Men: Ensure Success When Doing Business with Women.
Package You surveyed 225 professional women throughout the United States who have significant responsibility for purchasing decisions. When asked what elements most interfered with an effective business interaction, not listening/inattentiveness was rated No. 1; followed by lack of eye contact and unkempt, sloppy appearance.
Robin Craig, founder of Package You, said men often underestimate the importance of listening, along with other nonverbal actions, when working with women. "They are simply unaware of how certain actions undermine their success. Women interpret poor listening skills as a lack of respect. In addition, men don't realize that a dainty 'finger squeeze' handshake, a slouching posture, scuffed unpolished shoes, or a lack of eye contact creates barriers to their interactions with women."
Package You partner Norma Ory further reported that the survey participants responded that body language is what they first notice when they do business with a man. Ory quoted Malcolm Gladwell's best-selling book, "Blink": "Our unconscious has the ability to find patterns in situations and behavior based on very narrow slices of experience. There can be as much value in the blink of an eye as in months of rational analysis." Women use this immediate assessment of behavior and image to very quickly decide whether or not to take a man seriously. Poor nonverbal signals could result in lost sales or inefficiencies within an organization. With targeted training, men can learn to effectively communicate their credibility and avoid common mistakes, increasing their chance of success.
Craig noted that women have become a significant market for businesses, comprising just over 50% of the population and controlling 80 percent of the spending in the household. The TrendSight Group, a Chicago-based consulting and training firm, stated that women are the primary decision makers in many categories that were previously considered to be male domains including automobiles, computers, home improvement, life insurance, investment accounts and travel.
According to Package You, men who address these factors and realize the impact that they can have on the business interaction are taking the first step toward increasing their share of the world's largest market -- women.
With offices in Scottsdale, Package You provides individuals, businesses and universities with services designed to "package" people for personal and professional success through individual consultations, seminars and workshops. Craig and Ory combine their experiences in senior positions at Fortune 100 organizations with their training at the Protocol School of Washington and the London Image Institute to assist business people in their overall professional presence including visual, verbal and non-verbal communication, dining etiquette, and effective networking.
Survey results were tabulated by ebj Research & Market Analysis, of Phoenix. For a presentation of the survey results contact Craig or Ory.
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|Date:||Jun 30, 2005|
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