This is Part 4 of our series on Executive Presence. In Part 3 of this series, we discussed the need to stay current, as another critical element of Intellectual Impact (one of the two main components of Executive Presence).
If you haven’t already done so, it would be best to start with Part 1.
Picture Yourself…
So, picture yourself at a business meeting — after having implemented all we’ve discussed so far about Executive Presence:
- you have engaged the action items in 10 Things Every Man Should Do, Every Day, and are packing a powerful Physical Impact — brimming with energy, fresh off of a workout, impeccably dressed, impeccably groomed.
- you have some great literature under your belt, and the enhanced philosophical perspective that comes with it.
- you are current; ‘on the draw’ with interesting stories and the occasional pop culture reference to help keep your conversations gliding along.
With these essentials in order, you hold an incredible amount of firepower — in fact, a dangerous amount, if not modulated correctly. There is a slippery downslope of having your ‘stuff’ together: it’s very easy to slip into a smug sense of yourself — albeit unknowingly.
Get the next 3 elements of Intellectual Impact right, however, and you’ll have nothing to worry about. On the one hand, you will see your comfort level soar in social and business settings. You will find yourself at ease in situations that perhaps unnerved you in the past.
On the other hand, you will be balanced and controlled in your communication style in a way that will draw people to you. You will be admired for your knowledge; your confidence; your authority — rather than resented.
To get there, you’ll need to be…
Outwardly Focused
One of the key advantages to being outwardly focused is that it relaxes you in situations that make most people nervous.
When you’re outwardly focused, there is no room in your mind for wondering what people’s impressions are of you… how you’re coming off… if you’re ‘presidential’ enough… whether they like you. Your mind has no time for these inward concerns, because it is completely focused on outcomes.
To illustrate: let’s say you’re arriving at a conference as a newly appointed member of the board of directors for a large pharmaceutical firm.
Standing around in the cocktail reception area there are groups of CEO’s, scientists and PhD’s (in groups of 2′s and 3′s), market strategists, lawyers and staff chatting quietly — a little laughter here and there… they seem to all know each other, but this is the first time most of them will be meeting you.
Here’s what inwardly focused thinking sounds like:
- ‘OK — this is it. Whatever you do, don’t screw up!’
- ‘I’ve got to think positively. I’m Great and everyone will love me!’
- ‘Really nervous. I hope I don’t start sweating too much.’
- ‘Heh. Why should I be nervous… I make more money than all of these guys.’
Here’s the same man, this time focused outwardly:
- ‘Glad to finally be here — it’ll be great to put some faces with some names.’
- ‘Let’s see, which one is Jim Porter… I want to be sure and talk to him about…’
- ‘Marketing director really seems to know her stuff. She might be a great resource for…’
When you’re outwardly focused, you rarely allow any of your thoughts to be about you. You are focused on results (Latin: effectus, you’ll recall).
High-stakes social settings like the above illustration tend to exacerbate our insecurities (we all have them). But when your outward focus is strong enough, you render yourself unconscious of any superficial concerns. All your mind has room for — is the work.
2 Steps to an Outwardly Focused Mindset
- Before you arrive at any business gathering, set 1 to 3 solid goals you want to achieve by the end of the meeting (chat with a specific politician? make a strategic introduction? rally your VP’s behind a new initiative? …). This ensures that you have outcomes to concentrate on, rather than yourself.
- Tune your radar for opportunities to assist others with their outcomes at the meeting, as well. Make a conscious effort to provide value to everything and everyone you touch and, again, you will rarely catch yourself thinking about yourself.
Become a Titan of outward focus, and you will see your confidence (and by extension, your Executive Presence) rise to new heights.
Next week, we talk about the next element of Intellectual Impact (which would seem to totally contradict outward focus!): be self-aware.
About the Author: ST is Editor of WhataManKnows. Get more from ST on Twitter.
