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Helen Smith

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August 28, 2011 - 5:33 am

I thought about the above statistic as I read a new book called The 11 Laws of Likability: Relationship Networking . . . Because People Do Business with People They Like. The author, Michelle Lederman, gives good advice on how to network in a more relaxed and authentic way. If you are looking for a job (or trying to build your business), her advice can be invaluable.

My favorite chapter was one on “The Law of Perception” that discussed nonverbal body language and how important it is in a job interview or in business dealings. Making eye contact, standing tall, and pausing at the right time can all lead to positive perceptions whereas lack of eye contact or staring, slouching and coming off as insincere and fake can give a negative impression that loses you a job interview or potential client.

I used to think it was unfair that people had to get others to like them or had to know someone to get a job but I realize that this analysis was unfair itself. Why would someone want to hire someone or do business with someone who is not recommended by a person that you think highly of? Is a complete stranger with no known background a better bet? I doubt it.

Helen Smith is a psychologist specializing in forensic issues in Knoxville, Tennessee, and blogs at Dr. Helen.
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