In 1986 I attended a training session organized by IBM and conducted by a USA based company named Malandro Communications Inc.  The course was titled, “Winning First Impressions.” The course taught four key things:

Key 1:

• Always put your best foot forward
• Face to face impressions are formed within 4 to 6 minutes
• Telephone impressions/45 seconds
• Job interviews/30 seconds
• Impressions are formed 55% by non-verbal cues (body posture, face, eyes), 38% voice, 7% words and contents.

Key 2:

• Present a winning first impression
• Project confidence (people buy people)
• Focus on others (not on yourself)
• Be enthusiastic and energetic
• Dress professionally
• Smile (be friendly and personable)
• Be a walking logo (be unique)

Key 3:

• Treat every individual as a valued person
• Discover something special about each person
• Display sincere interest with voice and behaviors
• Ask questions (and listen to the answers)
• Avoid leaking (stay focused)
• Maintain good eye contact
• Support others in doing their best
• Express thanks/appreciate often

Key 4:

• Begin building rapport immediately
• Match rhythm (pace and lead)
• Speak their language (not yours)
• Use encouragers (avoid killers)
• Use name of person
• Self-disclose (be real)
• Use rewarding non-verbal cues (close distance, smile, lean forward, goo eye contact, pleasant voice
• Listen 70% of the time, talk 30% (avoid interrupting and anxious listening)