importance of professionalism
DESCRIPTION
Career success is highly dependent on professionalism and etiquette as demonstrated in this preso for CalCPA, UCSD, and many Next Step clientsTRANSCRIPT
PN Student Night 2010: Business Etiquette
October 28, 2010
Jennifer Vessels
Your People Skills(85%)
YourKnowledge
(15%)
Your business success comes from:
Some experts estimate that 15% of your business success comes from your skills and knowledge, while 85% comes from your ability to connect with other people and engender trust and respect.
Study by Harvard University, the Carnegie Foundation and the Stanford Research Institute
Success Secrets
Management Successes(60%)
Management Failures(40%)
Primary reason for failure: their inability to build good relationships with peers and subordinates
Manchester Partners Study
New Management Recruits
Avoid the Fatal Career Faux Pas
Basics
1. Arriving late2. Being unprepared in
meetings3. Demanding attention4. Not portraying a
professional image5. Over committing and
under delivering
Communications
6. Multi-tasking (not paying full attention)
7. Failing to respond responsibly to voice mails and e-mails
8. Not using most effective mode of communication
Communication Challenges Increase with Modes
Instant Messaging with Prospects• Instant messaging is currently
the fastest growing form of corporate communication and is expected to overtake email in usage within the next five years
• Fastest way to communicate apart from phone or face-to-face
• Not everyone wants to use IM• People on IM are generally
Multi-tasking, be patient• Knock Before You Enter
Instant Messaging with Prospects• Fastest way to communicate apart
from phone or face-to-face• Not everyone wants to use IM• People on IM are generally Multi-
tasking, be patient• Knock Before You Enter; • Be Brief. Think short. Instant
messages aren't meant to be long-winded. Don't write an essay when a couple of words will do the job. Besides, IM programs limit the amount of text you can plug in.
• Watch What You Write
Text Messaging
• Use texting for messages that cannot be misinterpreted
• Be careful who is on your buddy list• Texts should be short and concise • Check the recipient’s number BEFORE
you hit “send”
Like Instant Message, texting can provide you with flexibility in your communications. Here are some guidelines to make the best use of texting in the sales process.
Selecting the Right Communication MethodFormat Advantage Disadvantage Sample Uses
Face toFace
• Real time response• Two-way communication• Allows relationship building• Non-verbal clues
• Difficult to schedule• Takes more time• Harder to control time
• Initial Meeting• Negotiation• Communicating complex topics
Phone Call • Real time response• Two-way communication• Spontaneous• Easy to schedule
• Can’t get non-verbal cues• No written record• Allows distractions/multi-
tasking
• Discussions• Discovery• Arrangements for meeting
Voice Mail • Fast and Efficient• Not time dependent• Some ability to edit• Can express some emotion
• One-way communication• Limited amount of
information can be communicated
• Open to misinterpretation
• Answer to specific question• Notification that you called• Clarification or supplement to
prior conversation
Web Conference
• Interactive and participative• Includes two-way and one-way
communication• Can share complex information• Can include voice, video, web and IM• Quick scheduling and notification
• Requires internet connection• Requires planning and
preparation• Requires that organizer has
usage license
• Meetings• Product introductions or launches• Demonstrations
VideoConference
• Real time response• Two-way communication• Visual as well as voice connection• Less costly than travel
• Difficult to schedule• Requires equipment• Lacks personal touch
• When face-to-face meeting is not possible
• Meeting with CEO• Meetings• Presentations
Guidelines for Selecting Mode of CommunicationFormat Advantage Disadvantage Sample Uses
E-mail • Fast and efficient• Not time dependent• Can edit before sending• Thread of associated e-mails
• One-way communication• Easily misunderstood• Impersonal• Can’t judge impact of
message
• Request or provide information
• Communicate or clarify details
• Scheduling a meeting
Instant Messaging
• Easy to use• Immediacy/Real time• Two-way communication• Can speed up information exchange and
decision making
• Disruptive• Security• Easily misused• May be too informal for sales
situation• Need Internet or mobile
access
• Urgent notification• IM broadcast• Brief collaboration
Text Messaging
• Easy to use• Immediacy/Real time• Two-way communication• Can speed up information exchange and
decision making
• Security• More expensive than IM• Easily misused• May be too informal for
specific business situation• Mobile access required
•Urgent notification•Text message broadcast•Meeting confirmation
MemosLetters
• Not time dependent• Can edit before sending• Provides written trail• Can set you apart / get attention
• One-way communication• Slow
• Official business correspondence
• Thank you note• Prospecting / attention getting
Professional Image
• My purpose in being here is to help you. • I am competent to help you because I have
the necessary information and/or training.• I am proud of the work I do and the trust
GH&J has placed in me by giving me the authority to serve you.
• You can count on me to be honest with you and honor my commitments.
• I respect you as a person and I expect the same from you.
Professionalism
Do you convey the following image and non-verbal messages to your managers and fellow employees?
At all times, your potential employers, customers, partners and colleagues are forming initial impressions of you. You want this to be your unique value.
Impressions
Roadmap to Success
Next Step Delivers Results
Amir Zoufonoun CEO Exalt Communications
“Thanks to Next Step we now have the right team, sales process and marketing resources in place for peak performance despite
the current economic conditions.”
SalesEffectiveness
EmployeeProductivity
Jennifer Vessels
Next Step
650.361.1902
www.nextstepgrowth.com
PN Student Night 2010: Business Etiquette