Dressing For Executive Success

Fashion Expertise?

From the title of this article, you might assume that I’m an expert on fashion.  I’m definitely not. The advice here is based on my understanding of how different types of people make decisions.  From that, I believe I can help you to more effectively dress for success.

Snap Judgments

We all know the old saying:

“You can’t judge a book by its cover.”

If it were true that people don’t make snap judgments based on appearances, we would see some very bland book covers. The fact is, we all do it with both books and people.

Malcolm Gladwell’s “Blink” offers fascinating validation for how humans can and do make rapid, instinctive judgements and decisions based on appearances.  And with a solid frame-of-reference, snap decisions can be surprisingly accurate.

What is the Purpose of a Book Cover?

It’s to get people interested in the book.  Pick it up.  Learn more.  Buy the book.

Is Your Appearance Any Different?

Like a book cover, your attire, appearance and demeanor are forms of non-verbal communication.  What message is your appearance sending?  What does it say about your…

• Level of professionalism?
• Attention to detail?
• Social status?
• Business status?
• Self confidence?
• Personal style and taste?

What messages are you sending?  How consistent are they?

What to Wear?

I believe that, each day, you should dress to the level of the most important person that you expect to meet.  This belief is based on these time-tested concepts:

• You never get a second chance to make a first impression.  People routinely rely on their snap judgements of your appearance.
• All of us want to do business with people we know, like and trust.  The impression of your appearance will make you either more or less likable.
• Perceived empathy is an important factor in first impressions. There is always a subconscious wonder: “Does this person understand what it’s like to be me?”.  How does your appearance make others more comfortable with you?
  

Read the Scouting Reports

People will offer subtle clues that you can use to effectively adjust your appearance.  When it comes to judging apparel, folks are wired differently. Some have a strong value for beauty and form that effects both their own dress habits and the way they view others.  They have what we call a “high aesthetic” drive and place a high value on appearance and other sensory things.  Others are indifferent to fashion and color schemes. Ideally these people have some help at home that will occasionally ask the semi-rhetorical question:

“You’re wearing that?!?”

For me, that typically triggers a hasty wardrobe change.  If you’re even slightly aesthetically challenged, be aware that you could be judged by others with a different value system when it comes to fashion and neatness.  It can help to have the preemptive fashion police on your side.  Their advice can serve to prevent you from sending the wrong visual message.

Some people are more rule oriented and traditional and will therefore honor dress code traditions at high end establishments like upscale restaurants, conferences and offices.  Others? Not so much.  Know your audience for this non-verbal communication and make sure your visual is on-purpose.

Trade Show Attire

With the onset of “corporate casual” attire some marketing departments established a trade show team look with matching polo shirts and khakis for their trade show teams. For the above reasons, this can be a blunder. What happens when  a C-level executive in formal business attire visits your exhibit?  In that situation, your team attired representative is on uneven footing. The transaction is slanted in favor of the better dressed person.  A business suit trumps the khakis in that environment.  Do you really want to start a business meeting after being trumped? Why take the risk?

Different Strokes

Attempting to put everyone under one appearance umbrella is a mistake.  So it is important to do your homework on both the people you interact with and the cultures in which they live and work.  Adjust your visual messaging accordingly.

Related Resources

• Expanding Your Sphere of Influence
• The 3 C’s of Success: Don’t Leave Home Without Them
• Forever in High School
• Malcolm Gladwell’s: Blink: The Power of Thinking Without Thinking (cover shown above) examines our ability to make rapid decisions.