Maintaining that FIRST Impression

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Making a good impression from the start makes it easier to build a powerful relationship for the future. Once you’ve made the connection, you need to nurture the relationship. Here are some tips for getting those friendships going and growing:

1. Listen
Listen intently and ask questions. The more information you gather, the easier it will be to create a rapport and have something to say. Jeffrey H. Gitomer, author of The Sales Bible, says you should question/talk 25% of the time and listen 75% of the time to be most effective.

He also discusses “power questions.” Power questions will give you information you can use to serve the person in the future. Some examples include: “What do you like about . . . ?” “What have you found . . . ?” and “How do your customers react to . . .?”

2. Smile
Over 50 years ago, Dale Carnegie wrote the hugely successful book, How to Win Friends and Influence People. Carnegie listed smiling as one of the key ways to make people like you. If you don’t feel like smiling, smile anyway. The act of smiling will improve your attitude.

3. Maintain Eye Contact
Keeping eye contact goes hand in hand with listening. First, it shows you’re interested and it shows respect. Second, it reflects confidence. Conversely, looking away or not making eye contact shows you don’t care and aren’t confident.

4. Be Truthful
Being truthful is important because it builds trust. Trust is the lifeblood of all relationships. Reveal something about yourself by telling the person a quick personal story, whether it’s funny or even a little embarrassing.

5. Provide Value
The Value you give the person, not the facts about yourself, will strengthen the relationship. Be resourceful with information: but remember, timing is everything. If you’re at a conference or seminar, don’t load the person up with pamphlets, books and CD’s. The last thing you want to do is leave the person holding something they have to carry. Ask the person if it’s okay to send the information to review or read at their leisure. Find out where you can send the material. The more you provide the person with value, the more they will be willing to provide value back to you.

Once you’ve established rapport, you’ll find it easier to set up a follow-up meeting and build the relationship further. Take it slow. Seek a friendship with the person. However, it starts with making a favourable first impression. Sometimes you only get one shot, so make it count.

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By Joseph Jablonski
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This article first appeared in the September 2008 issue of the MarketingDotCom newsletter. You can get a free copy of the latest issue for the price of shipping at http://the7figuresecrets.com

Keywords: business, first impression, relationships