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A Commentary on First Impressions

History will be kind to me because I intend to write it.
- Winston Churchill

We live in a business environment that presents a communication paradox. We no longer place as high a premium on compelling and articulate verbal expression, yet we handsomely reward those who express themselves well.

We have the ability to send text almost anywhere at any time. We have mobile phones, wireless PDAs and pagers that enable us to locate people and communicate constantly. Communication is simple and easy, and this has spawned a culture with habitually poor communication skills - important business emails sent without punctuation, mediocre writing skills, and verbal skills that are unprofessionally colloquial.

At the same time, we frequently see a direct relationship between professional success and strong verbal and written communication. Like it or not, we are judged, initially, based on what we say, but more importantly, how we say it. Keeping Churchill's quote (see above) in mind, the first impression we leave on an individual or an audience is our best opportunity to write our own history.

A good first impression has major implications in a sales environment, or any professional situation where the goal is persuasion. And creating such an impression requires more than the requisite strong handshake, eye contact and good posture. The greatest tool we have for leaving a good impression is our use of language. When we meet an individual who speaks well - who can clearly articulate who they are, what they do and why it has value - we are inevitably intrigued and impressed. We want to know more. We remember their name. It causes us to realize a person's confidence (not arrogance), and allows us to appreciate and value their presence.

When we leave a positive first impression on others, we create a multitude of additional opportunities for ourselves. Our audience thinks favorably of us, as will others they discuss the experience with. Of course, it is easy to erode the effects of a good first impression, and conversely a bad one can be overcome. Eventually we are judged on our substance and our ability to execute. However, we place ourselves immediately ahead of the competition with a good first step. In a sales opportunity we give ourselves an immediate advantage, and in this competitive business environment advantages are difficult to obtain.

At The Latimer Group, we have three beliefs about the power of language and the importance of using it well:

There is no greater necessary business or sales skill than the ability to express oneself verbally and connect with others in a memorable and effective way.
If you are an effective communicator, you can add value to any group, in any situation.
The most effective speakers are the most authentic, and the most authentic speakers are the most confident. Confidence is borne out of being well-informed and well-practiced.

An equally important aspect of the good first impression is the ability to demonstrate to an audience an understanding of who they are and what they believe before trying to persuade them to believe something else. Whether we are in a one-on-one sales environment, a small group or speaking formally to a large audience, this skill will directly impact the potential to persuade the audience to change an opinion, adopt an idea or purchase a product or service.

Your ability to articulate your corporate story, your idea, or the facts about your product or service in a compelling way will immediately place you ahead of your competition.

______________________
Dean M. Brenner
President
June, 2003

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