WorldWide Drilling Resource

18 OCTOBER 2014 WorldWide Drilling Resource ® Sales Tips by Tim Connor Favorable First Impressions There is an old saying, “You never get a second chance to make a first im- pression.” I don’t know whether it is true or not. Many clichés have a way of hang- ing around for years and people seldom question them. Point is, first impressions do matter, especially in business. In your personal life, if you make a poor first impression on a new friend, it probably won’t cost you your job. How- ever, a consistent poor first impression in business can create a stigma that can be hard to shake. Why are first impressions so impor- tant? When we first meet someone, we judge them (right or wrong) on a number of factors: • their physical appearance • how they are dressed • their posture • their confidence • their ability to communicate (speak articulately and listen actively) • their social graces • whether they are friendly • their smile • the nonverbal gestures they send (positive, negative, congruent) • their eye contact • what they resonate People then filter all of the above items through their own unique percep- tual mental filter and come to some con- clusions - these are not right or wrong, accurate or inaccurate, just the way the other person interprets what they see or hear. 1. I like this person. 2. I don’t like this person. 3. I respect this person. 4. I don’t respect this person. 5. I trust this person. 6. I don’t trust this person. 7. I accept this person at face value. 8. I sense some underlying hidden agendas. What are some of the contributors to a positive or favorable first impression? • a genuine smile • a firm handshake • confident, open body language • good, erect posture • eye contact, but not staring • the ability and willingness to listen • good verbal skills and vocabulary • appropriate dress for the occasion • good personal hygiene • asking the other person questions about themselves (showing an in- terest) • keeping your ego (the need to look good, manipulate, or control) in check What are some common first im- pression mistakes people make? 1. They talk too much. 2. They act disinterested in the other person. 3. They appear to be nervous in new social/business settings. 4. They have slumping posture. 5. They lack adequate eye contact. 6. They don’t listen. 7. They have a fish-like, limp, unin- spiring handshake. What type of first impressions do you make on new prospects? In His service, Tim To receive Tim’s weekly FREE motivational booster articles, contact him at www.timconnor.com with “please add me to your free booster e-mail subscriber list” in the subject line. Or contact him via e-mail at admin@ worldwidedrillingresource.com