You Don’t Get a Second Chance to Make a First Impression
I’ll never forget the first meeting I had with my first sales manager back in the early 2000’s. She was smart, encouraging, and invested in my success. I was lucky and I knew it. We met for the first time at a hotel lobby in Nashville where she was visiting to conduct a state-wide sales meeting. I hadn’t been officially hired yet, and she had to sign off on me as the final step. She asked the routine interview questions in her Arkansas draw, and I answered in my own Tennessee twang. We got along right away.
As we wrapped up the interview, she expressed concern about my age, specifically how young I appeared. My new job required me to work with school administrators, teachers, and students, and she felt like I would be taken more seriously if I changed my appearance to look older. She suggested I cut my hair short.
I wanted to please her, so I considered it. I ultimately decided not to cut my hair, but suddenly I was insecure about the first impression I made to customers and prospects. I wanted to be taken seriously, so I started wearing clothing that I thought made me look highly professional. Think about any woman in a television workplace drama at the time (Megan Markle in Suits) and that’s the look I wanted to present. I stuffed myself into pencil skirts and button-down shirts, sheath dresses and too high heels, so that I could look like the version of “successful” I wanted to be. Fashion has certainly changed since then, and acceptable professional attire has relaxed for most industries (especially since COVID), but the fact remains that making a positive first impression is vital to your success in any business, but especially in sales.
Is a First Impression Really that Important?
In short, yes. According to an article in psychologytoday.com, humans are built to size each other up quickly. Experts say you may only have a few seconds to make a positive first impression, and that impression lasts well after your initial meeting. The article states, “People tend to get attached to their initial impressions of others and find it very difficult to change their opinion, even when presented with lots of evidence to the contrary.” So, not only do you have mere seconds to make a positive first impression, but the impression you do make (positive or otherwise) remains and may affect subsequent dealings with the person in the future.
How to Make a Positive First Impression
- Clean up and update your online profiles. Your online presence enters the space before you do. Your prospects are undoubtedly looking at your LinkedIn, Facebook and Instagram (at a minimum) to make pre-judgements about you before they meet with you. Make sure you are sending the message you want them to see including current pictures, positive messaging about your job, and community involvement.
- Be prepared. Make sure you are prepared with general knowledge about the people you are meeting. Know their responsibilities in the organization and their role in making a decision about your business. Arrive early. This puts your nerves at ease while sending a message about your professionalism.
- Think about your appearance. I will not give specific advice about wardrobe here, but research shows people determine competence based upon a person’s general neatness. Widely accepted guidance suggests you should appear clean, put together in clothing that fits correctly and that suits your field. You should also wear clothing you genuinely like. If you feel good about your appearance, you will get an immediate confidence boost!
- Be mindful of your body language. You are speaking even when you’re quiet. Keep your shoulders square with the person you’re meeting. This ensures your posture is open and inviting. Keep your fingers open and relaxed (no fists!) and think about raising your eyebrows. This opens your face to appear attentive and engaged and can replace smiling if your face needs a break.
- Get comfortable with small talk. You are already building rapport with your meeting partner. It’s your job to make them feel at ease in your presence. Come up with a few quick questions and stories to keep in your arsenal so you can break an awkward silence. One word of caution here: Don’t pretend to be interested in something you’re not. This will come back to haunt you every time.
Challenge Yourself
Chances are you already make a great first impression. Take it to the next level by choosing one of these pieces of advice to implement the next time you meet with new people. Take it even further by immersing yourself with new people at a networking event and trying out your small talk stories. Just like your sales presentation takes practice, making an excellent first impression takes time to perfect. Don’t overlook the importance of focusing on this important step in your sales process. You never know what opportunities may open for you.
Let’s Connect
Are you a sales professional looking for support in your quest to reach the next level of your career? Connect with Rebecca Kilday on Linked In or Instagram for information on all things “sales” including practical advice from seasoned professionals, hard lessons learned, and what it truly means to Sell INSPIRED.
