I’m always looking for new perspectives and new ideas. I heard something very neat from a gentleman named Kim Kirkman recently. Kim is a professional musician who has been working with my singers’ group for the past few months to prepare us for a couple of concerts with Brisbane’s St Lucia Orchestra. In rehearsal last week, whilst admonishing the choir to smile during performance, he uttered the words of wisdom that I have used for the title of this blog. His meaning? If you look like you’re having a great time, so will the audience. On the other hand, if you look nervous, scared or uncertain, then so will be audience be.
I thought that was very smart thinking. During our performance in Brisbane on Sunday afternoon, I had the opportunity to sing a two line solo shoulder to shoulder with three professional opera singers, right at the front of the stage (in front of the orchestra and the conductor) before 400 people. We were all having a wonderful time, smiling and interacting during the piece and as I scanned the audience, I could see them smiling back.
I think accountants can take this advice on board too. When you’re in a meeting with clients, you need to adapt the position that you always know more than the client. Communicate with certainty and conviction. Exude confidence. And SMILE! When you do that, you give yourself a great chance of influencing the client. Think of times when you have made a major purchase. Was the vendor tentative, nervous and lacking in self confidence? Or did they appear to be convinced that they offered great value and that your purchase made a heck of a lot of sense?
Next time you are in front of a client or prospect, remember – your audience hears with its eyes. It’s a profound and very important insight.