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The Exception Becomes the Perception - Shattering the Glass Ceiling

April 09, 2012 | Comments: 0 | Views: 105

"Let's focus on those clients that are most profitable to us. It is this top 20% that gives us 80% of our business." Most of us in sales have heard this before. It is formally known as, The Pareto Principle or, the 80-20 rule. It has become part of our nomenclature in the business world.

The new rule to remember, if you want to build a strong image and reputation is, the 98/2 Rule or The X Principle (The Exception Becomes the Perception). This rule states that 2% of a specific population can dictate the perception of the other 98%. It doesn't matter what group we are talking about: Women, Men, Girls, Boys, Blondes, Red Heads, Whites, Asians, Latinas, African Americans, Catholics, Jews, Muslims or people who are Tall, Short, Fat, Thin, Pretty, Handsome, and every other category you can imagine, at one time they will be generalized as, "them." Generalizations, stereotypes, prejudices are formed and used every day.

If you want to shatter the glass ceiling one of the things you have to work against is the 98-2 Rule. Being perceived as one of these many groups may limit your ability to achieve. The question you have to ask is; what is the current image or reputation you and/or your co-workers have in the workplace? Is it benefiting you or hurting you. After you answer this question, you need to consider what has been happening outside of your office. The local, regional and national news will shape thoughts, opinions and perceptions of those around you. Even though these people and their actions may be the exception, the perception that is created may affect you and your intended results.

One of the ways to make it to the upper echelon of a particular organization is to "act as if." This means, that if you are in a "worker bee" position in your company but you want to achieve the position of manager, then you must take on the traits of this desired position. You want to be the best worker bee that exists in the company and you want to be seen as someone with the intellect and ability to be at the next level. I am not saying to start acting as a manager, but being seen as a leader would be great. Show initiative, intellect, focus and leadership. Let others see you in a way that allows them to believe that you are already a perfect person for that position.

If you own your own business, and you want bigger accounts so you can become a bigger company and see greater profits, then "act as if" you are already that size company. The more professional and successful you portray yourself, the more people will see you as the company you wish to become.

As things happen in your local community or in the regional or national news, to people in your industry, the more you have to work at building a powerful reputation. You have to prove yourself as trustworthy, honest and a person of strong values and ethics. The more successfully you can do this, the less others actions will affect you. What was your opinion of Financial/Investment Advisors and Mortgage Professionals after the bank debacle? I know mine wasn't very good. However, those people who I knew personally and showed that they did not hurt their clients, they had not done anything wrong; those people never lost my trust and confidence. But, I was quick to question and become cynical. I am just like everyone else. I grouped them with the 2%. We do it all the time.

These situations that are out of your control still have an effect on people and the way they view you or your industry. These few people that do these things are the Exception. You must be strategic in making sure you separate yourself from the exceptions and build your own path. This will allow you to shatter the glass ceiling, not just break through it.

Frank J. De Raffele Jr.

Frank J. De Raffele Jr. is the Founder & President of Entrepreneurial Excellence Worldwide, Inc. He is the Co-Author of the #1 Best Seller, Business Networking and Sex: Not what you think., and he speaks to entrepreneurs, franchise owners and corporations around the world.

Source: EzineArticles
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