You’ve probably heard that first impressions are made in as little as three seconds, but a recent study by Harvard University also found that, once a bad impression is made, it can take as many as eight consecutive positive encounters to change a person’s negative opinion.
You don’t get a second chance to make a first impression, so in this article, we’re going to discuss some of the reasons why first impressions are so critical to a working relationship, and point to some of the most important factors to consider when meeting a new client, or partner. We’re specifically looking at new client relationships here, but as you’ll see, the most important factors are based on human interactions, personality and appearance. So if you’re looking for interview tips to help you nail that all-important job interview, you’ll find this advice helpful too.
Don’t Turn a Meeting into a Performance
In a video for Business Insider, Tony Robbins makes the case that being real and honest is a great starting point when trying make a great first impression. This is critically important when it comes to meeting with a potential client, and even more so when deciding how to prepare for an interview.
During your first meeting with a client, your goal should be to introduce the culture and values of your company, as they are reflected in yourself. Not to lay every conceivable reason why that client should do business with you on the table. By nature, we become suspicious when we feel like we are being sold to. Thanks to media inundated with intrusive advertising, humans are beginning to actively avoid anything that seems to be trying to sell them something. The time for that crafty sales pitch will come later.
The idea of spending hours collecting notes on your client’s interests and rehearsing lines is outdated and, frankly, nauseating. If you speak about the aspects of your business that you are truly passionate about, or the reasons why you are genuinely excited to win the work, you will exude the type of energy that humans respond to, and clients look for in a service provider. Don’t try to make an impression based on falsehoods, rather rely on your own unique skills and personality. In Robbins’ own words, “trying to make an impression will make a bad impression”.
Appearances Do Matter
Just because you’re an ultra-progressive, forward-thinking, multi-disciplinary creative, doesn’t mean showing up for a meeting looking unkempt isn’t going to be a mark against you when it comes to first impressions. No, we’re not saying that everyone needs to be clad in a three-piece suit when meeting a new client, but it is imperative that you and your team look clean and groomed.
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Hands
Attention to detail is key here. Ensure that your fingernails are clean and trimmed, or get a manicure if need be. If you paint your fingernails, stick to classic colours and avoid flashy decorations or glitter.
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Facial Hair
If you choose to grow a beard or moustache, ensure that it is trimmed, washed and styled appropriately. There are many resources online to help you determine which style of beard works with your head shape.
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Makeup
If you wear makeup, ensure that it is tasteful and considered within the context of the meeting. If you’re pitching to a fashion brand, an eye-catching colour of lipstick might help you to stand out, but if you’re providing legal counsel or financial planning, it could do you a disservice.
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Clothing
You have somewhat more flexibility here, as this article’s first point remains equally valid. Well-known etiquette coach Barbara Pachter says, “Everyone draws their lines differently”. What she means is that you should dress according to your role, or the appearance that is expected of you. If your company imposes a dress-code, stick to it. If, for example, you work in the creative industries and opt for more casual attire, ensure that your clothing is clean, pressed and well-matched. You can still look like a professional in jeans and sneakers.
Posture and Gesturing
When meeting a prospective client for the first time, confidence is, arguably, the most important factor of all. Nothing is more important in conveying confidence than body language and posture. You simply cannot talk your way around bad posture, or gestures that seem either forced or restrained.
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Posture
Acclaimed business counsellor Jean Baur, author of several books which offer interpersonal advice for business people, recommends that you sit on the front half of your seat, with your back and shoulders straight and with both feet on the floor.
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Speaking with your hands
Among the most common interview tips you’ll find is to be conscious of your gestures when speaking. Exaggerating your gestures, or sitting in frozen nervousness, are equally as damaging when making a first impression. Controlling your gestures is often just as simple as becoming conscious of them. In the weeks leading up to your meeting with a client, or during your interview preparation, simply take note of your gestures during normal conversation. You’ll quickly discover how your gestures change when you experience nervousness or anxiety, and learn to control them, or to loosen up and breath.
If You Fail to Prepare, Prepare to Fail
Being yourself certainly doesn’t mean you get to skip that all important preparation. Arriving with a well-developed understanding of your client’s business is arguably the most effective way of showing genuine enthusiasm for, and interest in, your client’s business.
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Go deeper than the website
Don’t limit yourself to a standard read through of the “about us” page on your client’s website. Take the time to actively investigate who the client has worked with in the past, who major suppliers or stakeholders are and, without becoming pushy, ask your first point of contact as many questions as possible before your first meeting. Prepare a list of well-thought-out questions for the meeting, as this will further help to demonstrate a genuine interest in the client’s business.
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Seize opportunities to showcase your interest
By undertaking preparation at this level, not only will you be able to speak confidently and engage at a deeper level, you’ll also be in a position to determine which aspects of your business or service offering to place front and centre during the meeting.
When you’re rushing from meeting to meeting all day as so many of us are, it’s easy to forget or undervalue the importance that first impressions can have on long term relationships. Make a habit of giving yourself at least 30 minutes between meetings to review your preparations, check your appearance and refocus. We end where we began by reminding you of that age old, yet infinitely valid advice, just be yourself.
Does your office communicate the culture and values of your company to visiting clients? We can help you ensure that it does.