The Likability Factor- How personality impacts your professional success.
Lets
face it, life is a popularity contest. Being an instructor I can't
tell you how many times I have to talk to my students about this issue.
Some of you may be saying, "I am 30,40 even 50 years old, this had
nothing to do with me." Well, you are wrong. I have had to sit
students down twice my age and have a discussion about how they are in
school to learn, they are not here to make friends, and how I can't make
people like them. I have taught long enough to know on the first day,
which students are going to make it in this business, and it all boils
down to their personality (aka. likability)
The Likability Factor is "the consistent ability to produce positive emotional experiences in other people."
The Problem
Oh,
I'll tell you what the problem is. Self-evaluation is the problem, no
one does it. "It's not you, it's me." No, it's you! Year after year I
have students graduate, and every year I have a hand full come back and
talk about how they just couldn't make it in this business. I can tell
you that 99.9% of the time, it's the person that always acts like they
are better than everyone else, knows it all, and seldom smiles. I
preach from day one about the four factors that you need to succeed in
this business are, skills, drive, likability, and knowledge . We have
all experienced bad customer service in our life, and we know how it
makes us feel. You can give an amazing facial, but if you don't smile,
if you aren't easy to talk to, and if you act like you don't care, then
that person is not going to come back. In this business we have to
adapt to different personality's, and sometimes you have to bite your
tongue fake it till you make it. If you are giving it everything you
have, and you still can't retain clients, then you need to look at
yourself and how you come across to others. Keep an open mind, and ask
people who you know, to be truly honest and tell you what they thought
of you the first time you met. We have all met people that we may have
not liked the first time, but later we changed our mind. It happens,
the problem is, when you are trying to gain clients, and they are paying
you money for a service, if they don't like you then they are not going
to pay money to a person they don't like. Who says, "Hey, you were
really rude to me, and acted like you don't care, let me give you more
of my hard-earned money."
The way people are
In
the beauty service industry we are dealing with the most personal of
all the senses, touch. You don't just let anyone touch you. You have
to feel comfortable with that person, if you don't, then you will not
enjoy the experience. We all know how doctors have become. They get you
in, listen to half of what you say, prescribe a pill, and get you out
the door. You leave saying, "he didn't even listen to me, what the heck
just happened." We can get that way too. "Come on in and let me give
you a half butt service, pretend I am listening to you, buy these
products they will make you look 30 years younger, buy this package of
services, now get out because my next appointment is here". Am I right?
The Factors
An
improved attitude will do more than just win you friends. By being
likable, you gain as well. Professionally, likable people sell more,
have less turnover and are less likely to get laid off. Why? People
who like you will have a tendency to believe in you.
1) Friendliness-
Learn to spot situations where you tend to react in an unfriendly
manner, and ask yourself what the consequences would be if you were
friendly instead. Focus on your body language: Smile at a stranger,
maintain eye contact during consultations, use good posture. Make a
conscious effort to smile and genuinely nice. If you are in a bad mood,
don't express it to your clients, they are not paying to hear about
your husband, kids, coworkers, pain in the butt boss, they have problems
of their own.
2) Relevance- Being relevant
depends on the connection you share with someone. With e-mail, and
texting, we are loosing that human interpersonal connection. We are
becoming cold, detached, and impatient. Increase your quality of
communication with your current friends by calling them, scheduling real
face time. When I started out, I called all of my first time clients,
or anyone that purchased something, just to make sure their skin or
product was working for them. It is a simple gesture that makes you
stay relevant.
3) Empathy- Learning to recognize
and understand others feelings, that means being a good listener and
paying attention to non-verbal cues. Go out of your way to remember the
clients you meet and your conversations with them, When you remember
others, they know that you value them.
4) Realness-
Be genuine! You need to be true to yourself. Define your values, and
let them guide your life. Be true to others by giving them credit when
it's due, admitting your mistakes and being open about your dreams and
fears. Know who you are, so people can know you.
It is so important to do a self-evaluation. You may not like what you find, but in order to grow we have to know. :)