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The Good Guys

How do you consolidate two conflicting pieces of advice? I was thinking about this recently after discussing the problem of corporate identity. On the one hand we are often told, "don't judge a book by its cover" but conversely, we are always told, "first impressions are very important." These two pieces of conventional wisdom are seemingly proposing two conflicting views of relationships, and so how do we in the business world deal with that?

An answer is offered by Ian Brodie in his post entitled "Sales Tips from Angelina Jolie". In attempting to find a balance between the two opinions, Brodie notes;

“Although it's often said that you get 30 seconds to make a good impression - and that's great advice for how we should present ourselves - we absolutely must not treat others in this way.”

I think that's exactly right. Appearing professional and friendly in all your dealings with others is superb business practice. On top of this, treating other firms with respect and giving them a second chance to make up for their mistakes will certainly help build important business relationships. This approach, if well projected, can make an instant and positive difference.

Treating others with respect can have a tremendous impact. A trivial example might be being sensitive when talking on the phone, asking for example; "Are you busy - is it OK to talk for a moment"?

A more serious example might be taking 'no' for an answer on a sales call. It might be worth pushing harder if the "no" is based on a misunderstanding. But in general, take the long view; don't argue the toss if things don't go your way.

We are often told to "treat others as you would wish to be treated". I think what Brodie has hit on is the wisdom of the 'as you would wish' part of this statement. We live in a world of soundbites and quick judgements. We can stand out by being better than that.

Posted by John Raines on 08/09/08

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