How is Professionalism Related to Getting Clients?

What does it mean to be professional? How does professionalism help you get clients?

Generally, the term “professionals” refer to a certain type of profession – doctors, lawyers, and people who hold college degrees, for example. “Professionalism” on the other hand, refers to a type of behavior, or a code of conduct. It’s the manner in which you present yourself every day, regardless of your industry or profession. So what does that involve, and how does it help get clients?

Let’s explore . . .

Do you exhibit professional behavior in your actions, attitudes, and in what you say towards other people?

What you say matters! Each and every day, your choice of words matters! Being professional means learning and applying some simple communication skills when dealing with clients and colleagues.

Do you insult others or worse, resort to name-calling when confronted? Don’t laugh – this actually happened on a conference call I was on with one of the gurus (see previous blog post).

Many people, without thinking, immediately contradict someone else when they disagree with what that person has said. A better approach, one which makes you come across as much more likeable, is to validate what the other person has said. After all, they believe that they are right too.

To state your case, say something like “I can certainly understand your perspective, however you may not have considered ____.” Validation takes tact and diplomacy.

Image! A second factor in coming across professionally is your image. How do you look? No, you don’t have to look like Angelina Jolie or Brad Pitt. But it helps to be well groomed and have good hygiene, a professional haircut and clothes, and neatly trimmed nails. You get the idea.

Impression. What do your clients (or co-workers) think of you? As a business owner, one of your top priorities should be to keep your customers happy.

Here’s a simple checklist:

Do you respect other’s opinions?

Do you respect their time?

Do you respect their work?

Are you responsive?

Do you get back to someone quickly? Do you return calls and emails promptly?

Do you have good communication skills? When a client needs something and you don’t have it right away, do you send them a quick email telling them you’ll get back with them once you have the information?

Do you tell your clients up-front that your conversation or project is confidential? This is very important in building trust! They need to know that they can be comfortable talking with you and confide in you if necessary and that you won’t divulge their information. Learn to practice discretion.

Are you a positive, happy person? Do others like being around you? Don’t criticize others or be a downer! Always be positive, happy, and upbeat, especially when you answer the phone! I have received jobs many times because I actually answered the phone (vs. going to voice mail), but also because I was happy to hear from the person and I responded before anybody else. (Note:  There are lot more tips in my book – Full-Time Woman, Part-Time Career).

Now I want to hear from you – do you have any tips on being professional?

Has your professionalism ever got you a new client (perhaps you won out over a competitor)?

How about the other way – has your professionalism (or lack thereof) ever caused you to lose a client?

Is there a time you have gone above and beyond for your clients? If so, I would love to hear about any of these!