 
By Jack Perry
Everyone formulates first impressions of others
upon meeting them. We notice a person’s clothing, hairstyle,
posture and other physical features, and then decide whether we
like the person or not. In fact, many studies show that we form
these impressions in mere seconds.
Everything people see, hear and smell contributes
to how they perceive you. But just as important as how you dress
and groom yourself and what you say are your nonverbal cues, such
as posture and eye contact. Where your words and your body language
contradict each other, body language always prevails.
First impressions aren’t always fair or
accurate, but people often base their subsequent interactions with
others on these initial impressions. The first impression you make
is crucial to your success, so work on it, polish it and practice
it.
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First impressions are not always fair, but people often base
their subsequent interactions with others on these initial
impressions. |
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How can you make a winning first impression every
time?
1. Focus on your prospect.
During your first meeting with your prospects, you want to be right
there, in the moment. Don’t look over their shoulders or scan
the room for someone else to talk to; look them in the eyes and
focus on what they are saying. If you are at a large function, don’t
try to meet everyone. You’re better off meeting one or two
people and focusing on them rather than making casual contact with
many people.
2. Establish a presence.
Confidence comes across in the way you stand, move and handle yourself
in a group. When you’re confident and calm, you create a positive
presence. So the next time you enter the boardroom or a sales meeting,
put your nerves and insecurities aside and walk in as if you own
the building. But keep this in mind: Confidence is very different
from arrogance, which creates a negative presence.
3. Use a firm handshake.
Especially in business settings, handshakes are often used as greetings,
and as such, they are the first thing a person will notice about
you. A University of Alabama study established that a firm handshake,
coupled with eye contact, communicates that the person is sociable,
open and friendly. By contrast, a weak handshake communicates that
the person is shy and introverted, or indifferent.
4. Get organized.
If you see a salesperson’s car and it’s a filthy mess,
you probably won’t want to sign his contract. Or, if you meet
with a lawyer whose briefcase is so jammed with loose papers that
it takes her five minutes to find a pen, you probably won’t
feel comfortable with her representation. Lack of organization conveys
that a person doesn’t pay attention to detail and might produce
sloppy work. Take the time to stay organized and tidy.
5. Consider your prospect’s environment.
Consider the people you’ll be meeting and the environment
you’ll be in. In certain settings, you must tailor your style
of dress and behavior to fit in. For example, if you’re meeting
a prospective client on his Idaho ranch, a custom-made suit and
shiny Lexus might look out of place. Likewise, a dusty truck and
cowboy boots could alienate a prospect in Beverly Hills. To relate
to people and make them feel comfortable about you, you can’t
seem like an outsider.
6. Don’t scream success.
If you want people to think you’re a big shot, never announce
you’re a big shot. Don’t brag about your fancy toys
or pricey clothes. Let your appearance, body language, voice and
listening skills communicate your success.
Successful first impressions
… every time
Great first impressions are the key to success, so consider how
your prospects will see you before you meet them. When you use these
tips for creating a winning first impression, you’ll secure
more sales and achieve higher levels of business success.
Jack Perry, author of Jack, You’re
Fired, is senior vice president for a division of John Hancock.
A renowned leadership coach and speaker, he has four decades of
experience in sales, motivation and retirement planning. For more
information, visit www.respectfactor.com
or call 800-334-4437.
May 2005
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