Capitalize on Social Opportunities!
By Ellen Dunnigan
The average day for the average business person is filled with opportunity! (I can hear the pessimists groaning now.) But I write not as an optimist, but as a realist. Think of the number of people you interact with everyday. Of course, there are telephone calls and the people you see at the office, whether you want to or not. But there are also meetings with customers, training sessions, and luncheons. Add these events up and you interact with tens, maybe even a hundred people a day. Throw in a speech along the way, or perhaps a reporter inquiring about your business, and that number quickly becomes hundreds if not thousands.
The point is that each of these interactions is an opportunity. We are all familiar with the buzzword; let’s say it in unison: “networking.” For some, networking comes naturally, but for others, networking can be a stressful event. But think of it this way: You work hard, you spend half your life in the office, poring over projects, and at the end of the day you are proud of what you have accomplished. So why would you blow it by not taking the time to make a great first impression? Each new person you meet represents an opportunity to capitalize on your hard work. I’m not saying that we should all become walking salespeople, but it is only natural to want to do business with people we like.
Extroverts would like to have the rest of the world believe that they are comfortable in any social setting, but the simple truth is that everyone, introvert or extrovert, sometimes finds themselves in an anxiety- inducing situation. You can bet that in a room full of people, many, if not all, are hesitant to initiate conversations.
Take the initiative. In a crowded room you should see a bubble over each person’s head that reads “OPPORTUNITY!” in big bold letters. Approach someone and introduce yourself with confidence, class, and charisma. Easier said than done, right? Here is how to look and sound the part:
• Smile warmly, and acknowledge the other person’s name right away. Try something like, “Tom, it’s very nice to meet you.” Then state your name slowly, e.g., “I’m Jane Doe.”
• Face your listener, maintain good eye contact, and be sure to use a firm handshake for both men and women.
• Be prepared with a short and meaningful statement about what you do or why you’re attending the event. You do not want to be at a loss of words so early in the conversation.
• Adjust your volume and rate of speech to match that of the other person.
• Pause briefly after expressing important ideas. This allows the listener time to process and hopefully remember the idea.
• Consider the power of thoughtful silences. These moments let the other person know you are really considering what was said and are sincere.
• Make sure the ends of your statements have a slight downward pitch. This indicates certainty and confidence. An upward pitch indicates hesitancy or a question.
• In face-to-face communication, your facial expressions and body movements also carry effective meaning. Your smile, the tilt of your head, the movements of your hands and shoulders, and your eye contact all serve to engage your listener and to help them hear the message.
We all use “credibility detectors” when listening to someone talk to us. These sensors in the brain are activated by tone of voice and body language, not words. They give us important information about the speaker’s sincerity, integrity, and emotional intelligence. Some people equate this to the “gut-level hunch” we often sense. When kids listen to adults speak, they listen to the “strength” of the message for cues about whether or not the adult means what he or she is saying.
Do you "say it like you mean it"? Women often are not taken seriously for one of three reasons. First, her voice may be too quiet, making her sound unsure and non-authoritative. Second, she is too high-pitched, making her sound like a little girl or a cheerleader. Or third, she puts more inflection at the end of a sentence, making her sound as if she is asking a question. Some men, on the other hand, have a tendency to speak too flatly and without inflection. People hear what is being said but do not listen, not because the topic was tedious, but because of the tiresome delivery. Moreover, men are prone to rough, gravelly voices from fatigue, not drinking enough water, and tension affecting the voice muscles.
Whatever the nature of your business, your voice is one of your most valuable assets. The bright first impression you make with effectual body language and a strong, clear voice could open up doors to your personal and professional future. People rarely think about their voices and their speech, let alone invest the time needed to maximize their voice and speech skills. Others learn who you are, what you are all about, and even how much you care about them by what you say and how you say it. When you master the skills of aligning what you want people to understand with the manner in which you speak, you vastly improve your chance of leaving a memorable impression. And you just might find yourself becoming an optimist.
Accent On Business founder and CEO Ellen Dunnigan is a seasoned voice and speech coach for business professionals. For nearly two decades, Ellen has coached leaders, entrepreneurs, sales people, media personalities, amateur speakers, and those with voice issues to become more charismatic and influential. She is locally and nationally known for helping leaders give voice to their vision, and for creating confident, memorable, and credible speakers.
Ellen Dunnigan is a masters prepared speech-language pathologist with specific training in voice, English, foreign-accent reduction, and neurolinguistic programming. She is nationally certified by the American Speech-Language Hearing Association.