Every year extraordinary, talented musicians attend international competition at a distinguished Merkin Concert Hall in New York City. Out of 350 singers and instrumentalists from all over the world only 12 remarkable musicians make it to the finals. You would think it’s all about the talent and music. But it isn’t.
Richard Weinert, president of the Concert Artists Guild, stresses the absolute importance of non-musical factors. How the contestant enters the stage, the facial expression and confidence they project are tremendously important.
Yuja Wang is an outstanding example, a master of both musical and non-musical requirements.
When Yuja Wang enters the stage audiences smile, because they know they are about to witness one of the most sublime music of our time. Behind the piano, she gives a sense that she is one with the instrument, her technique impeccable and executed with a remarkable power (V. Looseleaf, 2022). She is admired for her talent as well as her charisma, emotional expression, and captivating stage presence.
You will definitely want to experience her performance with the sound on. But, even with the sound off, she communicates passion through her body language.
Researcher Chia-Jung Tsay studied the importance of the power of image.
People were shown silent videos of pianists performing in international competition and they picked out the winners more often than those who could hear the sound track. The best predictor of success was whether a pianist could communicate passion through body language and facial expression.
What does this mean in the Business world?
Researcher Tsay extended her use of silent videos to the business arena as well. Especially, she studied how do venture capitalist decide which start-up to back.
You would think that talented founder, an interesting idea and great business plan would make a cut. However, a study of entrepreneurial pitches concluded that VC funding isn’t based on the actual content of the founder’s presentation, but on their passion, energy and engagement. And these were all able to be conveyed without words, especially in their body language and facial expressions. Based on silent videos, passionate and confident entrepreneurs were picked out as winners (Harvard Business Review, September-October 2021).
It all comes down to your presence, namely executive presence. Executive presence is a combination of (S.A. Hewlett, 2014):
How you act (gravitas)
How you speak (communication)
How you look (appearance – grooming and polish)
Gravitas is your expertise, knowing your subject and represent about 67% of your executive presence. Communication is 28%. Appearance only 5%, but a significant 5%. Appearance acts as a first filter. Based on you appearance, colleagues size up your competence, likeability and trustworthiness in 250 milliseconds (S.A. Hewlett, 2014).
If you have gravitas you command the room and speak effectively. Your body language, voice and facial expression are able to hold the audience’s attention. As Victor Cheng, an ex McKinsey Consultant states:
“If by every measure, your “technical” knowledge and your work is solid, but you fail to be perceived as a leader, don’t get credit for your ideas, and don’t get as many promotions as often and as quickly as your technical skills would otherwise suggest, there’s a good chance that you lack gravitas skills. You need technical competence and gravitas to achieve maximum recognition for your talents”.
Your physical presence has a profound impact on those around you. It is a combination of your appearance, expertise and the way you bring the message across the room, verbally and non-verbally. Non-verbal communication goes so far as to suggest, that winners are picked out solely on their behaviour. The same applies to business and art world. There is something about the way you carry yourself and (only) competence will get you so far. In addition to “playing your piano like a Master”, you need to convey passion, energy and engagement.
That being said, I strongly believe that passion and confidence are legitimate when proceeding from your knowledge, expertise, and talents. It’s hard to tell what comes first but they certainly complement each other.
Executive presence is your bridge between competences and success. You also, are a pianist. Do your best and take charge.
Image: Pianist Yuja Wang meets Queen Elisabeth II. Alamy
Resources:
Tsay, CJ 2021 ‘In Entrepreneurial Pitches, Stage Presence Is Everything’ Harvard Business Review, vol. 99, issue 5, pp 34-35.
Hewlett, SA, 2014, Executive Presence: The Missing Link Between Merit and Success, Harper Business.