To be better at first impressions build more trust.

You never get a second chance to make a first impression.   Andrew Grant

Research from Harvard Business School suggests that people make “instant judgements” predicated on two critical questions:

·        Can I trust this person?

·        Can I depend on this person’s capabilities?

80% to 90% of "first impressions" are based on these two qualities. Subconsciously, you and everyone you meet are asking the same questions, “Is this person trustworthy?” and “Is this person competent?”

The assumption is that capabilities are most important when meeting someone, however, research shows that trust is the most important variable. For competence to matter, people must trust you first!

Without trust, people perceive competence negatively. Warm, trustworthy people with genuine confidence elicit admiration. However, this only occurs once trust is established. Otherwise, these qualities can be perceived as a threat.

A good first impression can work wonders.  J. K. Rowling

Mastering First Impressions

Considering it only takes seconds for someone to determine if your "trustworthy" and "competent", first impressions are important and difficult to change.

If you try to project confidence but haven’t established trust, your efforts are nullified. You might be respected but disliked. Without trust, you may elicit suspicion or come across as manipulative.

Once you focus on developing trust, you can approach each new person you meet differently.

Here are some suggestions that can help:

First impressions matter. Experts say we size up new people in somewhere between 30 seconds and two minutes.  Elliott Abrams

Let people speak first. People need to feel understood before trust has a chance to germinate. By letting people speak first, you can guide the conversation with questions designed to move the discussion in a direction consistent with building trust. Being dominant doesn’t manifest trust. Trust and warmth are produced when people feel appreciated. That takes time to establish.

Let your body language pave the way. Recognizing that gestures, expressions, and tone of voice make a huge difference. Being enthusiastic, uncrossing your arms, maintaining eye contact, and leaning slightly forward are forms of positive body language that promote trust. 

Let your phone take a break. You can’t build trust and monitor your phone at the same time. People are turned off by people that text or get distracted with their phone. Commit yourself to the conversation and focus all your energy on the individual.

Let small talk obviate stress. Research shows that conversations that begin with small talk helps build trust and alleviate tension. Come prepared with "small talk" that nullifies tension.

Let your listening skills shine. When you truly listen, you concentrate on what the other person is saying, opposed to planning what you’re going to say next. Ask insightful questions! It shows you’re paying attention. Ask probing questions and request clarification. When you focus on what you’re going to say next you sabotage the discussion. The message is clear, you have something more important to say. Interrupting someone destroys trust.

Let homework build report. Knowing your audience is an excellent way to demonstrate you took the time to investigate their professional capabilities and passions. LinkedIn or company websites are great resources. Nothing creepy, use common sense. Expressing interest in a person demonstrates competence and builds trust by showing initiative and responsibility.

I influence anybody who can get through the chaos of my first impression.   Gary Vaynerchuk

Sum it up

Little things go a long way toward developing trust. First impressions are incredibly important and often irreversible. 

How do you develop trust with people that you first meet? Please Like and Share this article, along with your thoughts in the comments section below. I love learning from you.

ABOUT THE AUTHOR:

Steve Wohlenhaus is CEO of Weatherology, the leading company in the world at disseminating audio weather information.  Steve began his career as a major market television weather anchor in Minneapolis, where he received several Emmy Awards for science programming. Steve is an author and host of the podcast program Anatomy of Success. Follow Steve on LinkedIn!