by Gina Novelle copyright 06-2004 Excerpt from book ďBusiness Secrets Men Donít Tell WomanĒ by Gina Novelle
Since women view this aspect of game with such distaste, many of them try to play in game with no broadcasting. Remember this is a strategy of game. One must learn this skill. When to toot your own horn and how much needs to be practiced. Women tend to toot in an insecure fashion. They do it at wrong time and for wrong reason. Worst of all, when given right opportunity, most just clam up.
Iíll give you examples. Our office sends clients to other consultants in area, three of them are women, and three of them are men. Ken toots his own horn. Each time, he gets certified in new software, he lets us all know about it. He even has new business cards designed with certification logo. He lets us know about his latest endeavors, client base, etc. The women consultants have told me they canít stand him. Since I realized he was just advertising, I never took this as a put down. The women felt he was bragging and putting them down. Thereís that ďDonít take it personalĒ lesson here.
Letís just further examine Kenís skill. Iíve been on jobs with Ken and noticed that he never loudly toots his horn to client, only to us. When he first meets with a client, heís confident, cool, and has done his homework. He already has information about that clientís company. He walks in, with paper in hand and at first meeting, hands client both his business card and brochure. He then quietly waits. Thatís right; he shuts up. Wow, this is not Ken other female consultants see and know.
The client briefly reads brochure and asks Ken a few questions. Again Kenís demeanor is modest. Then that male bonding thing takes over. Oh, they both like golf, (it was in his brochure.) They have mutual clients (it was in his brochure). Okay, Ken did it. How can I compete? Thatís just it. I donít have to compete Iím there with Ken. He has all glory at this moment. So what? This is not time for me to spit out all my experience. However, that is just what some women do. They feel they have to say something.
Ken brought me along as his colleague. He knows he already has client and has confidence that I can handle job. My turn will come with women in office. I donít need to tell client all my experience. Iím being paid just same. Thatís what I mean about timing.