Are you likable enough to do business with?

Entrepreneurs and leaders in business who have great people skills will have a decisive edge over those who don't.  People skills can take a considerable more amount of time than technical skills, but are well worth the time put in to learn them.

Wouldn't you rather work with someone you enjoy being around vice someone you don't?  Being likable will put you in a position to attract new people to collaborate with and build long-standing business (and personal) relationships with.

People consider who they want to hire, work, do business, collaborate, and receive consulting on the "BLT" factor.  BLT is believability, likability, and trust.  If you have an abrasive personality, it doesn’t matter how competent you are, you will struggle to expand your business.

Empathy, reliability, and integrity are three character traits that combine to form your likability factor.  Here is a breakdown of each and how you can increase your own likability factor.

Are you empathic enough?

Empathy is the ability to understand and relate to another's perspective and situation.  To empathize is not the same as to sympathize.  Relationships that are strong and enduring are oftentimes built on empathy. 

This is a life skill that demands self-awareness, experience, and practice.  Empathy allows you to relate to others and is cultivated by the ups and downs of your own professional and personal events.

People who have experienced a common event always have an instant bond or rapport.  Fraternities, various professional organizations, and shared traumatic events create deeper connections with people.  Those deeper connections will lead to more business.

Empathy is not appeasing, agreeing, or accepting of other people's perspectives, outlooks, or opinions.  You may consider other peoples' feelings, outlooks, and perspectives but you still have a business to run.  This skill requires you to react less and listen more.

"God gave you two ears and one mouth, use them proportionately."

The next time a client, prospect, or employee is struggling with something, listen and share a personal story about how you overcame a similar obstacle.

Are you reliable enough?

People love and expect professionals, business partners, and brands to be reliable, consistent, and dependable.  If you have a problem, would you call someone who has proven themselves through thick and thin, or would you call your long lost cousin (or uncle, etc)?  Of course, you would call the person you trust and know would be there. 

When you are traveling and need a shot of coffee, you see that all familiar green mermaid, you expect that coffee to taste the same as it down around the corner from your house!

People are attracted to security, reliability, and trust.  "People do business with people they know, like, and trust."  When you can count on someone to always be there, you have a deep trust in that person to be there.  Wouldn't you like to cultivate that same attitude amid your clients, prospects, and employees?

Work on your reputation of always being a person, organization, or brand that people can always be relied upon and you will always find an abundance of business through the ups and downs of the economy.  If you can't fulfill an obligation for some reason, be upfront and let the client, prospect, or employee know as soon as possible what the issue is, what is or can be done, and to inquire about other possible solutions. 

Do you have enough integrity?

Our culture has experienced enough lack of integrity.  When you waste your time by watching the news, you will see lack of integrity in everything from politics, sports, business, entertainment, and etc.  The highest professionals at the pinnacle of success all maintain their integrity with ruthless attention.  It is always doing what is right even when no one is looking.  Integrity is standing up and speaking out about what you believe in, even when that is the unpopular thing to do.

Warren Buffett has said regarding good people to hire, work with, or collaborate with to look for three distinct qualities.  "Integrity, intelligence, and energy, and if they don't have integrity, the other two will kill you!"  There are lots of people smart enough and extremely capable, but not that many actually take the time to work on their integrity.  The people who do put their time, energy, and attention into their own integrity will be paid big dividends in return.

Relationships require integrity whether personal or professional.  Even on those days when it may be a little hard to always perform at your best, it is always worth your effort.  Always being consistent at doing your best, applying your best judgment will net you large rewards with any relationship you may have.