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In my early days as a coach I was asked to help a boat builder who wanted to hone his focus and improve the ways he communicated with his staff. He was a talented designer, skilled engineer and pretty awful manager. Having taken the first step and realised that he needed help began his journey on a path to success. He asked me, and I quote, to give him a “kick in the ass”.
Professionals who own their own business are easy to stereotype. They are experts in their field, they are focused on delivering a perfect service, they have taken years of technical training, and they lack leadership skills and emotional intelligence. You may be able to think of an example of this type of person from your own experience.
Much is made of emotional intelligence and its catchy named derivatives and woe betide anyone who has not addressed this vital area of their own psyche. I find this a touch judgemental. At Heads for Business we are all for great leadership and interpersonal skills but we also recognise that over the development of your career and your business other priorities may have taken over, so let’s not blame a professional for having taken lots of time to develop the professional expertise that has meant softer skills have been neglected.
Now that you have a specialist, technical or professional business with employees and associates to help you, you might have decided it is time to consider how to get the best from them. This is where what you have considered lower priority in the past, now becomes much more important.
You will already have a clear understanding of your values, what is important to you and what makes you and your business recognisable and unique. You have undoubtedly achieved a highly level of expertise and you can answer every technical question that is asked of you. This is a fantastic place to start.
Embrace your knowledge
Knowing that you can resolve problems, create novel and effective solutions and help your clients to move to where they want or need to be should give you massive inner confidence. This confidence brings you the strength and composure to present excellence to those you meet. It gives your staff and associates confidence in you, something they must have if they are to follow your lead.
Project your expertise
Control how you share your knowledge
Be aware that those who do not share your technical brilliance may be put off if they perceive you to be big-headed, bragging or aloof. Developing a good rapport with others will allow you to understand how your communications are being received and will help you to structure your message.
Resonate with your audience
Learn from the theatre
This is where you have to think. A certain paradox is created when I suggest using theatrical behaviour to reinforce a point, especially when taken in conjunction with Consideration 2. Remember that as well as bright, loud and glitzy, theatre can be understated, quiet and calm. The important point is that good actors, through their actions and words, allow their audience to experience different emotions, states and environments. You can mirror this skill as you engage with your staff, associates and clients so that they too feel your message as they hear it.
It is not purely what you say, but how you say it
Consider applying the ideas above in your next interactions with anyone, you might be surprised at how effective the outcome is. I won’t be.
And just in case you wish to know what happened with my boat builder client, you remember his request don’t you?
One wet, very wet autumn morning I arrived at his muddy, very muddy boat yard, wearing a fabulous professional’s Italian wool suit, silk tie and a pair of the most exquisite steel toe-capped boots, especially selected for the level of kicking required.
