Author: Fiona Whytehead at JFWS 

Topic: Personal impact

OVERVIEW 

• For those of us who work in the 'people business' what impression we make, confidence we instil, emotion or calm we impart - is all. It's what we are judged on, how we gain credibility. 

• Our personal impact – what effect and influence we have on others and how they rate is us - is about how well we communicate, present ourselves and respect others.  Here are 10 tips for developing a vibrant personal impact.

10-STEP ACTION PLAN

1.  Accept that we all make judgements on others based on how they appear and sound 

• What we are saying is vital, our content must be excellent, but how we are saying it and our appearance/body language will affect whether we are trusted or understood and how credibly our organisation is viewed. 

• Research shows that in the first 30 seconds of meeting someone only 7% of our judgement is concerned with what is being said and the rest is based on how it is being said and what that person looks like. 

• First impressions stay with us. This isn’t a mantra for presentation being more important than substance – far from it. If you don’t know your stuff you will be found out eventually, however slick your personal presentation is, and ultimately you won’t deliver. 

• It's rather that we need to promote, package and communicate effectively in congruence with what we are saying, so that words will be heard and our overall personal impact will inspire the trust and confidence that we need to have and evoke to work successfully. 

2.  Understand how mind, body and emotion are all linked and affect each other

In simple terms if we are nervous and allow ourselves to think nervous thoughts, we will betray this through our eyes, body language and voice. If our mind is not on the job, we will appear distracted to our audience who are unlikely to take us seriously; slouching in a chair at a business meeting will look disrespectful. This all makes us look weak and so weakens our content and message.

3.  Become self-aware and not self-conscious

• While in the act of talking to someone, we don’t want to be distracted by wondering if we are standing right or speaking loudly enough. We need to be subliminally aware that our appearance and delivery is helping the audience to concentrate on the content of our words and is not a distraction or irritation. 

• Take a long, hard look at yourself, ask others, take a presentation skills/personal impact course, and see yourself how others see you. 

• Do you have any distracting habits that you are unaware of? Your brain is a wonderful thing. With practice you can train yourself out of that slouch or demeaning attitude outside the meeting room and never be affected by it again inside the meeting room – but first you have to know yourself.
 
4.  Take charge of inappropriate nervous reactions

• As human beings our bodies prepare to deal with any real or perceived threat – our heart beats faster and blood is pumped round our body quicker, we take short breaths and our muscles tighten up. This is known as 'fight or flight' syndrome. It can result in us experiencing the shakes, mouth dryness, sweats, panicky thoughts, and freezing on the spot. These would be understandable reactions and appropriate if facing physical violence or a wild animal; but not if you want to appear calm and in control and have some difficult news to impart, for example, in a meeting or a pitch to make. 

• Understand that your body may automatically let you down by tightening up in this way in potentially stressful situations as if your life was in danger and prepare to countermand it with a few simple physical techniques. If you know that you get affected by nerves in work situations take a minute before that meeting to:

• Breathe deeply – and on the 'out' breath relax all muscles including facial ones so there is no tension; instead you are toned and energised. This allows the mind to relax so you can think more clearly and in turn you feel calmer and more confident therefore being calm and confident.

• Reject any negative thought and turn it to a positive. Go into every meeting with a positive and supportive thought at the front of your mind.

• Focus fully on what you are doing and who you are speaking to, leaving no room to worry about how you are feeling or get distracted.

• Use these techniques throughout the meeting to maintain your composure.

5.  Listen actively – be aware of the others in the room

You will gain really useful information to help you negotiate and achieve your goal if you allow a two-way communication.  You will also establish rapport much more easily with someone if they believe that you are genuinely interested in what they have to say. Rapport is vital to make a real connection and keep people on side. 

6.  Be the message and not the messenger

Really be committed to what you are saying. If describing a scenario, paint a picture or tell a story with your words from the inside. If you are really involved with what you are saying, chances are that they will be and you will command their attention.

7.  Be mindful of making assumptions 

You are dealing with a whole person and not a stereotype. Know that a person who has a preference to analytical thinking also has access to a creative side - you need to appeal to that too. Of course we do need to operate within boundaries; if you suddenly hit it off with someone in a business setting, discovering an unexpected side to them, be wary of presuming too much intimacy and wandering in to dangerous territory. Be mindful.
 
8.  Achieve your objectives by taking account of theirs 

You will be much more successful and convincing if you have fully considered what effect your words might have and how to make it palatable for the other person. If, for example, you are asking someone to take on some further work, give some thought as to how it could be advantageous to them. You will get a much easier buy–in and leave the impression that you are thoughtful and thorough in your approach.

9. Make real contact and don’t rely on visual aids to talk for you

Power point, slides, pictures, they are all there to support what you are saying and to provide a different communication medium not to hide behind literally or figuratively. Look at your audience; take your time to give them time to stay with you, engage. 

10.  Decide who you want to be and be it

Commit to developing your communication skills so that you take your audience with you, listening to what you are saying and keeping their attention. Find an inspiring way to open and end leaving them enthused and wanting more – of you and your approach.

JFWS
Contact: Fiona Whytehead 
T: 020 8340 4954
E: fiona@jfws.demon.co.uk or on 

@ Fiona Whytehead at JFWS September 2007

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