Profitable Business Relationships Are About Personalities, Not Just Skills

78% of Business Owners feel "personality" is the most desirable quality in employees.

How do you build genuine business relationships? The kind of relationship that will eventually lead to long-term friendships, personal growth, and even hyper sales growth for your company? Being really, really good at what you do for your business is a start, but, it's more about who you are.

"Our research shows that the number-one predictive element of an individual's success is the number, the quality, and the depth of social capital--the personal relationships among those that they do business with," said Keith Ferrazzi.

Ferazze is CEO of Ferrazzi Greenlight, author of Never Eat Alone and Who's Got Your Back?

"Skills can easily be learned. There are tips, tactics, tools, that sort of thing that help somebody be more effective. It's everything from more effectively knowing how to use LinkedIn, to knowing how to walk in a room and connect fairly instantly with somebody," Ferrazzi added.

"The process is really something that we don't apply as readily as we should to relationship management. It's odd that we have budgets, financial plans, task lists, etcetera, but where do you see a relationship action plan? Where do you see a people list? It almost inevitably isn't managed."

Mindsets, on the other hand are more complex. "One of the mindsets is that you have to be able to do this in a very authentic way. You're not faking anything. The intent is really to build a true personal relationship."

It's true in all facets of the business world. Take hiring employees, for example. "The first thing to look for when searching for a great employee is somebody with a personality that fits with your company culture.

"Most skills can be learned, but it is difficult to train people on their personality. If you can find people who are fun, friendly, caring and love helping others, you are on to a winner," Richard Branson wrote in a LinkedIn article.

Digital education company Hyper Island surveyed over 5,000 business leaders for a report. The report was entitled "Tomorrow's Most Wanted." It found that 78% of those surveyed cited "personality" as the most desirable quality in employees. This was followed in importance by "cultural alignment," and then finally "skill-set."

The survey also found that for specific personality traits, 14% of respondents listed drive as most important, followed by creativity (12% of respondents), and "open mind" (11%).

Still not convinced? Here's a closer look at why personalities are important, what traits people look for, and how you can improve your personality.

Why Great Relations Are About Personalities, Not Just Skills

Your personality is what makes you interesting and unique. Think about it. You could be a the most-talented coder in the world, but if you can't hold a conversation then why would clients want to be around you?

I understand that business relationships are obviously about business, but it's also a rapport that can be strengthened outside of work. So, if you're into hiking, wouldn't you want to work with that coder who's also an outdoor enthusiast?

Also think about the people who you surround yourself with. I doubt that you spend too much time with the friend who constantly flakes out. What about the one who sucks your energy, is always moping around, complaining, or asking for a hand-out?

You probably spend time with people who are reliable, upbeat, and actually brings something to the relationship. If that's who you surround yourself with in your personal life, don't you think the same is true in your professional life?

Finally, your personality isn't going to fade away. Your good looks and certain set of skills may. But, you can always learn a new trait. Your personality, however, is going to be with you throughout the entire course of the relationship.

Personality Traits That Build Solid Business Relationships

You're personality is more important than skills when it comes to strong business relationships.

But, what exact personality traits are people most attracted to?

1. Honest, trustworthy, and reliable. "These are three cornerstones of a good character," says Lynn Taylor. Taylor is a national workplace expert and the author of "Tame Your Terrible Office Tyrant: How to Manage Childish Boss Behavior and Thrive in Your Job."

"You can tell a hiring manager that you are these things, but your demeanor and the conversation will be far more credible. They are critical because trust is at the core of any sustainable relationship."

2. Empathy. "Successful business leaders have mastered an intangible, often overlooked factor that allows them to focus on the future with clarity: empathy." This is according to Jayson M. Boyers, as reported to Forbes. "While that may surprise many, I am certain that the ability to connect with and relate to others--empathy in its purest form--is the force that moves businesses forward."

3. Professionalism, high-energy, and confidence. First impressions are everything. People can determine whether they want to work with you within 30 seconds. This is based on your appearance, handshake, and body language. These non-verbal cues can display if you're a confident, energetic professional or not.

4. Positive attitude and sense of humor. People who project a positive attitude tend to be more healthy mentally and physically healthy, socially attractive, and successful.

Meanwhile, a person with a sense of humor can also lighten the mood.

5. Self-motivated, helpful, and passionate. Going above and beyond without being told to because the person genuinely cares about the relationship or the products/services that they represent.

6. Intellectual curiosity. This shows the other party that you have solid problem solving skills and want continually learn new strategies, skills, and technologies.

7. Flexibility. "If you can demonstrate that you can switch gears with poise, as circumstances require, that will advance your cause," says Taylor.

Other attractive traits are being able to:

• Communicate effectively
• Stay organized
• Collaborate with others
• Remain calm, patient, respectful, and helpful no matter the situation.

