Positive image

You only have one chance to make a good first impression, so here are some tips to help you make the most of that opportunity

10 Tips on how to create a positive image in person

1. Be punctual

Allow for delays en route or, for example, a 15 minute walk from the nearest parking area

Prepare your route in advance

Check journey times and frequency of public transport - don't rely on the latest train that will get you there just on time if nothing goes wrong

If meeting on neutral territory, try to be there early so that you can familiarise yourself with your surroundings

Telephone ahead if you are unavoidably delayed and are going to be late

2. Take care with your personal appearance

Be clean and well groomed - including hair, hands and fingernails

If you are wearing leather shoes make sure they're not scuffed

Wear outfits that are smart but comfortable - you'll find it difficult to concentrate if your waistband is digging in or your toes are pinched

Steer clear of overpowering aftershave or perfume

Avoid eating spicy food, drinking alcohol or smoking just before the meeting (or in worst case scenario ensure you have a powerful breath spray with you!)

3. On being kept waiting

Don't wait longer than is reasonable beyond the agreed appointment time (I'd say about 15 minutes), unless you are chasing payment or there is a viable and acceptable reason

Don't be obvious about it but keep your eyes and ears open and use the waiting time to observe your surroundings and learn from them as well as checking out any company literature that may be provided in the reception area

Be aware that any conversation you have with the receptionist/secretary/etc. could well be related to the Decision Maker later

If you must conduct other business on your mobile telephone whilst waiting, do so quietly and discreetly

4. Be aware of your personal mannerisms - and tame the disagreeable ones

Don't jiggle change or keys, drum your fingers on the table or your laptop, keep flicking your hair back or scratching your nose, for example - the first habits are irritating, the last two make you look nervous or potentially dodgy

Any habit you have has been learned - if it's irritating, unlearn it!

5. Use your eyes wisely in the meeting

Look the prospect in the eye when talking to him, but don't stare at him as though you're trying to hypnotise him!

Observe what his body language is indicating to you - is he looking everywhere but at you, leaning back in his chair, playing with a pen or an executive toy - if he is you've lost him, and you need to get him back PDQ

If you are meeting with a group of people and the chain of command is not obvious, for instance he or she who does most of the talking is not necessarily the ultimate Decision Maker, look to see who the group look to for approval or defer to, and make a point of subtly visually acknowledging that distinction

6. At the same time use your ears

What is your prospect's tone of voice - is it bored, aggressive, interested or eager - and adjust your pitch to accommodate it - but never be aggressive back

7. Don't "pounce"

Be careful not to pounce on your prospect and continually interrupt him - not only is it likely to be extremely annoying to him but also you won't be giving him the opportunity to open up and provide the information you need in order to progress the sale - let him talk

8. Avoid potential pitfalls

You may well be nervous but you want to appear calm and in control. So politely decline the cup of tea or coffee that may be on offer, thus avoiding the potential clattering of the cup in the saucer or, even worse, slopping the contents. Request a glass of water instead. Leave the water to one side until you are more relaxed and in your stride

9. Project an aura of friendly professionalism

You don't have to smile all the time, in fact it would look decidedly odd if you did, but the smile should be there in your voice

Don't confuse this with familiarity - you are there as a professional, not to be your prospect's chum

10. Know when to leave

Once you have achieved the objective of the meeting, or as close as you're going to get to your objective, outline and agree next steps with the prospect and go