture-sensitive dress codes?

© 2011 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

The Image You Project

© 2011 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Surface Language: A pattern of immediate impressions conveyed by appearance

What contributes to your surface language?

Basic principles of appearance that withstand time:•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

The Image You Project:Through Surface Language

© 2011 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Selecting Career Apparel

• Special uniforms for particular jobs

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

• Uniforms can enhance company cohesiveness & add to company spirit

The Image You Project:Through Career Apparel

© 2011 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

Wardrobe Engineering: Describes how clothing and accessories can create a certain image

• Effective packaging is an individual matter based on a variety of factors

The Image You Project:Through Wardrobe Engineering

What factors should be considered when deciding if an

ensemble is appropriate?

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The Business Casual Look• 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

The Image You Project:Through The Business Casual Look

What other standards of dress are wise to abide?

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• After overall appearance, facial expressions are the most visible part of you

• Provides clues to identify the inner feelings of another

• Strongly influence people’s reactions to each other

The Image You Project:Through Facial Expression

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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

The Image You Project:Through Entrance & Carriage

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Voice qualities that contribute to your image:

•Tone of voice•Rate of speech (tempo)•Volume•Ability to pronounce (diction)

The Image You Project:Through Voice Quality & Speech

What qualities and habits should you avoid?

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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

The Image You Project:Through Your Handshake

Is gender/should gender be a factor in handshaking?

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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 recap responsibilities

The Image You Project:Through Etiquette

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Cell Phone Etiquette• Don’t use in meetings, elevators, restaurants• Talk in a normal speaking voice• Ask disturbing cell users to take the call in

private

Conversational Etiquette• Don’t be too informal, too fast• Avoid foul language, sensitive terms, slang

The Image You Project:Through Etiquette

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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

The Image You Project:Through Etiquette

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• Communicate the image that you are someone that is conscientious

• Show that you care enough to make a good impression

The Image You Project:At The Job Interview

How can you prepare to be sure that the image you project is

appropriate for your interview?

© 2011 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.