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Should I have a slightly different “brand” depending on who I am talking to? 0

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Last Friday at my strategic branding workshop, I received the question, “Should I have a slightly different “brand” depending on who I am talking to?”  I think this is an excellent question. I’m going to answer it to benefit those of you who were not at the workshop.

When I’m working one-on-one with clients, I often get inquiry into whether I am asking a particular question with respect to their personal life or business.  My answer is always the same- there is no distinction in my world of personal branding.

Let’s start with my constant premise that initially people buy people and NOT products or services.  Therefore, YOU are the critical brand that I am buying. If this is true (and I say it is), then your personal brand is always going to be the same and a constant because of who you are.

Now, there are two things that need to be addressed off of this premise:

1. You change over time due to circumstances- We do reviews of clients’ personal brands at least on an annual basis because it is clear that as humans, we are dynamic and will evolve.  Thus, our personal brands evolve. So we do need to look at who we are with fresh eyes within the context of our target market and business.

2. You have to assess your audience and read THEIR personal brands well. Once you do so, you don’t have a different brand with them, you interact with them with your personal brand, but in a manner that resonates with the other person.

Here’s an example: Suppose you are a journalist and an avid skier and sports fan.  You are at a networking function where you meet another journalist who may be able to send some work/referrals your way.  Plus, it’s always good to know people in your profession.  You ask the critical questions to find out about them and realize they know nothing about skiing. You are not going to attempt to “connect” with them about skiing, are you? Of course not!  You just keep seeking out something unique about you that may interest them and that you both may have in common.

So in short to answer the question: No, you don’t have a different brand depending on with whom you speak.  But you do show the varying sides of your dynamic and flexible personal brand so you can connect and resonate with the other person always.

Posted on: 09-12-2011
Posted in: Behavior, Business Brand, Networking, Personal branding

Watch Your Body Language Over The Phone! 0

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Your effective personal brand is in large part about how you communicate who you are to your target market and clientele.  Given that 78% of all communication is non-verbal AND given  that we spend so many hours on the phone selling and working, having effective body language and posture over the phone is just as critical as having effective body language during an in-person meeting.

When we are going out to see clients or prospects or to a networking event, we spend time and effort (hopefully!) on our visual appearance.  We take time to (hopefully!) give ourselves a pep talk and get ready to be “charming”.  However, people notice and pay attention to your phone voice and tone, too.   So why shouldn’t you spend time getting ready to make phone calls, too?

Your posture and how you feel about yourself as you make or take a phone call speak volumes to the other party on the call with you.  I’ve run many experiments to test this theory. We’ve had people answer the phone in a less-than pleasant mood, while slumped over in their chair wearing pajamas.  The party on the other end of the call often times remarked concern and asked, “Is everything ok? You sound not well.”  Is this how you want to be remembered on the phone?

Remember:

  • Dress the part- while you don’t have to wear a suit to make a phone call, ask yourself if you’d be happy to be on a visual call while you are on the phone.  If the answer is “no”, then your phone voice and tone will resonate that same lack of self- confidence to the other party over the phone.
  • Smile as you talk.  Your smile will transfer non-visually into an effective personal brand for you over the phone.
  • Sit up straight in your chair as you talk on the phone.
  • Give your full attention to the party on the other line.  Shut down your email and do one thing at a time so you can do it well.
  • Uncross your legs so you are grounded and feel stable as you speak.
  • Listen and pause- don’t do all the talking.

 

Posted on: 08-8-2011
Posted in: Business Brand, Communication, customer service, first impression, General Image, nonverbal communication, Personal branding, self-confidence, Uncategorized

Communicating With Aggressive Customers 0

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As a business owner or employee, we all have this problem sooner or later: a customer becomes aggressive, and even hostile, during a business interaction or negotiation.  What should we do?

First, I can tell you what NOT to do from my years of personal experience and observation of others in action.  Rarely does it work to interrupt the customer and offer up reasons as to why they are wrong.  I see this technique happen all the time with my clientele when I am working one on one with them.   My clients often tell me they feel the need to try to stop the customer and make them feel better by giving them the correct version of what happened.

The problem here is that by doing so you are: 1)angering the customer even more because you have interrupted their rant/rave 2) offering up what sounds like poor excuses to justify screwing up, leaving a very poor personal brand of yourself for the customer and 3) showing the customer that you are not able to “confront” them and have an intelligent conversation with them.

When you encounter an aggressive customer, I recommend you do the following:

1. Realize this situation is NOT personal to you- the customer isn’t aggressive with you.  They hardly know you. They are aggressive with the situation and you just happen to be the face of the situation upon whom they can vent. They don’t know you. They don’t know you are a kind person and on their side.

2.  Allow the customer to fully vent or finish their cycle of aggressiveness- Of course, this makes sense so long as they are not physically threatening you. But 9 times out of 10, people just want to be heard.  If you just allow them to be heard, you have given them 90% of what they need and want in that moment.

3. Acknowledge their reason for being aggressive- no matter how nuts you think the customer is being, remember that to them their aggressiveness is very real and right. They may go home and realize they were a jerk, but in that moment they feel hurt and thus, aggressive.  Realize this fact and say something to acknowledge them as humans. It could be as simple as saying, “I totally understand how you would feel this way”.  This statement doesn’t mean you agree with them, but that you get them.

4.  Look them in the eyes and don’t let your gaze drift- holding your own and being able to confront a situation means being able to be with a person in that very moment and looking them in the eyes. I’m not saying stare them down. In fact, that is exactly what NOT to do. But looking with compassion into another human’s eyes, immediately deflates any tense situation. Non-verbal communication is at least 78% of all communication. So by holding a steady gaze, you are saying volumes without saying a word. In fact, a firm and compassionate gaze sets you up for a completely effective and confident and strong personal brand.

WHAT EXPERIENCES HAVE YOU HAD WITH AN AGGRESSIVE CUSTOMER? EMAIL US AND LET US KNOW.

Posted on: 06-19-2011
Posted in: aggressive customers, Behavior, Communication, Confrontation, nonverbal communication
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