Create a good first impression

There is a very true phrase, especially in the business world, which says: "there are no second chances to make a first impression". Most business experts, such as James Ullman, a professor at New York University and an accomplished impression management researcher, agree that judgments and perceptions are formed at all times during business meetings.

A large body of research has been conducted on this topic, which has argued, by analyzing multiple factors, the importance of a good first impression. Some of these studies noted that among the factors perceived in that initial impression may be the clothing being worn, the posture being adopted and even the handshake, which in the case of being very weak may imply little interest or passivity.

Strategies to create a good first impression

Proper handling of this tool can be a vital support for your efforts as an entrepreneur. The initial image of you that your customers, associates and even your employees have of you can play an essential role in the future of your business. I will explain the strategies you can take to achieve an effective first impression.

Know your audience

The first thing you should do before interacting with your audience is to get to know them. Whether it is a new client or you are going to attend a networking event, you must know who you are going to address.

Whenever possible, study about the people you are going to meet to know their preferences, interests and passions. Use tools like Google or social media to research other entrepreneurs and clients.

Create informed questions

Using the information you've gathered above, you can create a set of informed questions that you can use to start a conversation with potential customers, business partners or other entrepreneurs.

This step may seem a bit laborious to do beforehand or even tricky, but you should think of it as a tool that will greatly increase the likelihood that you will meet your goals and lay the groundwork for a stronger professional relationship.

Use personal topics

You should not overuse this strategy by concentrating too much on your interlocutor's personal issues. But in the case of major events in their life, such as weddings, births or recent success in their company, which are public knowledge and may have been shared with you by someone related to them, you can use them as a starting point to create a connection.

Always try to mention it if it's a positive topic, as well as where you got the information from.

Project confidence

You should always exude confidence in your words and actions, without being arrogant. It is normal to feel pressure when talking to successful and experienced clients or business people. But don't let them sense your anxiety and nervousness. Try to always keep in your mind the certainty that you are the one who knows the most about your venture and use your passion as the driving force to take the initiative in all interactions.

To denote this confidence, one trick you can use is to modulate your voice appropriately. Speak with a moderate cadence to convey confidence. Maintain eye contact throughout the conversation, so that your interlocutor does not doubt your intentions.

Answer questions with confidence

The ability to answer questions from customers, associates or other business people with confidence and grace is a key skill you will need as an entrepreneur. You are going to be judged by how you answer questions, especially complex ones.

Don't take a defensive posture when asked tough questions; they represent an interest in your venture, not a way to attack you. As the owner of the business, you should be the one who knows the most about it and the best person to answer all the questions about its particularities.

No matter where you are, you should always be able to answer what your business can offer customers and investors and the advantages it will bring to their lives.

You should be honest at all times when answering questions, but don't be afraid to use creativity in answering them. You can learn a lot by answering questions about your ideas and your business.

Be prepared and practice

A very important strategy that many new entrepreneurs tend to forget is preparation and practice. Not preparing adequately is a serious fault when you are going to interact with an audience.

Don't put yourself in the situation of making a presentation and being unprepared, you will have a bad time and more importantly you will create a bad impression. You should practice your business speech with as many people as you can. Use several versions until you perfect the most effective and engaging one.

In meetings with a single client, partner or investor your best weapon will be preparation, for which you can use your SWOT analysis. Focus more on the positive elements and how they can assist you in achieving your goals and theirs.

Focus on the interlocutor.

Always try to center your conversation around the listener, expressing yourself clearly and without condescension. Most people like to be the center of the conversation, so you can often create a fruitful conversation by asking insightful questions about your interlocutor.

To make a good impression and keep the conversation flowing you must make it clear that you think others are important. The customers and associates you interact with should come away with the impression that you have a keen interest in their issues and endeavors.

Pay special attention to nonverbal forms of communication. Do not break eye contact, nod regularly and do not interrupt your interlocutor's speech. Do not change the subject as it denotes disinterest.

Conversations are interactive, you should not take total control of the conversation or give it away. Answer questions as much as you ask them.

Dress appropriately

Try to make it a common everyday practice to dress as if you are meeting with a potential client, partner or investor. You should be prepared to make a good first impression with anyone you meet.

