We make an impression each time we walk into a room, greet someone, introduce ourselves or make small talk. What we look like, sound like and say combine to produce an effect — our “presence.” People come to conclusions about us very quickly, and they are not always aware of how they even got there.
The effect you produce, the mark you leave on the mind or feelings or in the memory of others is part of your influence. If you are willing to see yourself as others see you, practice subtle shifts in what you look like, sound like and say, you can make a difference in how people experience you — and the influence you have on others.
In the many years I have worked with professionals on this “presentation of self,” there are three business impressions I consider critical. They are the “3 A’s” of executive presence: Authority, Approachability and Authenticity.
When we think and feel someone has “authority” we accept they are confident, in charge, take action and control, and make decisions. This is important in the business world. Often referred to as “gravitas,” authority means you are to be taken seriously, respected and know what you’re talking about. People are more open to being persuaded by someone they perceive as the expert, an authority, in charge.
“Approachability” is when you are seen a being open to input and questions, easy to talk to and likeable. People are persuaded by those they like and who they think like them. Your approachability is a great complement to your authority.
When you are seen as “authentic,” you convey the sense of being genuine, true to yourself. What you believe in contributes to a belief of being trustworthy.
Having a balance of authority, approachability and authenticity is vital.
Can conclusions really be drawn about your authority, approachability and authenticity from what you look like, sound like and say?
Yes. Really.
When you come into a room of other executives with a purposeful stride, erect posture, direct eye contact, clear, audible voice and greeting, and wearing that culture’s “costume” of power, you create the impression of confidence and authority. When you pause and smile warmly, ask questions out of interest, lean in to listen and connect with what the other is saying, you’ve added approachability. When you’ve added some personal touch to your outfit, offered a small piece of information about your life outside work or some personal passion or enthusiasm – you’ve just added authenticity.
When others see us, what do they see?
We are so much better prepared to make a positive first and lasting impression when we’ve taken the time before hand to learn about our audience. Tuning into those we meet along our career journey requires a bit of “seat-switching.” What is their culture or “software of the mind?” What are their customary behaviors, social rituals and business “costumes?” All are essential information when deciding what we might look like, sound like and say. We are so much more effective when we demonstrate respect for, act and look in harmony with that culture.
Being present to our presence is a whole person proposition that involves thinking, action and the motivation to experiment. Presence work means being deliberately self-conscious. It can occasionally feel awkward as we try new behaviors and “costumes” that at first might not feel like they fit. Trial and error means making a few mistakes, so take a peek in the mirror and ask for some feedback.
Your spirit of adventure and confidence in your ability will serve you well. Your authentic self is taking another important step in your journey of transformation.