You’ve heard that first impressions happen within the first five minutes, or even the first 60 seconds. But new research from Princeton shows that first impressions happen within tenths of a second, or even less. If you want to gain footholds for your next venture, you have to be ready for anything – the people you meet will be scrutinizing your every move without even realizing it.
However, don’t let the rapid nature of first impressions intimidate you. If you take the necessary steps, you can be prepared to win over your audience before you even step through the door. Here are 11 ways you can rise to the occasion and be sure every deal you make goes through without a hitch.
1. Be competent, not likable.
Of course every entrepreneur would prefer that potential investors or new hires find him or her likeable. However, “likeable” doesn’t run a business: the real test of character is not your personality plus, but whether you are competent and can get the job done successfully from the outset. If you want others to invest in you -- with either their time or their money – you’ll need to present yourself as trustworthy, capable, and focused. Skip the jokes for now – you can work on being liked after you’ve proved your mettle.
2. Integrity first.
Though it may be difficult to prove your integrity within moments, being an entrepreneur requires that you exude trustworthiness in every interaction. To start, be genuine in your responses, and speak honestly about your successes and failures without exaggerating. Be forthcoming about your past projects; you have nothing to hide. Also, avoid speaking badly about colleagues or past employers – nothing says untrustworthy like badmouthing the people who trusted you.
3. Prove that you are unafraid to fail.
All successful entrepreneurs fail. Good entrepreneurs don’t let bumps phase them; they keep moving and, the best of the best take every lesson they can from their failure and use it to succeed. Acknowledging that you are a flawed human being is a great way to show that you take risks. Risk-taking is admirable, as long as you can back those risks up with the lessons that you learned from your failure.
4. Lead with your humility.
Too often, entrepreneurs equate bold thinking and status-quo disruption with aggressive self-confidence, which can easily be misinterpreted as egotism. Of course believing in oneself is key to success, but the best entrepreneurs can easily blend bold thinking with modesty – a difficult trait to successfully balance. To make a great first impression, keep your innovations bold, stay open to feedback and, communicate the honest intention to listen and learn from others.
5. Be the most knowledgeable person in the room.
Every detail of the product, service, or market that you’re passionate about should be burned into your brain, so that when you walk into a room you have a ironclad grasp of the information. This attention to detail and devotion to a product is what fires the commitment and passion you need as an entrepreneur to succeed. Besides that, everyone in the room will know immediately that you are an expert.
6. Forget about being interesting – Be interested.
Almost everyone in the world perceives another person in a more positive light when they listen more than they talk. You may believe you’re creating a great impression when you prattle on about yourself, but unless you leave room for the others to be seen and heard, you will likely be seen as a boor. To make a genuine connection, ask more questions, and be genuinely interested in the answers. The more you listen, the stronger your impression will be.
7. Show off your passion.
The greatest tool an entrepreneur has is their passion. Passionate belief in oneself, one’s team, and one’s products and ideas creates infectious energy that others want to join. Successful entrepreneurs take great joy and pride in their work and accomplishments, and are excited to share about what’s next.
8. Keep your body language open.
Crossing your arms, angling your body away from the person speaking, refusing eye contact, and/or looking around the room are indications of anger or disinterest. Not many people are going to think highly of you after that. Keep your body language open, uncrossing your arms and legs and carrying an easy smile. People who make eye contact are generally comfortable and confident with themselves; they are open to being “seen”. Making eye contact also conveys respect, as placing and keeping your wholehearted focus on another person puts them at the center of attention.
Also, don’t forget a great handshake. A limp handshake can indicate insecurity, while a very fast or overly painful handshake can indicate aggression or dominance. Great handshakes have a friendly, firm -- but not painful -- grip.
9. Follow up.
If you got contact information from a connection or colleague, send a follow-up note as soon as possible. Small acts of recognition and kindness go a long way. Even a small, “Thank you for the great conversation,” or “Nice to meet you,” will keep you in their mind for their next endeavor.
10. Be on time.
Even if you have all the tactics on this list down to a science, you can ruin everything by being late. Though you may have plenty of excuses as to why you’re running behind, the person who was waiting for you likely feels as though their time was wasted. If you can’t handle something as small as being on time, why should they trust you with their employees, business, or capital? Show up when you say you will.
Murray Newlands would be thrilled if you’d share this story with your networks. You can find him on Twitter (@murraynewlands) and learn more about his work at www.murraynewlands.com
