Business Etiquette This book teaches individuals how to represent their

“All sins cast great shadows.”
—Irish proverb
ven a minor error can have major implications, es-
pecially if the person who’s affected by it is a big
shot!
If you’re like me, you know from personal experience
that dealing with top officials can be a challenge. Many
people are intimidated by the prospect of dealing with
VIPs—by which I mean heads of corporations, government
officials, visiting dignitaries, or key contacts within your own
organization or one in which you hope to do business. But
you can’t let fear guide the relationship or you’ll soon find
that that “minor error” you were concerned about has
turned into a series of major problems!
E

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Business Etiquette
Not to worry, though. In this chapter, you’ll learn how
to handle encounters with people of high rank or status,
maintain your poise, and come out looking great. Here’s
where you’ll find advice on interacting with important of-
ficers, using your own words to best advantage, and estab-
lishing a good relationship with your boss. Once you’ve taken
a look at the advice that follows, you may not completely
rid yourself of all of those “butterflies in the stomach” that
sometimes precede a meeting with an important decision-
maker, but you should be able to approach these encoun-
ters with renewed confidence and composure.
Tip #74
Tip #74
Tip #74
Tip #74
Tip #74
When in doubt, ask questions.
When in doubt, ask questions.
When in doubt, ask questions.
When in doubt, ask questions.
When in doubt, ask questions.
When you’re unsure about how to interact with an im-
portant decision-maker, your best bet is usually to ask non-
threatening questions in order to determine the best way
to move forward. Rather than freezing up or trying to prove
how smart you are, ask respectful, intelligent questions and
see what happens next.
For example:
Š
“What are our department’s main goals?”
Š
“What’s the most important thing on the list
for you?”
Š
“What sort of qualities are you looking for in
a _______?”
Š
“How do you want me to proceed with
so-and-so?”

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VIPs
Tip #75
Tip #75
Tip #75
Tip #75
Tip #75
Use the communication method your contact favors.
Use the communication method your contact favors.
Use the communication method your contact favors.
Use the communication method your contact favors.
Use the communication method your contact favors.
Looking for a good way to score points with the boss or
anyone else whose opinion and respect you value? Mirror
his or her favorite communication format!
Choose the way you are going to communicate with
decision-makers and higher-ups based on the way they com-
municate with you. By doing so, you will be operating on
their wavelength. For example, if your manager communi-
cates with you via e-mail or fax the majority of the time,
your responses to the person should be sent electronically
or by fax. If your manager stops in to visit you when he or
she has an update (or your client prefers to meet with you
rather than talking about a topic via phone), emulate this
behavior. Finally, if the person seems to communicate
mostly by voice mail, make a habit of leaving voice-mail
messages for him or her. The person you’re connecting with
will know that you’re “on the right wavelength” the mo-
ment the message comes through.
Tip # 76
Tip # 76
Tip # 76
Tip # 76
Tip # 76
Know how to tur
Know how to tur
Know how to tur
Know how to tur
Know how to turn a “no” today
n a “no” today
n a “no” today
n a “no” today
n a “no” today
into a “yes” tomor
into a “yes” tomor
into a “yes” tomor
into a “yes” tomor
into a “yes” tomorrrrrrow
ow
ow
ow
ow.....