Frequently I receive questions I prefer not to answer immediately.  Sometimes it is because I believe I need more background information before I answer the question. If I answer the question without background information, I could turn my prospect off and lose the opportunity to connect further. On the other hand, I don’t want a prospective client to think I am dodging the question.

When I was a student I tended to want background noise to help me study. For some reason I thought music or the television would enhance my productivity. While my grades were okay, in retrospect I see this was a major mistake. Today I am unable to function effectively without quiet time. I intentionally shut out distractions including emails, phone calls, and other noisemakers. I make a choice either to cut out distractions or suffer unproductive time.

If my personal preference dictated my clothing for the day, I would wear jeans and a T-shirt, except in the winter when I would put on a heavier shirt. This works fine in my home office; but when I meet with clients and prospects, I generally wear business casual. For me this means good slacks and a collared shirt. Sometimes I might wear a jacket and tie because it seems more appropriate. Other times I may slip into a slightly more casual shirt. My goal is to dress at least one level above the person I meet with.

Frequently, we will be in situations with people who require us to adjust our style of interaction. I was helping “Mickey” in a local homeowners association. Mickey was a litigating attorney accustomed to tough courtroom battles. Unfortunately he brought the same style into our neighborhood meetings. I commented about his harsh approach by reminding him that we were working with friends and neighbors not opposing legal counsel. His response was, “It’s just business.”

At times I give direction to colleagues about specific steps and actions they need to take. Frequently these instructions are multifaceted and not particularly easy to remember. I’ve learned over the years that if I watch somebody nod their head yes, they may hear and understand me; but if they fail to take good notes, I know they will not accomplish the task. I tell them that I believe they need to write the instructions down. Even then some folks decline my guidance. Frequently I ask them again to write down the instructions. I may even emphasize my concern by explaining that unless they take good notes during our discussion, I don’t believe they will be able to follow through correctly.