Overcoming a Bad First Impression

First impressions are usually made in seconds. Our senses gather information about how that person looks, sounds, smells, and feels and sends that information to the brain, which then makes a decision about that person.

So much has been written about first impressions that we as salespeople try our best to make a good one.

But sometimes we don’t. And, if we’re observant during those first few seconds we can tell right away if we’re not connecting with that person.

Even if we’re not being particularly observant on the call, our gut will usually let us know that something doesn’t feel right. We just have to trust it and then break down the call after to figure out why the alarms went off.

What do we think happened? We’re we not feeling well or just tired and that came across as bored? Did we look a little rumpled or unkempt? Did we not smile or was our handshake too limp or crushing? Did we smell a little sweaty or like we were doused in cologne or perfume? Did we avoid eye contact or pierce their eyes like lasers when we met? Did we fumble our words and sound like we just tossed a word salad at them?

It’s tough, but you have to be honest with yourself and get to the root of what you think caused the poor first impression so you can fix it for next time.  

If we’re lucky enough to have gotten another meeting, how do we make sure we make a really positive second impression?

Double your prep.

The last thing you want to do is confirm their first impression with a bad performance. The next meeting needs to be the best meeting you have that week.

That means digging up something of value that will impress them. Listen like you never listened before. Sharpen your questioning with better, well-thought out, they can tell you’ve done your homework type of questions.  

Try to incorporate anything from a business or personal end your remember from the first meeting. Show them you were listening, even if they didn’t think you were.

There’s no guarantee you’ll even get a second meeting if the first meeting went that poorly. But if you do get one, and you nail the second one, your prospect will see the first impression as an aberration. Or, be impressed with how you fixed it.

They may even tell you how unimpressed they were in the first meeting but how much better you were in this meeting. If, so, that’s a huge win. You can even agree with them, letting them know that you felt the first meeting didn’t go well, how it bothered you, and how grateful you were they gave you another chance. Instantly, that first protective layer we all have has been stripped away and your relationship has gone to another level.

So, the main message today is to not throw in the towel or give a half-hearted effort on a second meeting after a poor first one. It is recoverable. You just need to double your effort. Treat it like it’s the most important meeting you’ll have that week. Because it is. Poor second impressions after poor first impression rarely get a third bite of the apple.

Good luck with all of your first and second impressions this week.