4.3 Your Best Behaviour

You probably learned about table manners, thank-you notes, and other forms of etiquette when you were younger. The way you conduct yourself says a lot about who you are in life and, by extension, in business. Although many companies have a casual dress code, don’t be quick to assume that protocol and established practices aren’t important. It would be easy to misinterpret lack of formality as lack of professionalism. Manners matter in selling, now more than ever.

Never Underestimate the Power of Good Etiquette

How do you make a positive impression when you meet someone? What’s the best way to ask for them business card? When is it appropriate or expected to send a thank-you note? Who picks up the bill at a business lunch? It’s hard to know the “rules of the road,” especially in today’s casual, fast-paced selling environment. Etiquette can make the difference in how your customer perceives you and your personal brand.

Etiquette Tips for Conversations, Meetings, and Presentations

Although common sense should prevail in all business communications, here are some tips that will help make your conversations, meetings, and presentations more effective forms of communication:

In sales, time is money so conducting effective and efficient meetings is critical to your success.

Etiquette for Requesting and Giving Business Cards

“A person worth knowing always carries business cards with him or her. That’s how you put value not just on the card itself, but also on everything it embodies—your profession, company, brand, etc.” (Tanzon-Corre, 2017).

Tips to Exchange Business Cards in a Professional Manner

• Carry your business cards in a case so they don’t wear out or tear as a crumpled business card makes a poor first impression (Ramsey, 2019).
• Never leave home without them. It is unprofessional to have to say “I didn’t bring any with me” (Ramsey, 2019).
• Present your card with the print facing the person receiving it (Tanzon-Corre, 2017).
• Never force anyone to take your card (Bergstrom, 2009).
• When receiving a business card, take a minute to review the information to make sure you remember who gave you the card. Make any notes or comments on it later (Bergstrom, 2009).

Etiquette for Business Meals

The purpose of a business breakfast, lunch, or dinner is to get to know someone and build a relationship.
Table manners are a form of nonverbal communication, and impolite etiquette can reverse all the effort you have put into a relationship. Business meals are so important that many companies use business lunches or dinners as part of the interview process. Whatever the situation, you want to be prepared with proper etiquette for the occasion.

Etiquette for Thank-You Notes

There’s nothing more personal than a thank-you note. For the most part, you and your customers are very busy, which is why a thank-you note is even more appreciated. Whether it’s a handwritten note or an e-mail thank you, it will go a long way in building your relationship. It’s a personal touch that sets you apart. It’s never inappropriate to say thank you, but it may be inappropriate not to say thank you.

Tips for Writing Thank-You Notes

• Start with a clear introduction and let the reader know right away that the purpose of the note or e-mail is to thank them.
• Be specific about the situation, date, or other information surrounding the reason for the thank-you note.
• Make it personal and make it special by including your own sentiments.

 

 

Imagine getting a personalized handwritten thank-you note when you order a pair of shoes online. That’s what SimplySoles.com does for each customer. Founder Kassie Rempel feels so strongly about thanking customers for their business that every customer who purchases a pair of shoes receives one; each note even mentions the name of the shoe that was purchased (Martin, 2018).

Etiquette Tips for Telephone, Cell Phone, Voice Mail, and Conference Calls

Sometimes, however, the use of technology is entirely necessary to conduct business when personal interaction is impossible. It’s important that verbal communication that is not face-to-face is effective and professional. Because you don’t have the benefit of using or seeing the receiver’s nonverbal communication, the challenges for effective and appropriate communication are even greater.

“5.3. Your Best Behaviour” from The Power of Selling by Dr. Michelle Clement is licensed under a Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International License, except where otherwise noted.