Guidelines for Enhancing Confidence in Conversations with Influential Individuals
Discover how to adeptly manage interactions with influential figures—whether conversing with a superior’s superior, a recruiter, or your organization’s CEO.
We all engage with influential figures, such as our immediate supervisor, a top-tier executive, or a recruiter. These interactions can significantly impact our professional trajectory. However, during such encounters, projecting confidence is crucial to being perceived as credible while avoiding arrogance.
Outlined below are six strategies to exude this desired level of confidence—and exemplify an approach that can substantially benefit your career:
1. THOROUGH PREPARATION
Initiate any scheduled conversation well-prepared. Jamie Dimon, the chairman and CEO of JP Morgan Chase, emphasizes that during job interviews, he is most impressed by candidates who have thoroughly researched the company instead of those seeking clarification on information they should have already known. Dimon states that individuals who have done their due diligence “are enhancing your life, as opposed to the other way around.” This level of preparation not only impresses influential individuals but also empowers you, the professional, to take control of the conversation and project confidence.
To impress influential individuals:
- Familiarize yourself with the pertinent subject matter.
- Absorb all available resources, such as annual reports, press releases, speeches, industry publications, internal documents, and job specifications.
- Arrive ready to discuss the organization and its leadership with the executive seated across from you.
2. DEMONSTRATE RESPECT
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Demonstrating respect is not just a courtesy, but a crucial element in conversations with influential individuals. They will appreciate this gesture and admire you for deflecting attention away from yourself. This not only helps to build rapport but also demonstrates your professionalism.
Mastering the art of showing respect is crucial. Find genuine reasons to express admiration to avoid coming across as a flatterer who seeks favor with insincere compliments. This approach will project strength and authenticity.
In my earlier professional stint as a speechwriter for several CEOs, I often commenced meetings by praising their recent speeches and highlighting specific aspects I found compelling.
A prime moment to exhibit respect is at the meeting’s outset. Express statements like, “I value your insights, which is why I initiated this meeting.” When engaging with a recruiter, you could convey, “I eagerly anticipate meeting you and learning more about the enticing role within your team.” Similarly, when interacting with an executive, a concise declaration such as, “I’ve long admired your work, and it’s a pleasure to make your acquaintance,” can make a strong impression. These expressions of respect and admiration not only make the influential individual feel valued but also foster a sense of connection and respect in the audience.
3. BE DIRECT
Early clarity and directness are paramount to establishing your message in conversations with influential individuals.
Frequently, speakers, especially those feeling subordinate, tend to meander around the topic without a clear objective, thus diminishing their impact and ceding control to the other party.
To make an impact in conversations with influential individuals, it’s crucial to be direct and assertive. My initial mentor, a seasoned manager, once told me, “Regardless of your position relative to our CEO’s, boldly convey your suggestions for his speech.” This taught me the importance of being direct and assertive with my message. He didn’t suggest seeking the CEO’s input, which would relinquish my authority. This underscores the importance of being direct in conversations with influential individuals.
4. REINFORCE YOUR MESSAGE
In conversations with influential individuals, you are expected to substantiate your perspectives. After presenting your viewpoint, the most effective approach is to develop your argument.
Once you articulate your position, bolster it with evidence. Provide the rationale behind your beliefs or propose actionable strategies.
5. EMPLOY ASSERTIVE LANGUAGE
Your choice of words communicates volumes. Present your arguments using resolute verbs such as “I know,” “I believe,” “I see,” and “I will.”
Steer clear of tentative language like “I think,” “I feel,” “I suppose,” “I guess,” “I wonder,” and “I imagine,” as these can undermine your credibility. Similarly, avoid filler words like “um,” “ah,” “like,” and “you know.” Instead of filling pauses with unnecessary words, allow your ideas to breathe by pausing purposefully.
Apologies and caveats such as “I might be mistaken, but…” or “It’s just a thought” should be avoided, as excessive humility or uncertainty is generally not well-received.
6. MAINTAIN EYE CONTACT
Make consistent eye contact to directly engage with influential figures. Avoid looking away, as it may imply hesitance. Sustained eye contact adds a personal touch to your message and fosters a direct connection.
Studies suggest that individuals of higher status maintain more prolonged eye contact compared to those with lesser authority. Thus, maintain eye contact with the executive throughout your discourse and after articulating key points. Allow space for their responses following your statements.
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