THINK YOU KNOW THE RULES? THERE MIGHT STILL BE SAND IN YOUR SOCIAL GEARS.

MIND YOUR BUSINESS MANNERS

By Ann Marie Sabath

Actions that most people take for granted, or never think about, affect business deals. You may have the greatest product or the most marketable service since the invention of instant coffee, but if there is sand in your social gears, you may as well not be there in the first place.

Business relations at all levels should be simple and effortless – or at least should seem that way. With increased competition, having the right price or the right product isn’t always enough; the comfort level between business people must also be right.

“Perhaps that’s why, according to a recent USA Weekend story, one of the themes for the ‘90s was “good manners means good business.” Knowing what to do and when to do it projects confidence and savoir-faire essential to success.

So, whether you are meeting a client for the first time, conducting business over lunch or making telephone calls in transit, one thing is certain: your actions are being watched.

FIRST THINGS FIRST

It takes 15 seconds to make a first impression, and the rest of your life to undo it if it was a negative one. Observing the “Rule Twelve” is the key to projecting a positive image:

§         The first 12 words you speak should include some form of thanks, if appropriate. When meeting someone for the first time, express your gratitude. Example: “Thank you for scheduling this meeting.”

§         The first 12 steps you take should be those of confidence. Whether you are walking from the parking lot to your office, or are going to the reception area to greet clients, walk with a purpose – with vim, vigor and vitality.

§         The first 12 inches from your shoulders down should include impeccable grooming. Your hair, collar and tie/scarf accessories should be a reflection of the quality person you are.

GREETINGS AND INTRODUCTIONS

What you say and how you say it is “The name of the game”. That’s why the four most commonly asked questions about greetings and introductions are listed below:

Q: When introducing my supervisor to a client, whose name should I say first?

A: The client’s.

Q: When being introduced to a woman client; is it appropriate for a man to initiate a handshake?

A: Absolutely. In the past, social etiquette dictated that men should wait for women to initiate the handshake. However, in today’s business arena, it is appropriate for either party to initiate this gesture of welcome.

Q: What is the best way to remember the name of a person I’ve just met?

A: When meeting someone for the first time, make a point of using his or her name when shaking hands. By repeating it at least once during your conversation, the name will be reinforced in your mind.

Q: What should you do when you encounter someone whose name “slips your mind”?

A: When the person approaches you, extend your hand and say your name. Typically, the one person will mimic your actions by giving his or her name.

CAR PHONE ETIQUETTE

Whether you’re breezing down the freeway or stalled in traffic, car phone courtesy should be automatic. When calling form a car phone:

§         Identify yourself and indicate that you are calling from a car phone. This may expedite the call.

§         When receiving a call on your mobile phone, identify yourself with your first and last name.

§         When you have passengers, your car phone should be used sparingly, if at all.

When calling someone’s car phone:

§         Identify yourself and ask if this is a good time to talk.

§         Remember, using a car phone is expensive. Discuss only pressing issues; save other conversations for office calls.

§         If at all possible, refrain from putting car phone users on hold.

9 KEY RULES FOR BUSINESS DINING

§         When inviting clients to lunch, remember that the restaurant you select is perceived as an extension of your office. Choose a restaurant where the food is of good quality and the service is reliable.

§         Familiarity breeds success. When frequenting the same restaurant, you can expect to be recognized, called by name and shown to an area that is conducive to doing business.

§         When escorted to a table by a maitre d’, your guest(s) should precede you. When seating yourself, take the lead.

§         Be sure to offer the “power” seat to your guest. Seat yourself with your back to the door or main part of the room.

§         When making a food recommendation, realize that most guests will also take your suggestion as a guideline to suitable price ranges.

§         When the server asks for your order before your guests’, say “I’d like my guests to order first.” Besides being appropriate, it’s a cue that you will take care of the check at the end of the meal.

§         When reaching for the bread basket, salad dressing, etc., offer them to your guests before helping yourself.

§         Tip adequately. Treat your server with the same consideration you show to your business associates. A generous tip is a small price to pay for good service, personal attention and the business you hope you’ll earn.

MEN AND WOMEN AS COLLEAGUES

Here are some social courtesies that are still welcomed by many women in the business world:

§         When at a business meal with a woman, a man should offer to hold her chair as she is being seated.

§         When a woman excuses herself from a business luncheon for a “fleeting moment”, the man seated closest to her should acknowledge her departure and return by standing.

§         When going through a revolting door, a man should precede a woman.

§         When going down an escalator, a man should precede a woman.

§         When going up an escalator, a woman should precede a man.

Believe it or not “non-machismo” chivalry is much appreciated. Note: My own findings in workshops with executive woman indicate that up to 60 percent of them welcome these courtesies.

If you are a woman and prefer that these niceties not be extended to you, you may drop the hint by saying, “Thank you, but that’s not necessary.”