When you hear the words Emotional Intelligence what is the first thing that comes to mind? Oftentimes, we are introspective and think about how we respond to a certain situation or how we felt during a difficult conversation. EQ is much more than how we react and is about being keenly aware of others.
“Emotional intelligence is your ability to recognize and understand emotions in yourself and others, and your ability to use this awareness to manage your behavior and relationships.” – Doctors Travis Bradberry and Jean Greaves – Emotional intelligence 2.0
EQ is important in how effectively we lead and communicate ideas according to psychologist, Daniel Goleman, helped spread the impact of emotional intelligence and breaks it down into five categories: self-awareness, self-regulation, motivation, empathy and social skills. Think about the possibilities if we integrate Dr. Goleman’s categories into face-to-face marketing.
- Empathy – Shift the mindset from what “we hope to achieve” to why the customer is at the conference. Deliver a message that helps attendees find solutions to their top concern in a short amount of time.
- Self-awareness– Sales teams should be approachable and open for dialogue. Resist the temptation to talk with other employees and focus on learning all that you can about attendees who visit the exhibit.
- Self-regulation – Always demonstrate through verbal and non-verbal messages that you are present when you have the chance to engage and interact with an attendee.
- Motivation -The drive behind why you are at this conference must start with solving a problem for your key customer and not about sales volume or monetary goals. Let service be the inspiration for demonstrating results.
- Social skills – Practice how messages are delivered in conversations with attendees. Focus on gathering information first then share solutions instead of telling your story bring the attendees story into your solution.
When we start with empathy, the other person feels more comfortable in interacting with us. This can have powerful engagement effect and results on attendees feeling that they can know like and trust the representatives in the trade show exhibit.
If you are curious how you rate on an emotional EQ scale you can take the EQ test, the answer may surprise you. The good news is with a little practice we all can improve our Emotional EQ. Get your Free Download.
References for this article:
Emotional Intelligence 2.0 by Doctors Travis Bradberry and Jean Greaves
Harvard Business Review HBR’s 10 Must Reads on Emotional Intelligence with featured article “What Makes a Leader?” by Daniel Goleman
Six Seconds “Practicing Emotional Intelligence” By Dr. Joshua Freedman
Emotional Intelligence Test-Take the EQ Test
Emotional Intelligence Leadership by Mind Tools Content Team