Dress for Success
No one should treat you any differently because of the way you dress. But in business, how you dress often determines your success. If you want to be treated with respect, you have to dress respectful. If you purposefully dress inappropriately for a business occasion, then you may run into a few problems. Dressing appropriately for the occasion will significantly increase the odds in your favor, especially when selling. So, dress for success!
Dress for Success at all Times
Business has become more casual. Corporate casual is de rigueur for most companies. While most have adopted it fully, others select a few days a week where casual is appropriate. This has encouraged vendors to also adopt a casual dress policy when making sales calls on these customers. And unfortunately, in many cases it has encouraged them to adopt casual attitudes toward appointments.
This is a mistake. While some companies insist that their vendors also dress casually when calling on them, it is still best to make sure that as a salesperson, you maintain strict guidelines as to what constitutes casual and what does not. Arriving at your customer location in wrinkled Dockers and sneakers is not appropriate. However, as silly as this sounds, I have seen salespeople calling on one of the largest retailers in the world dressed similarly. Don’t get drawn into this casual trap. Establish early with your customer what is acceptable casual (sometimes referred to as business casual or corporate casual). Quite frankly, even though your customer may be 100% casual, you may still be okay arriving in a suit and tie. Most customers don’t take offense to it. In fact, it shows respect.
Business Requires Proper Dress
Business in general, still requires proper dress. Though you should also strive to dress appropriately, remember that the business environment determines what is appropriate. Years ago, when I started in business, I was a salesperson calling on small grocery stores in rural communities. I initially approached my customers in a suit. Later, as I got to know them well, and realized that they were hardworking agriculture types, without their permission, I took it upon myself to tone down my dress. My results suffered. I went back to my suit and my numbers went back up. When I asked one of my buyers about this he just smiled and said, “give us the respect that we are due, unless I tell you otherwise.”
Uniformed police officers, athletes, and soldiers don’t wear clown suits when they work. Neither should you. Dress appropriately.
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