How to Improve Your Personality

For the longest time it was believed that your personality was set in stone. Fortunately, that's not the case and you have the power to improve your personality by:

• Developing a stronger emotional intelligence so you're aware of your own, and other peoples' feelings.
• Becoming a better listener so that you can understand people's pain points.
• Reading so that you can enhance your interests and knowledge.
• Breaking out of your comfort zone in order to meet new people and have new experiences.
• Becoming more respectful of others.
• Feeling more positive and confident.
• Creating a unique value proposition for your brand so that you differentiate yourself.

Source: https://www.inc.com
Image Credit: Getty Images


ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business organization focused on providing our members and guests with an extraordinary networking experience, bringing business professionals together for the sole purpose of generating new relationships and developing new business opportunities. Not a member, learn how you can become a member and join this awesome group of professionals to connect and grow your business.

Stay Connected with WNFP!

Can't Stand Networking Events? Pretend to Be Somebody Else

Networking events have a decidedly mixed reputation in business. Lots of people can't bear them for all kinds of reasons: Introverts worry about clamming up, extroverts about being bored, and hard-driving types about it being a waste of time. You might have your own reasons to finding any possible excuse for avoiding them.

But in-person networking is not going away anytime soon. Sure, social media networks are terrific because they allow you to connect with new clients, share interesting articles, and you never have to leave your desk.

But let's be real -- as you're scarfing your lunch and reading your former CEO's latest think piece on office culture, you still know deep down that the face-to-face experience of business socializing can make an important difference for sales, industry connections, new knowledge, and who knows what else.

One of the ways I've grown my business from a stack of file folders (remember those?) to a multi-million dollar consulting firm is by using the skills I've learned as an actor and improviser to make these events more productive -- and, dare I say, often quite fun. And the good news is that you can, too.

The first thing to do is to approach the event as a play or a film. It might feel strange to think about it in that way, but the metaphor holds up.

You'll be making an entrance into an unfamiliar space. You'll hear -- and soon be adding to -- a cacophony of dialogue over the course of the evening. The people will be arranged in pairs or small groups which will change and rearrange in an intricate and fluid choreography.

Seeing the event as a play or film means that your conversations will be a series of scenes, and that allows you to perform as a new character. Yes, I mean perform -- literally.

You can then make "performance choices" and try things you wouldn't normally do, which increase the effectiveness of your presence and experience. You might not be rapping about the Constitution in front of thousands of screaming Hamil-fans, but the choices you make in these scenes matter.

So congratulations! As a new cast member of "Networking: The Musical!" you suddenly have a Playbill full of possibilities for how to perform at your next event.

Here are a couple of my favorites:

 

1. The Gracious Host

You're not actually the host, but you're doing what a generous host would do.

You go out of your way to greet people. You engage them in conversation, not because you're looking to get something from them, but because as the host, you know that will make them more comfortable (remember, it's not just you who finds these events awkward).

You ask them questions about why and how they came, and what they're finding useful about being there. You know that people are here to meet each other, so you're keeping an ear out for people who might connect well.

Did that guy say he's in social media marketing? He might want to talk with the woman with the hot new app. Is this couple going hiking next weekend? Maybe they want to meet the folks who rent out a mountainside full of glamping cabins.

The best thing about playing The Gracious Host is that your motivation to chat with people is totally altruistic; you get all the benefits of being there, while banking good networking karma for the future.

 

 2. The Curious Journalist

Perform as someone who is fiercely and genuinely interested in who people are and what they do. You are curious. You are generous. You are brave.

You aren't afraid to ask questions that are a bit provocative. "Do you have any tips for people who are bad at networking?" "What did you think you'd be when you grew up?" "What was the best career advice you ever got?"

And as someone who's extremely curious, you ask follow-up questions as well, making sure they're closely connected to what the person just said and not answerable with a simple "yes" or "no."

Both the "Gracious Host" and the "Curious Journalist" have one important trait in common: They listen. When you play one of these characters, you're paying much more attention to the other person in the conversation than to yourself.

Because you have more important things to do with your attention -- like asking questions, or making connections, or helping everyone else feel comfortable -- your awkwardness, or boredom, or self-consciousness just fade away. And you're free to reap the rewards of a successful networking event.

As they say in another (extremely profitable) show: You're not throwing away your shot.

Source:https://www.inc.com

Image Source: Getty Images

ABOUT WNFP

Westchester Networking for Professionals (WNFP) is a business organization focused on providing our members and guests with an extraordinary networking experience, bringing business professionals together for the sole purpose of generating new relationships and developing new business opportunities. Not a member, learn how you can become a member and join this awesome group of professionals to connect and grow your business.

Stay Connected with WNFP!