While speaking to a group of CPAs recently, I met a gentleman who asked me a great question after the program. He asked whether it was necessary for him to buy $5000 suits to wear in his business. So, I asked him who he did business with and who his ideal clients were. Turns out, it is not people who wear $5000 suits that he is hoping to attract. So, I advised that it certainly was not necessary for him to purchase such expensive suits in order to make a great impression. Why? Because most people are not oriented to notice the difference between a reasonably priced suit and a $5000 suit. Great fit, good fabric and finished details all are a part of a great suit-and this can be found at a much lower price tag than he was suggesting. However, if he was feeling the need to upgrade from his perfectly suitable (sorry, couldn’t help it) Brooks Brothers suits, then, he might think about buying some expensive ties to add to the mix and ramp up the look even further without breaking the bank. (A spectacular, very well made tie can be purchased for around $150)

Feeling successful is such a huge part of our image when we are in business; I am an advocate for doing whatever it takes to communicate that statement and thereby enhance our earning power and success level. However, often we can project that attitude with strategic purchases (and a killer haircut)!

$5000 suit not required.

The plane was packed and just as I was starting to feel as if I had lucked out and scored a vacant seat next to mine, he showed up. Gucci leather bag, and matching loafers (no socks of course), casually disheveled. He settled in with NY Times and large hard copy book about a baseball legend. Then it began. He angled himself so that his body actually extended into my seat with his wide open newspaper clearly crossing the unspoken border of my purchased flight space. Maybe, I thought, this is just a momentary lapse that will soon be rectified. But, no. As the minutes went on and my discomfort grew, I plotted ways to regain my territory without seeming rude, of course. Just before landing, when he dozed a bit, I did manage to get my armrest back. Victory…sort of.

This incident reminded me about why etiquette is important. We affect people around us with our behavior every day, sometimes without even realizing it. We have an opportunity to enhance the lives of friends, co-workers and strangers simply by comporting ourselves in a positive and respectful way. Behaviors such as, opening doors, saying “excuse me”, and not cutting ahead of someone in line all have a double benefit. They show respect and they also publicly display our character. Business etiquette extends far beyond the office and is an extension of our brand and the brand of the company that we represent. I am not sure who the gentleman sitting next to me worked for, but I sure do have an impression about him and his company.

Can you actually lose business opportunities as a result of poor e-mail etiquette? The answer is a resounding “you betcha”. A networking acquaintance with an impressive presence and an awe inspiring professional background recently provided an example of this. When I ran into her at an event and mentioned that I would be interested in using her service, she promised to e-mail me with the information that I requested. Weeks went by and I did not receive the e-mail. When I sent her an e-mail to inquire about the information, she responded that she had sent it, but that she typed in my e-mail address incorrectly and the result was that it did not go through. She forwarded the original e-mail with her note. No apologies or contrition included. How did I feel as a potential client? Well, not excited to do business with her. However, I was still willing to move forward based on what I knew of her from our networking encounters. My enthusiasm soon waned as our e-mail correspondence continued and she did not use salutations or sign-offs, misspelled my name and communicated with a decidedly terse tone. She had communicated a business persona that was both unappealing and unprofessional with her correspondence. We do business with people that we like and this likability factor extends to the way that we present ourselves through e-mail. By the way, I ended up working with someone who e-mailed with grace, knew how to spell my name and who was not afraid to use the occasional exclamation point to show her enthusiasm for working with me!

This is not a stand alone story; people share their views on the difference that great e-mail etiquette conveys on a regular basis. If you care about your professional image…focus on your e-mail etiquette as much as on the clothes that you wear…maybe even more if most of your time is spent behind your computer!

I recently recorded a podcast for the NJ Society of CPAs on Common E-mail Pitfalls in Business….www.njscpa.org

When was the last time that you received a hand written note or (gasp) letter? You probably do remember because they are so infrequently sent. It is always such a pleasant surprise when a note with real handwriting appears in our mailbox in the midst of credit card solicitations and sales notices. Not sure about you, but it is always the first piece of mail I open. In ancient times, (I am, of course referring to more than 10 years ago) people would send thank you notes after receiving a gift or after attending a dinner party or any kind of gathering…on a fairly regular basis. Now, however, in the age of e-everything, the thank you note is the white unicorn of communication; a rarity.

So, why wouldn’t you want to use this super secret weapon in business communication? It gives you an edge, makes you and your message memorable…and is such a bargain…even at $.44 for a stamp! There is nothing wrong with an e-mail note of appreciation or even a text or Facebook message of gratitude…but nothing compares to the real thing. You are sending so much more of a message than the words in the card communicate. You are saying, I care enough about you to have taken the time to write this out, locate your address, purchase a stamp, walk this to a mailbox and send it off. The time, care and attention also communicate a great level of respect. Who in the world wouldn’t want to be treated with such value?

Make your mark, distinguish yourself as more than the ordinary and dare to break out the pen and paper the next time you want to leave a great impression!

Jonna Martin
AdvanceMe Associates
www.powerofimage.com
Jonna@powerofimage.com