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The 'I Got It' Lesson: Our Behavior Can Spell Success

One of my favorite pastimes is observing and studying human behavior. Odd how many people don't see the connection between their behavior and their success (or lack of it). My use of the word "behavior", in this column, encompasses awareness, self-perception, and demeanor - all of which have a dramatic impact on our potential for success. In a nutshell, the ability to "get it" on many levels is a prerequisite for edging out the competition. Savvy business women who get it engage in positive behaviors that reflect their professionalism, self-confidence, awareness of protocol and practice of modern etiquette. They know their brand and seize every opportunity to sophisticatedly promote it. The list of in-the-know behaviors is lengthy, so I've chosen a select and varied few for your perusal:   Keep your appointments.Recently, a woman called me wanting to set up a meeting for some gratis business advice. She had been referred to me by a mutual friend and so I was happy to schedule a meeting with her. The morning of our appointment, she sent me an e-mail asking if I would mind re-scheduling - she had just discovered a seminar she said she really wanted to attend. Bad behavior with a capital B. This woman was unwittingly communicating to me that a last-minute seminar was more important than my time (and free advice) and that I was not worthy of a telephone call. The "I got it" lesson": Your day timer is your bond. If you must cancel an appointment, give the other party adequate notice and make sure you pick up the tab when you do finally get together.   Return your telephone calls. For some reason, there are people who believe they are above the practice of returning phone calls. To this I say, "Huh?" The person you fail to acknowledge today could be the customer you lose tomorrow. I consider each telephone call a compliment. When my phone rings, it means that someone took the time to pick up the phone to speak with me. No matter who you are, how much money you make, what your position is, or how much clout you possess, it is your responsibility as a professional to return each and every call you receive. The "I got it" lesson: Return your calls and people will think of you with high regard; ignore your calls and your reputation will be tarnished.   Know and practice thy table manners. I can see your supercilious expression, but hear me out. You may not think that using the wrong fork is a career-killing offense, and you're probably right. There are, however, some table gaffes that are right up there with using a dribble bib. Last week, for example, I attended a breakfast meeting in another city with some highfaluting financial types. Albeit the speakers were uninspiring, most of the attendees listened politely and strove to glean any pearls of wisdom that they could take away. Most folks except the gentleman in the designer suit sitting next to me who spent his post-prandial time cleaning his fingernails and flicking the debris on the tablecloth. The "I got it" lesson: Get a manicure - and anything written by Emily Post.   Become re-acquainted with pen and paper. In our techno-maniacal world, it seems we've relegated virtually everything to the computer. If people were machines, this wouldn't be a bad thing. Trouble is, we're human and sometimes we need that touchy-feely interaction with other humans. Consider it a flaw if you will, but most of us really like to get cards and letters - hand written and hand addressed. It makes us feel special. E-mail is great, no doubt about it. However, there are some old fashioned traditions that need to be sustained, and the art of letter writing is one of them. The "I got it" lesson: Have on hand a variety of high quality stationery that reflects your personal style. Send hand written "nice to meet you" and "thank you" notes, as well as other personal correspondence. It's one of the most effective and least expensive ways to promote your personal brand.   Refine your networking behavior. Networking events are always a grand theatre for observing human behavior. Did you know that, when queried, many professionals and entrepreneurs don't know where to network, how to network, or even why they network? "It's just something that's expected, I guess," said one entrepreneur with whom I spoke last week. Networking savoir-faire starts with one simple premise: You're there to meet interesting people and learn about them. Only the inexperienced networker sashays into an event solely to promote themselves. This behavior stems from the fear that, unless they pass out at least fifty business cards, they haven't been successful. But the truth is, networking is all about relationships and sometimes connecting on a quality level with one individual is more valuable than meeting everyone in the room. The "I got it" lesson: The more confident you are in yourself, your business, and your brand, the more enjoyable, relaxed and effective networking becomes.   Be cognizant of the business world around you. The days of "good old boy" business deals are gone. Today, we work in a global business environment that is genderless and colorblind - and our behavior must reflect these trends. Forward thinking leaders are reaching out to diverse communities to grow their businesses, create strategic alliances, and learn from their customers. Women-owned businesses make up the majority of entrepreneurial start-ups in the US. And the growing influx of ethnically diverse entrepreneurs makes social awareness and protocol the new critical success factors. The "I got it" lesson: Open-mindedness, respect, fair play, and placing value on differences are everyday rules to live by. When it comes to successful behavior, are you one of the cognoscenti?

Debra Davenport, PhD, is a Master Professional Mentor and the president of DavenportFolio, a licensed firm with offices in Los Angeles and Phoenix that mentors entrepreneurs and professionals. She is the creator of the Certified Professional Mentor® designation and certification program and the author of The Ten Commitments of Highly Successful People. debra@davenportfolio.com or (866) 232-6492.

     

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