Suit Yourself: Is image everything?
A couple of weeks ago, I went to a networking event where I was presenting. (Yeah, the one where a person took my business card and spammed me.)
One participant asked me a question after I was through with my speech about getting the right clients to buy her services. She wondered how she could let them get the value of what she was doing so they would pay her what she was worth.
So I started a brief discussion about only working with the people willing to pay her price. But she said that wasn’t her problem. Her target was 6-figure and 7-figure business people who are looking to succeed outside their business lives.
Well, based on that information, I could easily figure out what was going wrong.
She didn’t look the part - nor act it.
She looked poorly put together, with clothing that was a little frayed and stained, and hair that needed some attending to. In addition, she told me that she didn’t participate in many of the activities her ideal clients would: golf, horse racing (we’re in Saratoga), etc.
I tried to explain (as nicely as I could) that no matter how good she is at what she does, her target market would not see her as someone who even understands who they are, because of her appearance and her activities (or lack thereof).
She felt that it’s not the packaging that’s important; it’s the value.
What do you think? Is image important? Would you consider doing business with someone who didn’t look the part?
Tags: Business, dress fro success, image, networking, small-businessPOSTED IN: Communications, Customer Service, Leadership
4 opinions for Suit Yourself: Is image everything?
John
Feb 21, 2008 at 4:42 am
I hate to say it, but you’re right and she’s very wrong.
Sadly we do judge people (and businesses) by their presentation. In my first business we found that changing our image resulted in an increase in work and all of it was from people prepared to pay more for our services.
Kristina
Feb 21, 2008 at 12:39 pm
I think she is definitly wrong. So much about who we are is about our first presentation to another. Blink of an eye decisions are made about people every day and unfortunately her clientèle are the one’s who are most aware of appearance and who judge appearance the harshest.
Jessica
Feb 21, 2008 at 6:24 pm
John and Kristina have said everything I would have said. Shannon is dead-on accurate and unfortunately, this lovely lady you’ve described is never going to get the clients she’s currently targeting. She’ll either experience a shift and make a change or she’ll be stuck. But good for you telling her like it is! I would greatly appreciate your honesty in that (and any) situation!
Linda
Feb 27, 2008 at 6:57 pm
Yes for me image is important. It tells me, I’m wealthy enough that I can afford to take care of myself. I live a balanced life and I can help you too. That’s more powerful than any value she can provide. I’d add not just participate in the activities that her potential clients do, but also read and see what they see. What trade papers do they read regularly? What blogs or online newspapers? What business TV shows do they watch sometimes? Any business books they’ve read.
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