The “IT” Factor

THE “IT” FACTOR
It’s not just about one thing, it’s about everything!

A couple walked into a networking event and all eyes turned to them. The woman was professionally dressed as was the man, and it was very obvious that they belonged belonged. Both the man and woman were of average height and neither was striking in beauty, nor did they have any physical features that caused them to stand out. They did, however, both exhibit great posture and were obviously secure in their own skin, and it quickly became clear that both were very confident as they walked about the room and moved with purpose.

As they were introduced to the other attendees by the host and given the opportunity to share their story, they maintained comfortable eye contact and the skilled timing of their questions and answers was appropriate and prudent. They were engaging and listened attentively to what others had to say. People were naturally drawn to them, each conversation ended with people reaching into their breast pockets to hand the couple business cards. They were delighted to reciprocate as they showed both patience and interest with each person they interacted with, especially those obviously not comfortable communicating in social environments.

They had a relaxed, at ease demeanor that was both calming and welcoming, gently taking charge of conversations when group discussions became stale or an uncertain silence prevailed, and listening intently when others were sharing. They were expert communicators who were extremely effective, skillfully building trust and interest simultaneously. They obtained a significant number of new business contacts simply because of the way they carried themselves and interacted with others, exhibiting that they were seasoned professionals who knew exactly what they were doing.

This certainly was not the case for either of them early in their careers when they both suffered from the fear of public speaking and giving presentations. The man was far too aggressive and the woman much too shy, and neither was comfortable making good eye contact, nor did they ask appropriate or timely questions. They seemed awkward and uncertain of their message, and they lacked confidence, focus and professionalism. They simply did not have the “IT” factor.

Effective communication happens because you are prepared, certain and confident. And the dramatic evolution of their confidence and communication skills is further proof that Effective Presenters are made, not born, and with focused effort anyone can acquire the “IT” factor that drives business and keeps customers coming back.