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Executive Presence Gets You The Next Big Gig (Three Ways to Increase It)
Howie Chan
January 28, 2024
imagine you're pitching your big idea on Shark Tank.
You've rehearsed a thousand times and you have all your props ready to go.
They call your name and you walk onto the set.
There they are: Mark Cuban, Daymond John, Lori Greiner, Barbara Corcoran, Kevin O'Leary (aka Mr. Wonderful) and Robert Herjavec.
Photo credit: ABC
They are seated comfortably and looking directly at you.
Your pulse is rising, but you feel great, ready to begin.
What happens next though takes you by surprise. The crew is adjusting the lighting, the microphones, and you are just standing there in silence, in front of the sharks - minutes seem like hours.
What do I do with my hands?
Are they looking at me?
Should I look at them?
Should I smile?
This is actually what happens behind the scenes on Shark Tank, as described by Barbara Corcoran, when talking about executive or leadership presence. It seems the sharks have already made up their minds before you even opened your mouth.
Here is what Barbara has to say:
“When I watch someone who’s under tremendous pressure, that is a great test. Even before they open their mouth I know who I’m out on. I just sort of come up with a reason ‘why’ that I can say on camera. But the truth is I know when I’m out right away because the guy takes his hands out of his pockets, then he’s shifting, he’s no longer making eye contact, he’s sweating bullets, his knees are jiggling. I mean is this a guy I’m going to give my money to?”
In a survey of 400 CEOs and C-level executives, 89% of respondents believe that presence helps you get ahead and 78% say that a lack of presence will hold you back.
Executive presence is important if you want to grow.
But what is executive presence?
Turns out, executive presence is not about how you've performed or the impressive results you've been getting.
It's actually a signal for how prepared you are to take on a bigger role or a bigger opportunity.
The good news? Only 2% of leaders are "born" with it, the rest learn and hone this critical skill.
BASE PRINCIPLE
Executive presence is not about what you've done, it's a signal for what you can do.
WHAT IF?
What if you had the executive presence to complement your technical abilities? What if you could signal to management you can take on a bigger role? What if you were able to really showcase your ideas instead of worrying what people think?
A seminal study on executive presence shows the breakdown of three different areas:
How you act 67% (gavitas)
How you sound 28% (communication)
How you look 5% (appearance)
1/ How you act (gravitas)
The most important quality that shows gravitas is to show confidence, poise, and grace under fire. Three tactics:
Prime your brain
Self-talk is extremely important. Remind yourself that you are enough, that you are everything you need to be at this moment, and grateful for the chance to be the hero in your own story.
Take a moment
Breathe and focus on long exhales to calm yourself down. Read the previous letter on instantly lowering your anxiety in a high pressure situation.
Respond using the PREPS framework
If you are asked a really tough question (under fire)
Point: Pause as you look up without titling your head in deep thought, repeat the question and deliver a concise point.
Reason: Tell them why you made this point.
Example: Give a data driven example and an emotional anecdote.
Point: Go back to the main point you made at the beginning.
Segway: Ask an open ended question.
See Preston Chin describe the PREPS technique HERE
2/ How you speak (communication)
The most important quality is speaking concisely and in a compelling manner. Three tactics:
Lose the props
No notecards or stacks of paper. Know your main points.
Make eye contact
Look at your audience. Shift your gaze to different people in the room so as not to stare.
Pause
Make your points short and use pauses to denote importance after a key point is made.
3/ How you look (appearance)
The most important quality here is to look well groomed and polished. Three tactics:
Find a role model
Who do you look up to in your field? Use them as an example and then add your flair.
Dress for the job you want, not the one you have
Every job has its own culture around it, focus on the dress-code for the culture of that job.
Open posture
Stand tall, chest out, relaxed arms. By being in a confident physical state, your physiology will follow suit.
Hone your executive presence, even if you're not aiming to be an executive. It's about signalling to whomever that you're ready for the next big thing!
"The greatest danger for most of us is not that our aim is too high and we miss it, but that it is too low and we reach it."
~Michelangelo
Dial up your executive presence, go get that big job!
Live your legend 🤘🏽,
Howie Chan
Creator of Legend Letters
Sources:
Goman, Carol K., 5 Ways to Instantly Increase Your Leadership Presence, Forbes, January 18, 2016 - LINK
Campbell, Sherrie, 7 Ways to Master Poise Under Pressure, Entrepreneur, June 16, 2016 - LINK
Williamson, Sally, Executive Presence Is a Top Priority for Leadership, SWA - LINK
Hewlett, Sylvia Ann, Executive Presence, Talks at Google - LINK
Prof. Locke, Connson, How to Develop Your Presence and Influence, London School of Economics - LINK
Two More Ways I can Help You:
1/ Strategy Hour
Book a 1:1 call with me and we can talk about brand strategy, self-mastery and/or LinkedIn growth (I grew from 7K to 30K followers in <3 months).
2/ Personal Brand Clarity Program
Three 1:1 coaching sessions to get clarity on your story and your brand so you can attract what and whom you want into your life.