People in Los Angeles often joke that “you are your car.” Indeed, certain inferences are made about you based on the vehicle you drive. For example, driving a Mercedes or BMW might imply financial success while owning a SUV might suggest a large family or active lifestyle and buying a Chevy might signal a driver with “middle America” ideals. These perceptions may or may not be true, but an image is created by which these drivers are judged.

     The same holds true in the workplace. Inferences about peoples’ abilities are based on the image they project. People are judged not only by the words they choose to articulate a thought, but also by the tone and body language used during the delivery. Competence is inferred by the way we speak about what we know. It is important to be mindful of the images you project, not so as to live up to the images of others, but to ensure that any inferences made about you accurately reflect who you are. To do so, you must develop effective communication skills. This is not to suggest that form is more important than substance. However, you do not want your “form” to impede your ability to project competency. To ensure your body always supports your message, consider the following tips.

• Dress for success. Business casual has created distinct challenges in today’s workplace. It is more difficult to define what dressing for success looks like. To state the obvious, your look should always be neat, ironed and professional. Pay attention to the details: hair, nails, shoe shine, etc. The packaging is important.
• Make eye contact. Look people directly in the eye when you are speaking. This serves three purposes. 1) It demonstrates confidence. You appear in control. 2) It engages people. Your eyes are like magnets; people cannot look away. They will feel acknowledged and drawn in to the conversation. 3) It provides instant feedback to determine how your message is being received. You will be able to see if people are confused, doubtful, bored, etc., and adjust your message accordingly.
• Use your body to project confidence. Your stance should convey power and authority. Stand tall with your shoulders back and your feet firmly planted about hips-width apart. This will allow you to balance your weight and minimize distracting shifts from leg to leg as well as rocking backing and forth or swaying which makes you look nervous and uncomfortable.

       The same principle applies when seated. Your feet should be flat on the ground and your forearms should be placed on the table. Sit on the front two thirds of the chair to ensure you are sitting straight. While this is not the most comfortable way to sit, it is the most commanding. When you are in the listener role, you can assume a more comfortable position.

• Understand the power of your voice. Your voice is a very powerful, seldom thought about, tool. Notice effective speakers. There is a pace and a rhythm to their speech patterns. They project their voices, use pauses for dramatic effect and always manage to have a conversational tone to better connect with the audience. Speak slowly, enunciate clearly and smile when appropriate to let your enthusiasm and energy come through.
• Remember to breathe. If your speech pattern is peppered with “ums,” “uhs,” “ers,” “you knows” and “likes,” it is probably because you are nervous and aren’t breathing properly. At the end of each sentence, take a breath, focus your eyes and deliver the next sentence or thought.

  Avoid common errors that delude your perceived competence.

• Do NOT pose statements as questions. Say, “Come to my office at 3:00 p.m.” instead of “Could you come to my office for a meeting at 3:00?” Asking a question suggests the listener has an option. If you are in a supervisory position, you may not want to provide the option. It dilutes your perceived power.
• Do NOT pose use disclaimers to introduce ideas. Avoid beginning statements with “This may not be right…” or “maybe I am missing something…” It undermines your perceived confidence. Simply state the idea. If you are wrong, you will be told.
• Do NOT tag questions onto statements. Saying, “That was a very productive meeting, wasn’t it?” makes you sound unsure. Your intent may have been to invite a response, but a better way to do that is to ask, “What did you think of the meeting?”
•  Do NOT introduce multiple subjects. “I think this draft is sloppy and unacceptable” vs. “This draft is sloppy and unacceptable.” It is safe to assume the listener understands if you are saying it, it is what you think. Your goal is to focus the listener on the true subject, the draft.
• Do NOT use inappropriate words. Some words don’t belong in business. There is never a need for expletives, racial epithets or sexually charged language. Also be mindful of how you use words such as “like,” “you know” and other colloquialisms. They signal a lack of polish and professionalism.

To ensure you deliver a powerful, listener-friendly message every time, deliver information in clusters of three. There is a rhythm to speaking that way that makes it easy for the listener to focus and retain information.

• “Let’s look at the problem, cause and solution…”
• “I will share the facts, our analysis and recommendations…”
• “There are three important points to consider…”
• “Three factors are driving this decision…”
• “Three reasons to move ahead are…”

     Remember, communication involves the intentions and actions of the speaker as well as the interpretations of the listener. While the person delivering the message knows exactly what is meant to be conveyed, the words chosen and the manner used to present the information may support or completely negate the intent. And sometimes, no matter how clearly the intended message was presented, listeners receive information through their own set of filters, which may distort the intended message and result in miscommunication.

     You cannot control how other people share or process information. But you can consider their style and adapt your own style to improve communication. The purpose of adjusting your style to others is not simply to be nice. It is more self-serving than that. By giving your listeners what THEY need, you are more likely to get what YOU need from the exchange. For example, is your listener a fast-moving, action-oriented extrovert or a quiet, thoughtful introvert? Is this someone who likes lots of details and information or only bottom-line information? Is this someone with whom you can think out loud or someone who only wants to hear the end decision? Answers to these questions can help you adjust your presentation.

     Learning to adapt to others is critical in every aspect of your professional life—from networking and interviewing, to supervising and delegating, to working with clients, peers and superiors. It is also a basic life skill that can be used to enhance your personal life. By being mindful of your own behavioral tendencies, you can improve your communication skills and, ultimately, your likeability.

     Do not discount the importance of likeability in the workplace. When two people with equal competencies emerge for a promotion, a plum assignment or new position, the one people LIKE will always win. You don’t need to buy everyone gifts to get them to like you. You simply need to learn how to express information clearly and succinctly and, most importantly, in the manner in which your listeners need to hear it. Whether delegating to a staff member, interacting with a client or interviewing with a potential employer, strong communicators have a distinct advantage in the world because they know how to relate to people.

     At the end of the day, results are what counts. Deliver complete, high-quality work, on time, every time. Continuously learn and always strive to give 110% in your day-to-day responsibilities. Your goal is to be the one your organization wants to keep and other organizations want to steal away. Always think beyond the requested assignment to fully understand the bigger picture; communicate effectively to become recognized as a person who is reliable, trustworthy, and likeable and can make things happen.

     Effective communication is the ability to give others what they need so that you get what you need. While competency is the baseline, excellence is the goal. True excellence, and your ability to communicate that excellence, is the ticket to career security.