| Gravitas A dictionary definition of gravitas is "a serious | | | | 4. Hold the silence |
| and solemn attitude or way of behaving". To the | | | | Before you speak, hold the pause to ensure others' |
| ancient Roman republic, it meant dignity, seriousness | | | | attention. When you have finished speaking, stop |
| and duty, one of the several virtues expected of men | | | | talking. You communicate very powerfully by your |
| to possess. However, currently in my view, it's not | | | | silence. |
| about taking oneself seriously - it's about taking what | | | | 5. Set the mood |
| one does seriously. | | | | Before you enter the room, focus on and imagine how |
| Why bother to cultivate it? | | | | you want everyone in the room to feel. People are |
| In order to convince someone in business to buy from | | | | only too willing to be guided by you so set the tone |
| you and especially promote your interests, the decision | | | | and mood. You will gain the influence to set the |
| maker is likely to need to know, like and trust you. | | | | agenda for the rest of the meeting. |
| Cultivating gravitas is a compelling business strategy | | | | 6. Act 'powerfully' |
| for establishing credibility, respect and trust. Ultimately | | | | Imagine a triangle. Put in a horizontal line near the apex |
| this leads to increased profile for you and business for | | | | denoting the top 7%. That is the amount of conscious |
| your company. | | | | awareness people have of what you say. However, |
| 1. Appearance | | | | the 93% below the line is the unconscious mind |
| Take care to look the part. An interesting study | | | | absorbing your body language and vocal delivery that |
| revealed that if a vet dressed 'down', they were rated | | | | will determine how they really see you. Make sure |
| as low in effectiveness. However if they dressed in a | | | | your unconscious signals are powerful: your |
| white coat and wore a stethoscope (however | | | | movements and delivery deliberate and you use the |
| superfluous), they were rated as highly effective! Go | | | | major key in your voice to convey certainty. |
| to expensive hairdressers to get the best advice on | | | | 7. Feeling disempowered? |
| how your hair should look. Go to an image consultant | | | | In a situation where you are likely to feel unsure or |
| to match your colouring, your style and the context of | | | | lacking in knowledge -and especially if you are talking |
| the clothes you are wearing. Go to the gym. Buy | | | | with someone who is an expert, change the role that |
| expensive shoes and keep them polished -people DO | | | | you are playing. Ask searching and challenging |
| notice. Make sure your nails are carefully manicured. | | | | questions to keep them thinking or give incisive |
| Make your appearance looks better than expectation | | | | summaries of what you have heard to make it clear |
| to make an impact. | | | | you are still powerfully attentive. If you get interrupted |
| 2. Occupy your space | | | | when speaking, look irritated and immediately cut in to |
| Imagine the 18" traditionally claimed around the body. | | | | repeat what you were saying. And ladies, cut down on |
| To increase a sense of 'presence' when you walk into | | | | smiling. It can be seen as placatory and submissive. |
| a room, increase the space around you to include the | | | | Make your smile the reward. |
| room and enfold everyone in it. To create energy | | | | 8. Give your undivided attention |
| within you, imagine that you have a secret that no one | | | | Give eye contact and quieten the internal chatter. |
| else knows and go into the room thinking this. On | | | | Make space to absorb what's being said and |
| entering the room, pause in the doorway and look | | | | especially HOW it's communicated. Become |
| round. Then move forward towards a group where | | | | consciously aware of the subtext of body language |
| the body language suggests they are open to others | | | | and vocal tone. It will give you a lot of information as to |
| joining them. Even when you think that people are | | | | how you want to respond. Then make your response |
| turned away from you, their peripheral vision will catch | | | | deliberate and targeted. |
| your entrance and make assumptions about what to | | | | 9. Note taking |
| make of you. | | | | Expect to take notes - you are valuing what you hear |
| 3. Value your words | | | | and are taking the information to digest at a later date. |
| Be sparing and measured in your speech and make | | | | However do not scribble furiously -others are likely to |
| every word count. People with presence say relatively | | | | dismiss you as the minute-taker, particularly if you are |
| little. Though everything they say counts - valuing | | | | a woman. |
| quality over quantity. You have no need to raise your | | | | 10. And finally - don't expect to be liked! |
| voice - in fact, you will have people leaning forward to | | | | Having gravitas will gain respect from those around |
| catch your words if you speak firmly yet quietly. And | | | | you. Gaining respect is far more valuable in business |
| according to research, for men, the female voice is | | | | than being loved. It gives you instant credibility so you |
| more complex and more difficult to hear and | | | | get taken seriously. Businesspeople - and staff |
| understand and women's higher pitch can be | | | | members need to know, like and trust you to follow |
| interpreted as subordinate. So for women to gain | | | | your lead. Having established respect and credibility, |
| authority in the workplace, they need to deepen their | | | | building rapport later will encourage them to want to |
| vocal delivery and make it more deliberate. | | | | like you. |