First Impressions: Why You Never Get a Second Chance to Make one

Alright, you sharp-dressed closers, let’s talk about first impressions.

Now, before you start picturing me judging your fashion choices (though, hey, a good suit never hurts), let me tell you – this isn’t just about looking good.

It’s about creating an instant impact, setting the stage for success, and making sure your prospects remember you for all the right reasons.

The Reptilian Brain: Your First Impression Judge and Jury

You see, our brains are wired to make snap judgments.

That ancient, primal part of our brain – the reptilian brain – is constantly scanning for threats, assessing safety, and deciding whether to fight or flee (or in our case, whether to buy or say “bye”).

And guess what? That reptilian brain is judging you within seconds of meeting you. It’s like you’re being assigned a mental drawer: “trustworthy,” “sketchy,” “expert,” “amateur.”

And once you’re in that drawer, it’s damn hard to get out.

The Long Shadow of First Impressions

First impressions are like tattoos – they’re permanent (or at least really hard to remove).

If you show up late to your first meeting, even if you’re on time for the next ten, that initial tardiness will linger in their minds like a bad smell.

The Primacy Effect: Controlling the Narrative

The first bit of information someone receives about you shapes their entire perception of you.

It’s called the primacy effect.

So, if you can control that first impression, you’re already halfway to winning them over.

But here’s the catch: sometimes, you don’t get to control that first impression.

Maybe you have an assistant who schedules your meetings or a colleague who introduces you.

In those cases, you need to make sure they’re setting the stage for your grand entrance.

Personal Anecdote Time!

I used to have an assistant who would schedule my meetings.

At first, she’d just say, “Tom’s available to meet next week.”

But then I realized that wasn’t creating the right impression.

So, I coached her to say something like, “Tom’s schedule is packed, but I might be able to squeeze you in for a brief meeting next week. He’s in high demand, so you’re lucky to get some of his time.”

Creating Scarcity and Value

Remember that scarcity principle we talked about?

Well, it applies to your time too.

The more scarce you appear, the more valuable you become.

So, don’t just accept the first meeting time your prospect suggests. Tell them you’re booked solid and ask for alternative times.

This creates the impression that you’re in high demand and makes them feel even more fortunate to have your attention.

Practical Examples:

• Dress the part: Your appearance matters. Dress professionally, groom yourself well, and make sure your clothes fit properly.

• Master the handshake: A firm, confident handshake can make a lasting impression.

• Be on time: Punctuality shows respect for your prospect’s time.

• Prepare an impressive introduction: If someone else is introducing you, make sure they highlight your expertise and accomplishments.

First Impressions: Your Ticket to Sales Success

First impressions are crucial in sales.

They can make or break a deal, open or close doors, and determine whether you’re seen as a trusted advisor or just another salesperson.

So, invest the time and effort to create a killer first impression. It’s the best investment you can make in your sales career.

Now go out there and make a lasting impression! (Just don’t forget to bring your breath mints and your best smile.)

PS: Want the most powerful persuasion hacks delivered straight to your inbox? Sign up for the “Coffee with a Closer” today!