How To Create A Winning, Credible Image
BOOST YOUR SALES AND YOURSELF USING THESE SIMPLE TECHNIQUES
Credibility is subjective—it’s an unconscious impression formed instantly without any hard and fast evidence. The majority of your potential clients will “know” whether or not you have credibility, often within the first five minutes of a meeting. One false move and the sale is lost and you’re dead in the water. Do you think you’re saying the right things but can’t seem to seal the deal?
The old adage is true—first impressions are lasting. Many experts believe that you have only 7 to 10 seconds to control that first impression. Research shows that once people make up their minds, they rarely change them. Even though we know it takes more than 10 seconds to create a real connection, you can destroy any chance of connecting in the first place if you don’t properly manage that first impression.
So how do you send the right signals? Specifically, what can you do to project an image of credibility? We all know the basics—dress professionally, shake hands firmly, make eye contact and smile. But if you want to be seen as someone who is credible you have to go further.
Credibility is built on a foundation of honesty, integrity, trustworthiness and reliability. These qualities must be conveyed in everything you say and do.
Here are some tips to help you build your credibility when meeting a prospective client or acquaintance:
• Be prepared. There’s more to being reliable than simply showing up on time, although that’s certainly important. Reliability is demonstrated by doing all of your homework, getting to the point and not wasting someone’s time. A new or potential client is relying on you to make the most of the meeting. While it’s important to start on time, it’s even more critical to make every minute count.
• Be straightforward. Don’t try to be too clever, or to avoid tough issues in the first meeting. The last thing you want to do is backtrack later – you may never recover your credibility. Remember, being honest isn’t just about telling the truth. You have to avoid tricky omissions that can trip you up later as your relationship develops.
• Be less than perfect. It’s sometimes tempting to overstate or make things appear to be rosier than they are. People are more impressed when you have or admit little flaws that make you seem more genuine.
• Be consistent. The image you project as a businessperson always plays a key role, especially in a first meeting. A professional appearance and polished demeanor is important not for its own sake, but because you are meeting expectations. If something is incongruent in the way you look, speak or act, prospective clients will develop a negative impression. Even if they can’t articulate why they feel this way, it can stop the relationship dead in its tracks.
One final piece of advice – be yourself. After all, you landed the meeting based on who you are and what you can do for the prospective client in the first place. So take a deep breath, relax and enjoy the meeting. Remember, credibility comes from within, so let your personal style shine through!