Allow me to be bold.
If there’s one thing you don’t want to fuck up, it’s the first impression.
And below you’ll find some advice on exactly how to master the first impression.
This is taken from a sales advice book I’m writing and will be releasing within the next two months. This isn’t about mastering the first impression in a casual setting but rather a business setting; please note the distinction.
Now I know the thought of salespeople might give you the heebie-jeebies but it shouldn’t, every time you introduce yourself or your art to the world, you are a salesperson so hopefully, this advice will help.
I’m posting this on here to get some feedback, but also I think it may serve as a good reminder.
As always, please like, share and give me your feedback. What first impression advice do you have?
Humans make snapshot judgements.
Think to a time when you were out in public, saw someone you didn’t know and instantly liked them.
“Would you look at her, she seems really confident.”
“Look at him, he seems so happy; It looks like he’s having fun!”
Now conversely, think to a time when you were out in a public, saw someone who you didn’t like and were all judgey and emo towards.
“Get a load of this fucking guy”
Yeah…. it happens.
As a salesperson, if there’s one thing you don’t want to fuck up, it’s your first impression… no pressure.
I mean come on, it’s the FIRST IMPRESSION, it’s called FIRST for a reason.
The first impression is you doing everything in your power to avoid a Homer Simpson D’oh!
It’s the make or break moment in the sale, the moment that gives you a competitive advantage or sends the prospect into another sarcastic eye roll.
The good news is the first impression is a two-way street, in fact if you’re good, you can even influence the first impression.
Mastering the first impression starts with vanity. Ask yourself these questions.
- Do I look good?
- Am I dressed correctly?
- Are my nails cut?
- Do I have stains on my shirt?
- Are my shoes tied?
- Do I have any shit in my teeth?
- Is my hair combed?
- Do I feel confident?
We’re vain people, we’re vain! You need look the part of a sales professional not the part of someone who rolled out of bed (Yes this happens) Looking the part can only help you, again people make snapshot judgments.
The second part of the first impression boils down to your attitude, your conversational skills, and your people reading skills.
You want your attitude to be positive and confident. This typically gives the impression that you’re a good person, and not a blood thirsty salesperson.
You want your conversational skills to be dialed in. Always start with a compliment or relevant question.
- I want to thank you for meeting me.
- How are you doing today?
- Did you have a good weekend?
If you notice anything that personally interests you l (A lot of companies have sports memorabilia in the office, or maybe a hobby interest, gymnastics, art, fishing) make a comment about that.
“Hey did you see the game last night?” “I see you fish, I enjoy that too.” “Hey, that’s a pretty cool watch you have.”
Whatever is true, say what is true, this is a way to show that you’re a real person who has a life and can relate instead of having your business blinders on blindly throwing up your brochures. Simple comments like this gives you the opportunity to showcase your authentic personality and ultimately reinforce your first impression.
Lastly you want to utilize your people reading skills.
If someone seems open and happy, you can tend to be more relaxed, rapport may be easier. If someone seems more closed, you might need to work on building rapport. Recognizing what your prospect may be feeling can only help you and guide you as what you should talk about.
Bottom line, when it comes to mastering the first impression, think about your kindergarten principles. Be kind, be nice, smile, ask questions about other people, be confident, use manners. Conversation is a two-way street, never forget that. Mastering a good first impression, will increase your ability to make the sale.
You absolutely have to nail the first impression, it’s the easiest way to build momentum and make the whole sales process much easier. Throughout my sales career, I’ve always relied on a sense of humor to break the ice, typically a joke about the weather or current event. How are you doing today? : “oh I feel like Jack Frost has finally nipped my toes” or something cheeky like that. My entire goal is to lighten then tension and come off like a real person not just another voice. The reason I use a sense of humor is because in real life, that’s a quality I admire so I try to show it off. Whatever your authentic personality is, try to show it off, *with manners* and that may be a way to help you master a great first impression.