Executive Presence Must be Present!

Yesterday I worked with a top level executive who has risen through the ranks through the financial side of being a CFO and is now CEO. He is incredibly brilliant and sensitive and is doing an excellent job of leading his company to greater heights.

In addition to leading his corporation through the challenges of business, he is also the major spokesperson and rainmaker for his company. That has proven to be more of a challenge and therefore his Board elected to bring me in to help him with Executive Presence and Polish.

The first thing we established was: IS HE COACHABLE? This is pretty apparent to a coach who can ask a few simple questions: What do you feel is your biggest weakness and what have you done to compensate or overcome it? Are you ready to work on it?

If the answer is: “That’s the way I am and will always be…”, then the coach knows: RED FLAG! DANGER! DANGER! DANGER! DO NOT MOVE FORWARD!!!

But if the client says: “I have several opportunities for growth and I want to learn as much as I can”, then that is the PERFECT answer for a coach to hear.  And so we proceed with working on the areas that are of concern.

Most of the time, I get the opportunity to speak with the client’s associates to hear the impressions. In corporate trainings, we might do a 360 degree feedback form which entails questioning all of the peers who work beside, above, below and with the client. This form will give the subtle strengths and weaknesses of the client and often times is the best form of feedback. In this particular case, my client was such a humble individual that he was falling back into the role of looking at facts, figures and numbers instead of managing the vision of the company, inspiring others,  and going back to his introverted ways.

When we got on stage yesterday, my client was quiet and sensitive from the stage. He is very likeable and charming and well liked, but NOT POWERFUL. This little added touch can make ANYONE stand up and take notice and I told him, that I want people who don’t even know who he is, to look at him walking in a room and ask themselves or others, “WHO IS THAT?”.

He seemed to like that and said.. “LETS GET GOING!”

On stage, showed him how to extend his body on stage to take up MORE space than usual. This is a great technique for anyone who is smaller in stature or who wants to appear more confident. Extending your arms while talking, is a subtle way of saying, “I am not afraid to take ALL of the space I want to.. and be confident doing it!”

I showed him how to pace the floor while speaking, slowly and confidently while looking at everyone in the eyes directly for at least 3 seconds all while keeping excellent posture. It’s important NOT to get glued on ONE person  when delivering eye contact, but to look for seconds at one person at a time so they feel a CONNECTION.

I showed him how to EMPHASIZE a point that is important.. with his hand, and by standing straight up and like in a karate chop on his other hand,  and to hold his hand there in a fist, as to PUSH the point forward.

I showed him how to “charm” the audience, by poking fun at himself for a brief second, and to display a devilish grin like he was getting away with something while telling on himself. That combined with making mention of his family and showing a brief sentimental face on stage, really can make anyone fall in love with him.

These brief nano seconds make ALL of the difference. They show warmth, vulnerability and appreciation for his audience and for the people he loves. It makes people’s hearts melt, even if they don’t LIKE what he is saying. They will FEEL good feelings towards him and they might even have a conflict if they see that he is sincere and likeable.

This is what I love about my job. I help people become LIKEABLE on stage and POWERFUL. It might be the tiny tilt of the head, a firmer (or lighter!) handshake. A smile at the right time or a proper introduction. These are the little things that matter and cause people to wonder, “how did he or she do that? How are they capturing my attention?”

It’s amazing that when a person learns the subtle things like this.. like when to get serious and when to crack a smile.   Then it becomes fun and then you KNOW that you can SELL to ANYONE, ANYTIME, ANY PLACE and for ANYTHING.

So let me ask you a question: are you as effective as you can be? Do people take you serious? Do they want to hear what you have to say? Are they begging for more?

Perhaps it’s time for YOU to take your Executive Presence to the next level by becoming and effective non –verbal communicator. It needs to be there for you to lead well.   It needs to be PRESENT so you can lead and inspire just with your PRESENCE.