That's why you should make a habit of wearing appropriate attire at all times, for any eventuality. Use discreet, but creative clothing to give a unique style to your person and your company.

Characteristics of a good first impression

One of the main elements that business meetings with potential clients or partners should always have is that they should be memorable so that they create a lasting impression on all attendees.

No matter what method it is, whether it's in person, over the phone or via video call, you need to make sure that there remains a purpose of value that will bring them all in.

As an entrepreneur, you have to maintain your integrity and be true to your commitments. Stick to your promises, so that your business has an impression of transparency and honesty.

When you have hidden agendas, they usually come out during interactions, diminishing trust in you and your business, which can mean loss of partners or customers.

Try to always be honest, approachable and have benign intentions when participating in meetings. Try to make sure that your customers, partners and investors always benefit from you and your company.

Any services or products you may offer are not going to have good visibility if customers do not have the perception that you put their interests and concerns first, especially the first time they interact with you and your venture.

Pay special attention to your expressions, the tone of your voice, how you use your body to make your points. When you shake the other person's hand, do it firmly to denote confidence and character.

You should also observe all these patterns in your interlocutor, to better understand their moods and considerations about you and your company.

Body language

The largest percentage of information during a conversation is transmitted through non-verbal means. It is through the tone of voice and the body language we use that we really consolidate the message we want to convey.

The renowned evolutionary scientist Charles Darwin, in his research, demonstrated that human expressions are the same for the whole planet. He used as reference expressions, crying, shame, anger, and contempt, making observations of the grimaces they caused on the face.

He then concluded that these expressions were common to all human beings on earth. Much more research has been carried out since then arriving at similar conclusions and denoting the importance of nonverbal expressions in human communication.

Body language greatly influences communication with customers, and the manner in which they converse is part of this. It also includes the distance at which they are, the facial expressions used, the way they hold certain objects, posture, tone, cadence of voice, among many others.

Through the multiple researches on the subject, it was concluded that there are 6 basic expressions:

• Happiness

• Sadness

• Disgust

• Surprise

• Fear

• Anger

Interpreting body language

Through experience and analysis we must gradually recognize how the use of different expressions can support our business efforts. And that the perceptions we have cannot be completely trusted as they may turn out to be false. We have to take into consideration multiple factors such as age, gender, context, education level and even ethnicity when interpreting expressions and body language.

For example, when someone crosses their arms, it may mean that the listener is not open-minded. It is a defensive posture that you may not be able to change. The importance of taking into account the context around you, is in case it is cold where you are, and that is the reason for that posture.

Physical contact is also important, you can use it to retake the attention of your interlocutor or establish a closer connection. In this case you can have as a response, that they put a bag, folder or other object between you to avoid contact. Most of the time this means that you are overstepping their private space or that they have problems with such close contact.

If he is sitting on the edge of the chair or his feet are pointed towards the exit it may mean that they have already made up their mind or that you have lost their interest and they feel ready to leave.

In case he constantly looks to the right is that he already wants to leave, if he looks up he is trying to is trying to lie about something. If his eyes tend to drift more to the left it means he is trying to remember real facts.

When someone bites or purses their lips it can mean anxiety or nervousness. Head tilted to either side is when you are involved in deep thoughts.

When he shows his palms and lifts them up, his intentions are honest and truthful. If he plays with his hands or cracks his knuckles, it is a way to relax or get attention. From now on observe everyone you interact with so that you notice these small gestures they make, and use them to build better relationships with them.

Body language tips

A very useful tool you can use is mirroring. Replicating your interlocutor's gestures and expressions in a similar way unconsciously creates a stronger bond between you.

You should make sure that your body movements are relaxed and natural, as this will convey a sense of calm and confidence to your clients. Use a straight posture with your shoulders back, your head upright and looking at the customer at all times.

You should try to use expressions and gestures that communicate enthusiasm and calmness. Constantly practice these techniques, using every conversation and interaction as an opportunity to refine your skills. You can start first in front of the mirror so that you can observe your strengths and weaknesses in this area. Don't be afraid to expose yourself in order to polish your flaws. No one is infallible and perfect, strengthen what you are good at and improve what you are not.