Oregon Surveyor Sept/Oct 2016

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Professional Land Surveyors of Oregon |
Advice
By Lydia Ramsey
Making the Most of First Impressions
Can you establish a lasting business relationship in
just seven seconds? You can if you make a great first
impression. Seven seconds is the average length of time
you have to do it, and everyone knows that you won’t get a
second opportunity. A positive first impression can turn a
chance encounter into a long term association.
Whether that initial meeting is face-to-face, over the phone
or online, you do not have time to waste. It pays for you to
understand how people make their first judgment and what
you can do to be in control of the results.
1. Learn What People Use to Form Their First Opinion.When
you meet someone face-to-face, 93% of how you are judged
is based on nonverbal data—your appearance and your body
language. Only 7% is influenced by the words that you speak.
Whoever said that you can’t judge a book by its cover failed to
note that people do. When your initial encounter is over the
phone, 70% of how you are perceived is based on your tone of
voice and 30% on your words. Clearly, it’s not what you say—
it’s the way that you say it.
2. Choose Your First Twelve Words Carefully. Although
research shows that your words make up a mere 7% of what
people think of you in a one-on-one encounter, don’t leave
what you say to chance. Express some form of thank you
when you meet a potential connection. Perhaps it is “Thank
you for taking your time to see me today” or “Thank you
for joining me for lunch.” People appreciate you when you
appreciate them.
3. Use The Other Person’s Name Immediately. There is no
sweeter sound than that of our own name. When you use a
person’s name in conversation within your first twelve words
and the first seven seconds, you are sending a message that
you value the other person. Nothing gets other people’s
attention as effectively as calling them by name and giving
them your full attention.
4. Pay Attention to Your Grooming. Others will. In fact, they will
notice your hair and face first. Putting off that much-needed
haircut or color job may cost you the relationship. Very few
people want to do business with someone who is unkempt
or whose hairstyle does not look professional. Don’t let a bad
hair day cost you the connection.
5. Keep Your Shoes in Mint Condition. People will look from
your face to your feet. If your shoes aren’t well maintained,
others will question whether you pay attention to detail. Shoes
should be polished as well as appropriate for the business
environment. They may be the last thing you put on before
you walk out the door, but shoes are often the first thing other
people see.
6. Walk Fast. Studies show that people who walk 10-20% faster
than others are viewed as important and energetic—just the
kind of person others want to do business with. Pick up the
pace and walk with purpose if you want to impress. You never
know who may be watching.
7. Fine Tune Your Handshake. The first move you should
make when meeting someone is to put out your hand. There
isn’t a businessperson anywhere who can’t tell you that the
good business handshake should be a firm one. Yet time
and again people offer up a limp hand. You’ll be assured of
giving an impressive grip and getting off to a good start if
you position your hand to make contact web-to-web with the
other person’s. Once you’ve connected, close your thumb over
the back of the hand and give a slight squeeze. You’ll have an
impressive handshake and the beginning of a good business
relationship.
8. Make Introductions with Style. It does matter whose name
you say first and what words you use when making intro-
ductions in business. Because business etiquette is based on
rank and hierarchy, you want to honor the senior or highest
ranking person by saying his name first. When the client is
present, he is always the most important person. Say the
client’s name first and introduce other people to the client.
The correct words to use are “I’d like to introduce…” or “I’d
like to introduce to you…” followed by the name of the other
person.
9. Never Leave the Office Without Your Business Cards. Your
business cards and how you handle them contribute to your
total image. Have a good supply of them with you at all times
since you never know when and where you will encounter a
potential client. How unimpressive is it to ask for a person’s
card and hear the words, “Oh, I’m sorry. I think I just gave away
my last one”? You get the feeling that this person has either
already met everyone he wants to know or maybe didn’t come
prepared to do business.
Keep your cards in a card case or holder where they are
protected from wear and tear. That way you will be able to
find them without a lot of fumbling around, and they will
always be in pristine condition.
10. Match Your Body Language to Your Verbal Message.
A smile or pleasant expression tells people that you are glad
to be with them. Eye contact says you are paying attention.
Leaning in toward the other person engages you in the con-
versation. Use as many signals as you can to look interested
and interesting.
In the business environment, you plan your every move with
clients. You arrange for the appointment, you prepare for
the meeting, you rehearse for the presentation, but in spite
of your best efforts, potential contacts pop up in the most
unexpected places and at the most bizarre times. For that
reason, leave nothing to chance. Every time you walk out of
your office, be ready to make a powerful first impression.
Lydia Ramsey is an international business etiquette expert, speaker, trainer
and author of numerous books, including the widely-acclaimed Manners That
Sell–Adding The Polish That Builds Profits. She has been quoted or featured
in The New York Times, The Wall Street Journal, Investors’ Business Daily,
Entrepreneur, Inc., Real Simple, Woman’s Day Men’s Health, Men’s Fitness
and Golf Digest.